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Why persuasion fails - and how decision science can help
Modern Lawyer
Vol. 8 - Iss. 4 pp. 28–33
Jan 2025
Every lawyer knows the power of persuasion. It's what wins cases, closes deals, and earns the trust of clients. But here's the catch: even the best lawyers - those who pride themselves on being master persuaders - can sabotage their own arguments without realizing it. Subtle cognitive biases - those unseen glitches in our mental processes - can lead to strategies that fall flat, arguments that alienate, and decisions that miss the mark.