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Category: COMMUNICATION

HOW MUCH WILL YOU GIVE ME FOR THIS JUG OF WATER? PERSUASION PRINCIPLES

HOW MUCH WILL YOU GIVE ME FOR THIS JUG OF WATER? PERSUASION PRINCIPLES

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During a flight in Europe I read an article in a business magazine I pulled  from the back of the seat in front of me. It dealt with one of my favorite subjects:  persuasion. The author, Steve Martin, begins the article describing a story he says an English business man  was fond of telling. It involved a young man who came to his office looking for a job. He said that after listening for a few minutes the business man pushed  a large jug of water on his desk…

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PSYCHOLOGY & THE LAW

PSYCHOLOGY & THE LAW

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The June issue of the American Association of Justice Trial magazine has an outstanding collection of articles about the trial practice by  a variety of great trial  lawyers and trial consultants including Mark Lanier, Gerry Spence, Rick Friedman, David Ball and Randi McGinn plus other greats as well. I’m going to outline just a few of the ideas from these articles. David Ball recommends reminding jurors of key points they will need during deliberations. He calls it “arming the jurors.”…

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DOES THE AMOUNT YOU ASK FOR AS A VERDICT EFFECT THE RESULT?

DOES THE AMOUNT YOU ASK FOR AS A VERDICT EFFECT THE RESULT?

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Nationallly known plaintiff’s trial lawyer Rick Friedman recently called attention to the article from the University of Denver Sturm College law by John Campbell and others entitled: “Countering the plaintiffs anchor: Jury simulations to evaluate damages arguments.” The article deals with an important research project about  the principle of anchoring which has direct application to the plaintiff’s damage arguments. I think plaintiff lawyers should read this article. Neuro linguistic programming deals extensively with the concept of anchoring and is a good…

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