To link to full-text access for this article, visit this link: http://dx.doi.org/10.1016/j.jbusres.2009.07.002 Byline: Charles Patton (a), P.V. (Sundar) Balakrishnan (b) Keywords: Expectation of future interaction; Negotiations; Bargaining styles; Satisfaction; Expectancy disconfirmation; Aspirations Abstract: This research conceptualizes and experimentally tests differences in pre-negotiation behavioral influences, negotiation processes, negotiation outcomes, and post-negotiation dispositions involving buyers and sellers negotiating under the expectation of future negotiation interaction (EFNI) versus no expectation of future interaction (Non-EFI). EFNI bargainers have lower aspiration levels, expect the negotiations will be friendlier, and predominantly use a problem-solving bargaining style compared to Non-EFI bargainers. Perforce, EFNI appears to have a strong moderating effect on satisfaction as Non-EFI bargainers' satisfaction is strongly predicated on their monetary outcomes (expectation-disconfirmation paradigm), while EFNI bargainers' satisfaction is not. Further, while EFNI negotiations take longer than Non-EFI negotiations, they also produce greater parity between buyers' and sellers' satisfaction, which leads to fewer bargainers being dissatisfied. Thus, compared to one-time negotiations, bargainers in EFNI contexts are more likely to be disposed to bargain again, to enter into negotiations with a harmonious disposition and seek solutions that benefit both parties. Author Affiliation: (a) Columbia Business School, Columbia University, New York, NY 10027, United States (b) Business Program, University of Washington, Bothell, WA 98021, United States Article History: Received 9 December 2008; Accepted 14 July 2009 Article Note: (footnote) [star] The authors gratefully acknowledge the generous and thoughtful suggestions of the anonymous JBR reviewers and the helpful assistance provided by the Associate Editor, Lei-Yu Wu, and the Managing Editor, Michel Laroche. They also thank Pete Nye for his comments on an earlier version of the article. The authors contributed equally to the research.