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...

Negotiation teams are widely used to negotiate on behalf of organizations, yet relatively little is known about how they overcome the challenges posed by within team dynamics to create a sound across-the-table team bargaining strategy. This paper presents a two phase analysis of accounts of...

Scholars have argued that anger expressed by participants in mediation is counterproductive; yet, there is also reason to believe that expressions of anger can be productive. The authors tested these competing theories of emotion by using data from online mediation. Results show that expression...

This study models the time it takes to resolve a dispute in an on-line setting. It uses Cox regression and 582 eBay-generated disputes to test hypotheses derived from the social functionalist theory of emotions (Morris & Keltner, 2000). The data show that the opening communications between filer...

Three studies contrasting Indian and American negotiators tested hypotheses derived from theory proposing why there are cultural differences in trust and how cultural differences in trust influence negotiation strategy. Study 1 (a survey) documented that Indian negotiators trust their...

Negotiating groups composed of 4 members with different social motives were examined to determine the impact of social motive composition on negotiation behavior. Theories of negotiation, experimental games, and group altruism were used to develop hypotheses regarding how social motive...

Individualistically-oriented negotiators do worse than cooperatively-oriented negotiators, even when they are engaging in similar behaviors. This paper proposes and test hypotheses about negotiators' motivations and their behaviors in a repeated measures design. Individualistic negotiators...

A common claim about negotiation is that parties' interests define the problem that any agreement needs to solve (Fisher, Ury & Patton, 1991). The prescription is that parties should negotiate over interests, not positions. Consequently, parties who construe their goal as satisfying their...