Theory on culture and influence in negotiation predicts cultural differences along the lines of informational versus relational persuasion. We review empirical findings that do not offer consistent support for the existing theory. We then uncover a refined four-factor model of persuasion in...

Mediation training does not acknowledge the potential of private meetings between mediator and disputants before a joint session. However, analyses of 1381 labor and family mediations in The Netherlands show that the use of private meetings to establish rapport prior to the mediation positively...