Comments: Keeping Your Cool: The Power of Persuasion in Mediation

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Levi Reuben Uku, Esquire, Los Angeles, CA     06/26/06
Alternate Dispute resolution-In Nigeria Re: Dele Peters blog of 6-15-06
I am responding to Dele Peters of Nigeria information on the advent of alternate dispute resolution in Nigeria. As a nigerian expartrate practicing law in California and having participated in over 40 voluntarly and court ordered alternate dispute resolution such as mediation and arbitration. I may be able to share my experience with him in Nigeria. Levi Reuben Uku Attorney and Counselor at Law Los Angeles

Myer , Sherman Oaks CA   06/15/05
Permission to use materials
You are absolutely correct that the six principles applies to every situation in which any individual is engaged in influencing or persuading another regarding their thoughts, feelings and action. The principles are based on the social science of human behavior. Everything we do as mediators incorporates these principles. I would like you to use these materials and much more, so please email me for more information. Go to my website at for email or request my email from editor at (I do not want spam.) In exchange for using these materials, I have important request of you. Thanks. Myer Sankary

Dele Peters , Abuja Ni   06/15/05
Request For Permission
My name is Dele Peters. I am a Senior Research Fellow at the Nigerian Institute of Advanced Legal Studies, University of Lagos Campus, Lagos, Nigeria. Presently, I am on Sabbatical to the Supreme Court of Nigeria as the Research Assistant to the Hon. Chief Justice of Nigeria. I find Mr. sankary's article extremely educating and useful. Mr. Sankary proceeds from a practical point of view and I think the message is adequately conveyed. It seems to me that although that the six principles as presented were discussed in relation to employment disputes, they would as well be efficacious in relation to virtually all manners of disputes. Mediation is an emerging dispute resolution process in Nigeria. As a follow up to my book "Alternative Dispute Resolution (ADR)in Nigeria: Principles and Practice" I am currently working on a monograph to provide a practice guide to Mediators in Nigeria. I request Mr. Sankary's kind permission to use some of the materials contained in his article.

Myer Sankary, Sherman Oaks CA   06/12/05
Reply to inquiry - Asian culture
Thank you for your inquiry. My apologies for not responding sooner, but I have been away for the past month travelling in Europe. You have asked a very good question. I am making inquiries to determine whether there has been specific research on this subject regarding Asian culture. In general, I do know that the work done by Dr. Cialdini and his colleagues has involved other cultures, and they have found that the principles apply to differing degrees in all cultures around the world. For example, almost all cultures have principles of reciprocity in some form. Consider in India that reciprocity is almost a ritualized social requirement when exchanging gifts when invited to homes of friends and families. In other cultures, social proof or consensus is more of a social influence than authority. In Germany, for example, the authority principle is a more persuasive element. Studies have been done about cultural difference based upon collectivist societies (such as Asian) versus invidualistic societies (such as in the US and western Europe). Although not specifically addressing the Cialdini 6 principles, research by Hofstede (1980) investigated a number of values of workers in a variety of countries. Weber and Hsee have done research on cultural differences about such aspects as risk perception and psychology of value. The work of professor Hsee at University of Chicago on Chinese cultural influences is particularly interesting. See I will investigate further and try to provide more information on this topic.

David , Auckland NZ AK   05/23/05
Cross cultural perspectives
I found the article very enlightening, thank you, and would be curious to know if Mr Sankary has any research as to how these principles apply in an Asian setting - where the cultural goals and norms can be quite different from these. This difference can pose quite a challenge for mediators trying to find the common ground and I would welcome any advice in this area.