The Second Edition of The SAGE Handbook of Persuasion: Developments in Theory and Practice provides readers with logical, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues that will be of interest to interpersonal and mass communication researchers as well as to psychologists and public health practitioners. Persuasion is presented in this volume on a micro to macro continuum, moving from chapters on cognitive processes, the individual, and theories of persuasion, to chapters highlighting broader social factors and phenomena related to persuasion, such as social context and larger scale persuasive campaigns. Each chapter identifies key challenges to the area and provides research strategies for addressing those challenges.
Chapter 20: Persuasion in the Legal Setting
Persuasion in the Legal Setting
The study of persuasion in the courts has a lengthy history among scholars of communication. Aristotle (trans. 1941) identified the forensic exchange as a major division of oratory (1358b6) and explained the close link:
Since rhetoric exists to affect the giving of decisions—the hearers decide ...