John Harington Wade
Bond University
March 10, 2014
Abstract:
This paper provides a framework of behaviour observed in civil and family disputes, often including legal representatives. It sets out models of lawyer behaviour; basic negotiation patterns; creating doubts about rights, goals, and power; persuasion and pause; deception of others; deception of self.
Summary
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 set s out:
- Some introductory boundaries to the topic of “persuasion”
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A composite model of a persuasive lawyer – negotiator.
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Basic negotiation patterns
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The task of creating doubt about rights, goals and power.
- Cialdini’s sales levers
- Persuasion and pause
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A glimpse at deception of others during negotiation.
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A glimpse at deception of self and “decision traps”.
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Persuasion via “intangibles” – procedural skill and emotional awareness.
Read full article: Persuasion in Negotiation and Mediation
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