The science of persuasion : a litigator's guide to juror decision-making

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Where to find it

Law Library — 2nd Floor Collection (2nd floor)

Call Number
KF8972 .B73 2014
Status
Available
Call Number
KF8972 .B73 2014 c. 2
Status
Available

Authors, etc.

Names:

Summary

The ability to persuade comes naturally to some people and is completely foreign to others. This new second edition, is your thorough guide to the way jurors make decisions, and how you can use that knowledge to convince them that your story of a case is the correct version. This book was written for law students, experienced litigators, and everyone in between who needs to understand the most effective ways to convince a jury.

Contents

  • Acknowledgments p. xiii
  • Foreword p. xv
  • Preface p. xv
  • Chapter 1 Principles in Persuasion p. 1
  • Components of Credibility p. 1
  • Promoting Likability p. 4
  • Framing the Message p. 5
  • Tailoring to Existing Beliefs p. 7
  • Reconsidering Stereotypes p. 10
  • Linking Attitudes to Behavior p. 12
  • Chapter 2 Preparing for Trial p. 15
  • Jury Trial or Bench Trial? p. 15
  • Taking Depositions p. 19
  • Focus Groups & Mock Trials p. 21
  • Deciding on a Case Theory p. 26
  • Effects of Pretrial Publicity p. 29
  • Change of Venue Research p. 31
  • Supplemental Juror Questionnaires p. 34
  • Preparing for Voir Dire p. 38
  • Chapter 3 Witness Preparation p. 45
  • Get to Know the Witness p. 45
  • Assess Strengths and Weaknesses p. 47
  • Dealing with Witness Anxiety p. 52
  • Controlling the Witness p. 56
  • Empowering the Witness p. 62
  • Interaction with Opposing Counsel p. 65
  • Maximizing Eye Contact p. 67
  • Clothing, Jewelry, and Hair p. 70
  • Ethical Considerations p. 72
  • Chapter 4 Voir Dire p. 77
  • Build Rapport with Jurors p. 77
  • Get Jurors Talking p. 80
  • Genera] Rules for Wording Questions p. 83
  • De-selection Questions p. 85
  • Juror Contamination p. 88
  • Challenges for Cause p. 90
  • Peremptory Challenges p. 95
  • Promoting Themes p. 99
  • Juror Experience with the Issues p. 100
  • Detecting Deception p. 103
  • Chapter 5 Opening Statements p. 107
  • Drafting the Opening p. 108
  • Developing Themes p. 109
  • Telling the Story p. 113
  • Structure of the Story p. 115
  • Identifying the Protagonist p. 120
  • Make the Story Compelling p. 123
  • Keeping It Parsimonious p. 127
  • Addressing Weaknesses p. 129
  • Chapter 6 Evidence p. 133
  • Juror Expectations of Witnesses p. 133
  • Using Demonstrative Evidence p. 135
  • Types of Demonstrative Evidence p. 137
  • Recreating with Animations p. 139
  • Day-in-the-Life Videos p. 141
  • Shadow Juries: The Ultimate Focus Group p. 142
  • Chapter 7 Closing Arguments p. 145
  • Drafting the Closing p. 145
  • Addressing Damages p. 147
  • Setting Monetary Anchors p. 149
  • Personalizing with Analogies p. 152
  • Tapping Multiple Senses p. 154
  • Inoculating Counterarguments p. 157
  • Tying in Themes p. 159
  • Chapter 8 Deliberations p. 161
  • Individual Decision Making p. 161
  • Decision-Making Shortcuts p. 163
  • Story Model of Juror Decision Making p. 167
  • Group Polarization p. 170
  • Foreperson and Other Leaders p. 171
  • Jurors' Influence on Each Other p. 176
  • Group Decision Making p. 180
  • Deciding Damages p. 183
  • Chapter 9 Putting It into Practice p. 189
  • Example 1 David Brown v. Steve Hamilton, MD, and Highland Regional Medical Center p. 189
  • Case Overview p. 189
  • Supplemental Juror Questionnaire p. 192
  • Plaintiff Voir Dire Questions p. 200
  • Defense Voir Dire Questions p. 203
  • Plaintiff Opening Statement p. 205
  • Defense Opening Statement p. 208
  • Plaintiff Closing Argument p. 210
  • Defense Closing Argument p. 212
  • Plaintiff Rebuttal Closing p. 214
  • Example 2 Eric Decker v. Electronic Warehouse, Inc. p. 215
  • Cast Overview p. 215
  • Plaintiff Voir Dire Questions p. 217
  • Defense Voir Dire Questions p. 221
  • Plaintiff Opening Statement p. 224
  • Defense Opening Statement p. 226
  • Defense Closing Argument p. 228
  • Plaintiff Closing Argument p. 231
  • Appendix A Serenity Wholesale, LLC v. PowerSource Distributers, LLC p. 235
  • Case Overview p. 235
  • Procedural Posture p. 237
  • Stipulated Chronology p. 238
  • Deposition Summaries p. 239
  • Exhibit 1 Maya Rauch Affidavit p. 247
  • Exhibit 2 Economist Report for Plaintiff p. 249
  • Exhibit 3 Industry Expert Affidavit for Plaintiff p. 253
  • Exhibit 4 Industry Expert Affidavit for Defense p. 255
  • Exhibit 5 July 26, 2013 E-mail from Bill Biker to Sam Johnson p. 257
  • Exhibit 6 August 6, 2013 E-mail from Sam Johnson to Bill Biker p. 258
  • Exhibit 7 September 3, 2013-Post-Meeting E-mail from Bill Biker to Sam Johnson p. 259
  • Exhibit 8 October 1, 2013-Serenity Places First Order ($402, 690) p. 260
  • Exhibit 9 November 4. 2013-Serenity Places Second Order ($603,82 5) p. 261
  • Exhibit 10 November 26,2013-E-tnail from Sam Johnson to Bill Biker p. 262
  • Exhibit 11 December 3, 2013-Serenity Places Third Order ($814,120) p. 263
  • Jury Instructions p. 264
  • Appendix B Estate of Devon McDaniel v. John Apple, MD, and Central Hospital p. 269
  • Case Overview p. 269
  • Procedural Posture p. 271
  • Stipulated Chronology p. 271
  • Deposition Summaries p. 273
  • Exhibit 1 Hospitalist Notation p. 281
  • Exhibit 2 Hematologist Notation p. 284
  • Exhibit 3 Head of ICU Notation p. 287
  • Exhibit 4 Plaintiff Expert Witness p. 290
  • Appendix C Jesse Phillips v. Super Tracker, Inc. p. 305
  • Case Overview p. 305
  • Procedural Posture p. 306
  • Deposition Summaries p. 307
  • Plaintiff Ex pert Disclosures p. 313
  • Defense Expert Disclosures p. 314
  • Exhibit 1 Letter from Department of Transportation p. 316
  • Exhibit 2 Reply Letter to Department of Transportation p. 318
  • Exhibit 3 Vocational Evaluation p. 319
  • Jury Instructions p. 322
  • Index p. 323
  • About the Author p. 339

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