Persuasion in Negotiation and Mediation Article by John Wade
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From the blog mediator blah...blah... |
Prof. John Wade's latest article on Persuasion in Negotiation and Mediation is fresh out today.
Typically, it's 30 something pages are brimming with generous take-aways.
John provides a framework for common patterns of behaviour and persuasion observed in high conflict negotiations in civil and family disputes, often including legal representatives.
The article 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.
Biography
Geoff is author of the award winning blog mediator blah...blah... a mediation blog experiment in reflective practice and the Mediation vBlog Project, a kind of mediation genome project by video blog.
The views expressed by authors are their own and do not necessarily reflect the views of Resourceful Internet Solutions, Inc., Mediate.com or of reviewing editors.
