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.
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 language | English |
|---|---|
| Pages (from-to) | 1-5 |
| Number of pages | 5 |
| Journal | ADR Bulletin |
| Volume | 10 |
| Issue number | 1 |
| Publication status | Published - 2007 |