It’s all about me
Posted by Ron Coleman on February 12, 2008
The New York Times reports on what everyone in the business of persuasion, such as people who try cases before juries, already knows: The more you can make yourself come across to the people you are trying to persuade as one of them, the more open they will be to your message. The article discusses the extent to which actual, but subtle, mimicry is the key to persuasion.
Naturally this is easier to do if you’re a salesman, who interacts directly with his potential customer, than if you are trial lawyer. Jurors can’t talk to us during a trial, so we have to pick up other cues to figure out who they are. The idea is not to distort the message or to mislead, but rather to find that frequency at which other human beings are most likely to be receptive to what you have to say.
You still have to have a good case. But if you don’t, you shouldn’t be anywhere near the jury, anyway.