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.