Persuasion

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.
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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.
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3. People are strongly influenced by name-calling and innuendo.  Strongly influenced by naked (unproven) name-calling and innuendo.
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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.
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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.
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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.

This Website is by Stephen R. Marsh
Contact Information at:
http://adrr.com/smarsh/