Persuasion in negotiation and mediation
Article comments
Wade, J. (2008). Persuasion in negotiation and mediation. Queensland University of Technology law and justice journal, 8(1), 253-278.
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2008 HERDC submission. FoR: 1801
© Queensland University of Technology Law and Justice Journal, 2008
Abstract
This paper endeavours to provide a framework for common patterns of behaviour and persuasion, observed anecdotally in high conflict negotiations in civil and family disputes, often including legal representatives. It sets out:
• Some introductory boundaries to the topic of ‘persuasion’
• A composite model of a persuasive lawyer – negotiator
• Basic negotiation patterns
• The task of creating doubt about rights, goals and power
• Cialdini’s sales levers
• Persuasion and pause
• A glimpse at deception of others during negotiation
• A glimpse at deception of self and ‘decision traps’
• Persuasion via ‘intangibles’ – procedural skill and emotional awareness.
Suggested Citation
John Wade. "Persuasion in negotiation and mediation" Law papers (2008).
Available at: http://works.bepress.com/john_wade/41
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