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In a previous article, “Getting the Deal Done: Cognitive Science in Negotiation,” I examined how strategic use of loss aversion and disaggregation of gains & aggregation of losses can bring persuasive punch to a negotiation. Can taking a page from a FBI hostage negotiator and getting someone to say “no” actually facilitate completion of a … more »
By: Amit Patel & Dennis P. Stolle Researchers have been studying the factors that influence us to say “yes” to requests for decades. There is a science to how we are persuaded and a lot of the science is surprising. A key figure in persuasion research is Dr. Bob Cialdini, author of a book called … more »
Whether buying a car, haggling with a child over bedtime, or trying to lock down a big business deal, negotiation is a certainty in our lives, and for many of us, essential to our work. With so many driving factors, any appreciable edge can prove crucial to success. Where can we look to find that edge? Cognitive science studies provide guidance on how we can seal the deal. Here are a couple of tips informed by psychology to help you negotiate more effectively.
With regard to legal writing, pleadings and briefs are among the first impressions you can make on a judge. Consider anecdotal evidence from Justice Antonin Scalia: “If [I] see someone who has written a sloppy brief, I’m inclined to think that person is a sloppy thinker. It is rare that a person thinks clearly, precisely, carefully, and does not write that way. Contrariwise, it’s rare that someone who is careful and precise in his thought is sloppy in his writing. So it hurts you … to have ungrammatical, sloppy briefs.” Thus, clean, precise, and well-constructed sentences and citations can correlate to sound legal arguments, but have the opposite effect with poorly constructed writing. On a larger scale, a positive first impression made via an initial pleading can parlay into elevated judgments of subsequent filings, and your case as a whole.
ThemeVision LLC served as a corporate sponsor of the Defense Research Institute’s Fire & Casualty Seminar in November of 2008 in Chicago. The 2008 seminar took a broad, yet comprehensive, look at secondary fire liability, featuring presentations that focused on building design, the defense of fire suppression and alarm systems, toxic inhalation, fire spread, and … more »