Entries Categorized as 'Persuasion/Advocacy'

Best Lawyers’ Best Law Firms in Grand Rapids

Date November 1, 2013

The Sarnacki Law Firm PLC has been awarded a Tier 1 Ranking in the 2014 Edition of U.S. News – Best Lawyers’ “Best Law Firms.” The firm’s founder, David C. Sarnacki, practices family law, mediation and collaborative divorce in Grand Rapids, Michigan. He has been selected as one of the Best Lawyers in [...]

Best Divorce and Family Law Lawyers in Grand Rapids

Date August 15, 2013

The Best Lawyers in America completed their most recent peer-review selection process, their 20th edition. The confidential survey of Michigan attorneys and judges resulted in the designation of Grand Rapids divorce attorney David C. Sarnacki as one of The Best Lawyers in America. Mr. Sarnacki was selected as one of the Best Lawyers [...]

The story behind the facts: How to get someone to talk

Date July 2, 2013

The New York Times Opinionator reminds us that what’s good for writers is good for us all. When you are “seeking the unknown — the story behind the facts,” the secret is is simple.
Lee Gutkind writes (excerpt):
This is the first lesson for writers — or anyone — who conducts interviews: If you want someone [...]

Kaganizing erudition: Writing the readable Supreme Court opinion

Date July 1, 2013

The New York Times recognizes Supreme Court Justice Elena Kagan and her writing style. The editorial notes her goal of writing so that non-lawyers can understand and her usage of techniques to enhance understanding.
Lincoln Kaplan writes (excerpt):
She is a master of the topic sentence (“A trip back in time begins to show why”) and [...]

How to tell a story to persuade

Date June 6, 2011

Psychology Today reveals how storytelling helps persuasion.
Peter Guber writes (excerpt):
[T]elling purposeful stories is certainly the most efficient means of persuasion in everyday life, the most effective way of translating ideas into action . . . .
. . . Stories, on the other hand, are state-of-the-heart technology—they connect us to others. They provide emotional transportation, moving [...]

To fault or to no-fault: That is the question

Date May 14, 2011

The New York Times covers the topic of divorce lawyers discovering evidence from social networking sites. Included is a comment about the role of fault in a no-fault divorce.
Nadine Brozan writes (excerpt):
“No-fault does not mean that fault is irrelevant,” said Kenneth P. Altshuler, a lawyer in Portland, Me., and the president-elect of the American [...]

Identifying a need: Persuasion Strategy

Date May 12, 2011

The Financial Post offers four steps to effective persuasion focused on identifying a problem facing the other person that you can help solve.
Sandra Folk writes (excerpt):
Clearly identify your goal. . . .
Determine your approach. [reason, logic, and facts; values and emotions; credible studies or spokespersons]
Be prepared with evidence. . . .
Use compelling language. . . [...]

Tips on how to give a great speech or presentation

Date March 12, 2011

BNET highlights 5 tips for improving public speaking from a Harvard Business Review blog entry by Dan Pallotta (who offers 8 more tips).
Dave Johnson writes (excerpt):
Know the goal of the speech. . . .
. . . Memorize your speech word for word. Because only then can you add emotion and emphasis to it. . . [...]

Maximum impact: How to organize your trial evidence

Date October 9, 2009

The ABA’s McElhaney on Litigation suggests replacing chronology with groups of vivid word pictures.
Jim McElhaney writes (excerpt):
http://www.abajournal.com/magazine/give_chronology_a_timeout
McElhaney on Litigation
“. . . Tell them the story. . . . [P]ut together a series of verbal snapshots that you create out of the evidence. . . .
“Then show them word pictures again in your case-in-chief [...]

Persuading the stubborn: How to get through to someone who won’t listen to you

Date September 24, 2009

PowerHomeBiz.com reveals 5 powerful and persuasive moves for getting through a person’s mental defenses based on the work of Mark Goulston, the author of JUST LISTEN. The 5 tips include:
“Do you really believe that?”
The Power of Hmmm . . .
The Stipulation Game
The Impossible Question. [“What would make it possible?”]
The Power Thank You. [1: a [...]

The first to make the facts come alive: Gaining the advantage in bench trials

Date August 14, 2009

The ABA’s McElhaney on Litigation reminds us of how to persuade a judge.
Jim McElhaney writes (excerpt):
“You are talking directly to a fellow human being about the ‘gut stuff’ of life. What’s right and what’s wrong. Fair and unfair. Just and unjust. This is all about the power of a story to grab the heart of [...]

Persuading without fake sincerity: The truth behind effective public speaking

Date August 8, 2009

Courtroom Performance’s new book, The Lawyer’s Winning Edge: Exceptional Courtroom Performance highlights four aspects of persuasion.
Lisa L. DeCaro and Leonard Matheo write (excerpt):
Remember these four important truths, and filter all advice through them:
1. Every speaker is different. . . . Be honest with yourself, and with your audience, at all times.
2. Never try to “be” [...]

A really good story = persuasive closing argument

Date July 10, 2009

ABA Journal’s McElhaney on Litigationshows how to make your closing argument ring true.
Jim McElhaney writes (excerpt):
Cabbages and Insance Goats
“Thirty years ago, the late Craig Spangenberg of Cleveland said, ‘The greatest weapon in the arsenal of persuasion is the analogy, the story, the apt comparison to something the jurors know from their own experience to [...]

The power of explanation: how to be a great communicator

Date June 25, 2009

Bloomberg shows how persuasion requires explanation and gives 3 tips for becoming a more effective communicator.
John Baldoni writes (excerpt):
Define what it is. The purpose of an explanation is to describe the issue, the initiative, or the problem. . . .
Define what it isn’t. Here is where the leader moves into the “never assume mode.” [...]

Unshakable, not unpleasant: Effective trial advocacy during cross examination

Date April 3, 2009

The ABA Journal’s McElhaney on Litigation features the topic of persuasive cross-examination and the difference between being firm and a jerk.
Jim McElhaney writes (excerpt):
“You can be firm. You can be insistent. You can be tough when it’s called for. But you’ve got to be fair, polite and respectful—throughout the case and especially on cross.”
****
“Learning how [...]

The art of persuasion: negotiating with patience and endurance

Date March 31, 2009

The Twin City’s Star Tribune shows different ways of persuading people, including 5 negotiation ideas from Benjamin Franklin.
Harvey Mackay writes (excerpt):
•Be clear, in your own mind, exactly what you are seeking.
•Do your homework, so that you’re fully prepared to discuss every aspect and respond to every question and comment.
•Be persistent. Don’t expect to “win” the [...]

Influence over decisions: how to use the principles of persuasion

Date March 8, 2009

The Observer pays attention to psychologists like Robert Cialdini [Influence: The Psychology of Persuasion] and Robert Levine [The Powers of Persuasion] studying persuasion skills.
Sarah Wilson writes (excerpt):
• Reciprocity is one of the most powerful tools of persuasion [give someone something before trying to to persuade them to give something back] . . . .
• Having [...]

Negotiation strategies, attitude and gestures: tips on persuasion so you get what you what

Date August 23, 2008

MSNBC and Prevention Magazine summarize simple principles of persuasion and negotiation, and they further discuss examples for putting them into practice.
Kalee Thompson writes (excerpt):
1. Speak confidently
Get directly to the point, but make sure you aren’t domineering. . . .
2. Make eye contact
Holding someone’s gaze calms them, according to studies, and indicates you have something [...]

Technique tips for making a speech or presentation

Date August 16, 2008

Business Week shows us ways to improve our presentations by following the lead of politicians and successful ad campaigns.
Carmine Gallo writes (excerpt):
[Anaphora.] Repeating a phrase at the beginning or end of successive sentences is a powerful rhetorical technique that business leaders can use to capture the attention of their audiences. It does not have to [...]

Trial v. settlement: How often is a bird in the hand is worth two in the bush?

Date August 15, 2008

The New York Times reminds us that trial is inherently uncertain, a gamble that often does not payoff. The study to be published in September’s Journal of Empirical Legal Studies showed that 61 percent of plaintiffs who rejected settlement offers got less at trial and 24 percent of defendants who rejected offers paid more, [...]