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

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

3 Pages Posted: 12 Dec 2010

See all articles by Roselle Wissler

Roselle Wissler

Sandra Day O'Connor College of Law, Arizona State University

Robert B. Cialdini

affiliation not provided to SSRN

N. J. Schweitzer

Arizona State University

Date Written: 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.

Keywords: mediation, negotiation, persuasion

Suggested Citation

Wissler, Roselle and Cialdini, Robert B. and Schweitzer, Nicholas 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: https://ssrn.com/abstract=1723379

Roselle Wissler (Contact Author)

Sandra Day O'Connor College of Law, Arizona State University ( email )

111 E. Taylor St.
Mail code 9520
Phoenix, AZ 85004-4467
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

HOME PAGE: http://lsprg.asu.edu

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