[Mediation Services] [adrr.com  > Index  > Persuasion] [Mediation Books]


Alas, the following elements are true (and important to consider when mediating changes in positions):

  1. People change their beliefs more readily than they change their actions and behaviors.  The result is that it is easier for a party to change what they believe or stand for than to change how they act or what they do.
  2. People filter incoming information to delete messages that do not agree with their beliefs.  The result is that if they are hearing a medley or collage of information, they will distill it to reflect whatever opinions they currently hold.
  3. People are strongly influenced by name-calling and innuendo.  Strongly influenced by naked (unproven) name-calling and innuendo.
  4. People seek to find patterns in information.  As a result, people are driven and have  a strong predisposition to find patterns or meaning in random events.
  5. People will do more out of fear, in order to avoid harm or discomfort, than out of any other input.  Fear is the most powerful of all motivators.

What does this tell mediators?  What does it mean for ethical considerations?

It means that persuasion must be aimed primarily at emotional needs and considerations if it is to persuade -- even (in fact, more so) if you are seeking to persuade attorneys, doctors, judges, or other professionals.

Mediation Bulletin Board Link
Link to Dispute Resolution Related Book Reviews

Copyright 1998 Stephen R. Marsh

adrr.com [home]

Mediation Essays

Mediation Topics

Mediation Centers

Advanced Topics

Bulletin Board

ADR Links

More ADR Links


E-Mail to Author

Author's Home Page

Search the Site

This Website is by Stephen R. Marsh
Contact Information at: