People generally adhere to the norm of reciprocity during both tacit and negotiated exchange. Emotional responses generated from profitable and unprofitable exchange facilitate the formation of motives to settle scores with others. In two studies we
examine how exchange incidents trigger positive and negative emotional responses, bargaining behavior, and process. In Study
1, we developed measures of emotional response toward the counterpart that can index the state of relational accounts between
parties. In a complex, multi-issue negotiation, The measures show that prior profitable or unprofitable exchange experiences
shifted affect and individual social motives, as well as initial bargaining positions. In Study 2, shifts in relational accounts
altered the bargaining process and subsequent implementation of agreements. The relational accounting concept represents an
important link for understanding how negotiation functions as a sub-process in the wider stream of social exchange.
Keywords: negotiation, social motives, emotion, social exchange.