The science of persuasion : a litigator's guide to juror decision-making / Brad Bradshaw.
2011
KF8972 .B73 2011 (Map It)
On loan from Cellar, due 22. Dec 2025
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Details
Author
Title
The science of persuasion : a litigator's guide to juror decision-making / Brad Bradshaw.
Published
Chicago, IL : American Bar Association, [2011]
Copyright
©2011
Call Number
KF8972 .B73 2011
ISBN
9781616329891
1616329890
1616329890
Description
xiii, 209 pages ; 24 cm
System Control No.
(OCoLC)747431692
Note
Includes index.
Record Appears in
Gift
Purchased from the income of the Edith L. Fisch Fund
Gift
The Arthur W. Diamond Law Library
Purchased from the income of the Edith L. Fisch Fund
Table of Contents
Acknowledgments
xi
Preface
xiii
ch. One
Principles in Persuasion
1
Components of Credibility
1
Promoting Likeability
4
Framing the Message
5
Tailoring to Existing Beliefs
7
Reconsidering Stereotypes
9
Linking Attitudes to Behavior
12
ch. Two
Preparing for Trial
15
Jury Trial or Bench Trial?
15
Taking Depositions
19
Focus Groups and Mock Trials
22
Deciding on a Case Theory
26
Effects of Pretrial Publicity
29
Change of Venue Research
31
Supplemental Juror Questionnaires
34
Preparing for Voir Dire
38
ch. Three
Witness Preparation
43
Get to Know the Witness
43
Assess Strengths and Weaknesses
46
Dealing with Witness Anxiety
50
Controlling the Witness
54
Empowering the Witness
60
Interaction with Opposing Counsel
63
Maximizing Eye Contact
65
Clothing, Jewelry, and Hair
67
Ethical Considerations
70
ch. Four
Voir Dire
73
Build Rapport with Jurors
73
Get Jurors Talking
76
General Rules for Wording Questions
79
De-selection Questions
81
Juror Contamination
85
Challenges for Cause
86
Peremptory Challenges
90
Promoting Themes
94
Juror Experience with the Issues
95
Detecting Deception
98
ch. Five
Opening Statements
101
Drafting the Opening
102
Developing Themes
103
Telling the Story
107
Structure of the Story
109
Identifying the Protagonist
113
Make the Story Compelling
116
Keeping It Parsimonious
120
Addressing Weaknesses
123
ch. Six
Evidence
125
Juror Expectations of Witnesses
125
Using Demonstrative Evidence
127
Types of Demonstrative Evidence
129
Recreating with Animations
131
Day-in-the-Life Videos
132
Shadow Juries: The Ultimate Focus Group
134
ch. Seven
Closing Arguments
137
Drafting the Closing
137
Addressing Damages
139
Setting Monetary Anchors
141
Personalizing with Analogies
145
Tapping Multiple Senses
147
Inoculating Counterarguments
149
Tying in Themes
151
ch. Eight
Deliberations
153
Individual Decision Making
154
Decision-Making Shortcuts
155
Story Model of Juror Decision Making
159
Group Polarization
161
Foreperson and Other Leaders
163
Jurors' Influence on Each Other
167
Group Decision Making
171
Deciding Damages
173
ch. Nine
Putting It into Practice
179
Fact Pattern
179
Supplemental Juror Questionnaire
182
Plaintiff Voir Dire Questions
188
Defense Voir Dire Questions
191
Plaintiff Opening Statement
192
Defense Opening Statement
194
Plaintiff Closing Argument
196
Defense Closing Argument
197
Plaintiff Rebuttal Closing
198
Index
201
About the Author
209