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Principles of Persuasion in Legal Negotiations

 

Understand why people say "yes".

For years now, research has been done to determine what factors influence people to say yes to requests. There is a science to how people are persuaded, and it is a bit surprising. For an attorney, gaining this knowledge and using it in an ethical way can increase their own persuasiveness in the courtroom. This white paper reviews several principles of persuasion.

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Principles of Persuasion in Legal Negotiations

Agenda

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Principles of Persuasion in Legal Negotiations

Faculty

Dennis P. Stolle, J.D., Ph.D.

Dennis P. Stolle, J.D., Ph.D.

Barnes & Thornburg LLP

  • President of ThemeVision LLC, a trial consulting firm affiliated with Barnes & Thornburg LLP, where he is a partner
  • Attorney and a psychologist
  • Over the course of two decades, he combined these fields in his jury research practice
  • Selected juries in state and federal cases, both civil and criminal, in jurisdictions across the country
  • Personally interviewed thousands of mock jurors over the course of his career
  • Ph.D. and law degree, University of Nebraska
Amit Patel

Amit Patel

ThemeVision LLC

Amit Patel is a jury consultant who combines his background in law and psychology to provide clients with a comprehensive approach to jury selection and analyzing cases.

Mr. Patel has experience facilitating focus groups, conducting mock trials, performing statistical analysis and publishing venue reports. He has written white papers on a variety of topics, including persuasion, deception detection, and social media in the courtroom. His paper entitled “Persuasion for the 21st Century Negotiator” serves as a practical negotiation guide for litigators and incorporates research into heuristics, or problem-solving; the role of apologies; counter-attitudinal advocacy; and the “laws” of persuasion.

With a background as a practicing attorney, Mr. Patel applies his experience as a corporate attorney and civil litigator in his current role as a jury consultant; he also has practiced family, employment and real estate law.

Mr. Patel received his B.S. in psychology from the University of Georgia. He earned his J.D. from Texas Tech University, followed by a master’s degree in social psychology from the University of Nevada, Reno.

He is member of the State Bar of Georgia, the American Society of Trial Consultants and the American Bar Association.

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Principles of Persuasion in Legal Negotiations

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