CONCLUSION

We had two primary goals in this chapter. First, we wanted to give an overview of current psychological research from a dual-process perspective on persua­sion. The first part of the chapter thus presented a dual-process theory describ­ing how persuasion results from two types of information processing—one based on heuristics and the other involving systematic processing.

The goal in the second part of the chapter was to review theory and research that relates persuasion to conflict situations. Here we described research apply­ing the heuristic-systematic perspective to negotiation settings. Additionally, we discussed research in self-affirmation, social identity, majority and minority influence, and affect, and suggested implications for conflict resolution. We highlighted the need for negotiators to move beyond defense and impression motives to process information in an accuracy-oriented, open-minded fashion, and identified strategies for maximizing accuracy motivation in conflict settings.

Our hope is that the considerations raised by persuasion research can encour­age new insights into the process of conflict resolution and how to achieve both integrative and long lasting agreements. By understanding and attending to factors that influence information processing, practitioners can better facilitate open-minded, thoughtful consideration of alternate viewpoints by all parties involved in a conflict, and ultimately, its resolution.

Note

1. Self-affirmation research has yet to be applied to non-Western cultures. In collec- tivistic cultures, self-affirmation may be more effective when focused on interde­pendent aspects of self. (See Kitayama, Snibbe, Markus, and Suzuki, 2004.)