Persuasion in negotiation and mediation

John Wade

Research output: Contribution to journalArticleResearch

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Abstract

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
awareness.
Original languageEnglish
Pages (from-to)1-5
Number of pages5
JournalADR Bulletin
Volume10
Issue number1
Publication statusPublished - 2007

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Wade, John. / Persuasion in negotiation and mediation. In: ADR Bulletin. 2007 ; Vol. 10, No. 1. pp. 1-5.
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Wade, J 2007, 'Persuasion in negotiation and mediation' ADR Bulletin, vol. 10, no. 1, pp. 1-5.

Persuasion in negotiation and mediation. / Wade, John.

In: ADR Bulletin, Vol. 10, No. 1, 2007, p. 1-5.

Research output: Contribution to journalArticleResearch

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PY - 2007

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