Persuasion as a Tool of Influence to Build Trust and Resolve Conflicts Throughout History. Definitions, Ethical Use and Principles

Abstract

This article focuses on developing a comprehensive framework of persuasion as an instrument to resolve conflicts. In order to do this, the concept of persuasion will be thoroughly studied to identify how this powerful tool can be applied on negotiation processes, particularly in those in which trust building is required. The research methodology used for this article is based on qualitative methods that deliver a more thorough comprehension of frameworks, theorical and investigative studies, research and developments conducted by some of the most relevant historical and contemporary authors in the field of social influence. Additionally, the article delves into the differences between persuasion and manipulation, with the purpose of sharing principles that have the potential of increasing the likelihood of influencing others. In this sense, the article argues that persuasion tools, when used consciously and strategically, can be applied, regardless of the conflict and its context, to pro actively promote a solution-based approach. Through the study of real and historical cases, the article demonstrates that the application of these instruments has a direct impact on both the process and the results of negotiations.