The Jury Method: How the Persuader Persuades

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Abstract
The “jury method,” a technique permitting study of two-person persuasive interaction, is used to examine the natural behavior of the persuader. Investigation of the way in which one subject persuades the other suggests that persuasion is a function, not of intelligence, prediscussion conviction, position with respect to the issue, manifest ability, or volubility, but of the expression of confidence during the discussion itself.

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