Persuasion in negotiation and mediation

John Wade

Research output: Contribution to journalArticleResearch

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This article provides 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 sets out:
• the patterns of creating doubt about
rights, goals and power;
• persuasion and pause;
• a glimpse at deception of others
during negotiation;
• a glimpse at deception of self and
‘decision traps’; and
• persuasion wrapped in ‘intangibles’
— procedural skill and emotional
Original languageEnglish
Pages (from-to)1-5
Number of pages5
JournalADR Bulletin
Issue number1
Publication statusPublished - 2007


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