Abstract

http://ssrn.com/abstract=1723379
 


 



The Science of Influence: Using Six Principles of Persuasion to Negotiate and Mediate More Effectively


Roselle Wissler


Arizona State University (ASU) - Sandra Day O'Connor College of Law

Robert B. Cialdini


affiliation not provided to SSRN

N. J. Schweitzer


Arizona State University

2002

Dispute Resolution Magazine, Vol 9, p. 20, 2002

Abstract:     
This article offers suggestions for how mediators and negotiators can use principles of social influence to enhance the process and outcome and increase the likelihood of settlement. The article describes the six basic principles of influence and the fundamental ways in which empirical research has found the influence process to proceed under each. The six principles of effective influence are liking, authority, scarcity, consistency, reciprocity, and social proof. The article provides specific examples of how each principle can be applied in both mediation and negotiation contexts. Ethical and pragmatic reasons not to use the principles in deceptive or coercive ways also are noted.

Number of Pages in PDF File: 3

Keywords: mediation, negotiation, persuasion

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Date posted: December 12, 2010  

Suggested Citation

Wissler, Roselle and Cialdini, Robert B. and Schweitzer, N. J., The Science of Influence: Using Six Principles of Persuasion to Negotiate and Mediate More Effectively (2002). Dispute Resolution Magazine, Vol 9, p. 20, 2002. Available at SSRN: http://ssrn.com/abstract=1723379

Contact Information

Roselle Wissler (Contact Author)
Arizona State University (ASU) - Sandra Day O'Connor College of Law ( email )
Box 877906
Tempe, AZ 85287-7906
United States
Robert B. Cialdini
affiliation not provided to SSRN
No Address Available
Nicholas J. Schweitzer
Arizona State University ( email )
PO BOX 37100
Phoenix, AZ 85069-7100
United States
602-543-8133 (Phone)
HOME PAGE: http://lsprg.asu.edu
Feedback to SSRN


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