Effective persuasion is an art; an art which can be learned and perfected with practice and insight into human behaviour. This innovative book is the first to explain how key concepts from psychology, sociology, and communication science can be productively applied to the art of persuasion in international dispute resolution.
Effective persuasion is an art; an art which can be learned and perfected with practice and insight into human behaviour. This innovative book is the first to explain how key concepts from psychology, sociology, and communication science can be productively applied to the art of persuasion in international dispute resolution.
Dr. Donald E. Vinson is recognized as a leading authority in the application of the Behavioural Sciences to the resolution of legal disputes. He is an expert in human behaviour who has spent the last 40 years working with hundreds of attorneys in high-profile legal cases. His training in the social sciences includes an M.S. in Marketing Research, an M.A. in Sociology, and a Ph.D. with an emphasis on the Psychology of Human Values, Attitudes and Decision Making. Vinson is Chairman of Vinson & Company in Los Angeles and is past Chairman of the Institute for Legal Reform at the United States Chamber of Commerce. Klaus Reichert is a barrister based in London at Brick Court Chambers. He commenced practice at the Bar of Ireland in 1992 and was later admitted to the Bar of England & Wales in 1996. For many years he practiced on the South Western Circuit in Ireland before becoming a Senior Counsel and Member of the Inner Bar of Ireland in 2010. His work now exclusively focusses on international arbitration, and he has undertaken cases across a wide spectrum of commercial and investor-state matters in most of the major arbitral venues.
Inhaltsangabe
Section I. Social Science and Persuasion 1: Persuasion in International Arbitration 2: The Key to Persuasion: Arbitrator Attitudes and Beliefs 3: Communication and Techniques of Persuasion 4: How Arbitrators See and Hear: The Importance of Perception 5: Learning and The Attribution of Innocence or Blame Section II. The Arbitration Process and Persuasion Strategy 6: Tribunal Formation Strategy 7: Encounters With The Tribunal 8: The Opening Statement 9: Cross Examinations and Closing Arguments 10: Visual Communication 11: Behavioural Research for Persuasion Strategies Section III. Final Thoughts Contributor's Index Subject Index
Section I. Social Science and Persuasion 1: Persuasion in International Arbitration 2: The Key to Persuasion: Arbitrator Attitudes and Beliefs 3: Communication and Techniques of Persuasion 4: How Arbitrators See and Hear: The Importance of Perception 5: Learning and The Attribution of Innocence or Blame Section II. The Arbitration Process and Persuasion Strategy 6: Tribunal Formation Strategy 7: Encounters With The Tribunal 8: The Opening Statement 9: Cross Examinations and Closing Arguments 10: Visual Communication 11: Behavioural Research for Persuasion Strategies Section III. Final Thoughts Contributor's Index Subject Index
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