March 10, 2014
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.
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”
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.
Read full article: Persuasion in Negotiation and Mediation