“…A contentious approach adopted by a client during past negotiations results in auditors forming a negative perception about the client (Rennie, Kopp, & Lemon, 2010), thereby resulting in auditors taking a tougher stand (Pruitt & Carnevale, 1993). Further, a tougher stand during negotiation legitimises the professional role of auditors in the eyes of the client (Bame‐Aldred & Kida, 2007; Beattie, Fearnley, & Brandt, 2004; Beattie, Fearnley, & Hines, 2015), sets the tone for future negotiation (Emby & Favere‐Marchesi, 2010; Gibbins et al, 2001; Kleinman & Palmon, 2000) and prevents future exploitation by the counterparty (Roering, Slusher, & Schooler, 1975). However, when auditors perceive their bargaining power to be low due to a weak audit committee, ambiguous accounting standards or estimation uncertainties (Cannon & Bedard, 2017; DeZoort et al, 2003), auditors are found to contend less by adopting a more accommodating approach when negotiating with contending clients (Brown‐Liburd & Wright, 2011; Ng & Tan, 2003).…”