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.
Some History of Support Bots Despite seeming like a futuristic idea, chatbots have been around for over fifty years. One of the earliest chatbots, a psychotherapist emulator nicknamed ELIZA, was...
By Jason Bergman, Robert BergmanThe large divide in our country, about how we view and handle Covid-19, is also permeating many homes, workplaces and families. While some believe Covid-19 is a hoax, or a...
By Vicki AsseguedNo han sido pocos los e-mail recibidos de colegas interesándose por la situación de La Mediación y la salida laboral que tiene el Mediador en España y más concretamente en...
By Franco Conforti