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Part I Social Science and Persuasion, 3 Communication and Techniques of Persuasion

Donald E. Vinson, Klaus Reichert

From: Arbitration: the Art & Science of Persuasion (1)

Donald Vinson, Klaus Reichert

From: Oxford Legal Research Library (http://olrl.ouplaw.com). (c) Oxford University Press, 2022. All Rights Reserved.date: 27 November 2022

Arbitrators — Witnesses — Arbitration

This chapter covers the techniques of persuasion and communication. It also highlights how the psychology of communication played an important role in the development of the arbitration strategy. Persuasive communication aims to influence attitudes and beliefs. The credibility and likability of the speakers are vital variables under the persuasiveness of a message. Thus, despite relevant and persuasive evidence, witness testimony could be undermined if the speaker is known to have low personal credibility. The chapter provides strategies to improve speakers’ credibility, persuasiveness, and use of emotional messages. According to research, rhetorical questions and repetition could help arouse and recapture attention during an arbitral hearing.

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