Persuasion in negotiation and mediationLaw Faculty Publications
Date of this Version10-1-2008
Document TypeJournal Article
AbstractThis 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.
Citation InformationJohn Wade. "Persuasion in negotiation and mediation" (2008)
Available at: http://works.bepress.com/john_wade/41/