The Jury Method: How the Persuader Persuades

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.