Jurors and The Lie

The first mark of a person worthy of juror respect is honesty, someone who doesn’t lie, cheat or steal. Persons – or entities – can be guilty of all manner of wrong-doing, but as long as they don’t lie about it or try to cover it up (cheating & stealing the truth), jurors will be more forgiving.

Why is this important? Because jurors, as impartial and reasoned as we would like them to be – aren’t. Jurors are people first, jurors second, and people all over the world are motivated by their emotions. Emotion literally means “to move.”

So, whether you are defense or plaintiff, if you can show how the other side’s client/witnesses lied, cheated or stole, you are more likely to rouse the jurors to righteous indignation or downright anger.

With that, you can help move the jurors over to your interpretation of the facts. And that’s what winning your case is all about.

Tell Your Story With Timelines

The more complex the case, the more important it is that you simplify and clarify events and circumstances for the jurors. A timeline is one of the most effective ways to organize facts in a way that makes them relevant to jurors. We are used to stories being presented chronologically – the chronology alone often will tell the story. Use a timeline, or several, whenever possible. You can create these yourself fairly easily with any decent graphics program, and there are also specialized trial software programs available for this purpose.

Timelines, whether on a board or projected onto a screen, should be presented with time on the horizontal axis whenever possible. It demonstrates the movement of time from left to right, a progression jurors are very familiar with. When presented with a timeline depicting time on a vertical axis, jurors are much more readily confused.

A horizontal timeline allows you to show events above and below the line representating time, be that in minutes, days or years. This is a very effective way to organize information, You can, for example, show the evidence that directly favors your case in fact “flags” above the date line, and show the inconsistencies in opposing counsel’s case in the fact flags below the date line. Or, for example, you can contrast plaintiff’s stated behavior at points in time on the above line fact flags, with the medical reports on the below the line fact flags. Timelines of any kind should be used creatively, not just as markers in time, but as ways to tell your story even more persuasively.

Jurors’ Desire to Improve Things

One of the ways people make decisions when faced with a number of options is to translate each option into how they will feel emotionally about whatever the anticipated result is. The option that yields the best anticipated emotional outcome is more likely to be chosen.

For example, improving safety is a moral action. Attempting to get companies to improve safety with big verdicts feels good. The thinking goes roughly like this: “If we can’t make them care about safety because it’s the right thing to do, maybe we can make them care about safety because it’s the more profitable thing to do.” Being virtuous, on the side of what is right for the common or greater good, makes it easier for jurors to justify huge verdicts. People can feel good about themselves making such a decision.

Plaintiff’s counsel can use the above to help get the desired outcome. Defense counsel can use an understanding of the above to considerably weaken such an argument by pointing out all through the case, the many ways in which the company attends to safety.

There are two sides to every coin . . .

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Noelle C. Nelson, Ph.D., is a trial consultant who provides trial/jury strategy, witness preparation and focus groups for attorneys. She is the author of the booklet, "101 Winning Tips: How to Give a Good Deposition and Testify Well in Court." E-mail: nnelson@dr.noellenelson.com, www.dr.noellenelson.com.

Need to Prepare a Wittness for Depo or Trial? Here are 7 Rules to Tell Your Client

As important as the evidence and facts are to a case, so is credible witness testimony. Without clear and confident witnesses, a trial's outcome may be less than what you have worked so hard to achieve.

Unfortunately, lawyers often only have time to concentrate on substantive issues when preparing a client for testimony. There is usually little time to focus on how clients can communicate credibly and present themselves appropriately at depo or in court. This leaves witnesses to their own devices, which could spell disaster in the witness chair.

Here are seven rules to tell your witness before depo or trial. If they follow these rules, they'll go a long way toward providing credible and persuasive testimony--but remember--they are only a supplement to sound legal counsel.

Keep your body language open and undefended. Don’t cross one or both of your arms over your chest, it’s read as defensiveness. Avoid slumping, slouching, twisting your body to one side, leaning to either side, or supporting your chin with your hand, elbow on the table.

Be consistent. If you’re asked the same question in slightly different ways, stick with your original answer. Only change it if it’s inaccurate, not just because opposing counsel repeats the question.

Give the information requested, not more. Don’t volunteer. If you’re asked for one example, give one, not two. If you’re asked for your date of birth, don’t volunteer where you were born and how happy your Mom was.

Answering the document question: “Isn’t it true that you signed the May 3rd agreement?” “May I see the document please?” Always review whatever document is being referred to before answering, even if you think you know what it is.

Withstand personality influence. Opposing counsel may act like your best buddy - casual, easy-going, warm-hearted, friendly and nice. Don’t be swayed. It’s the “honey attracts better than vinegar” approach, and you’re still the fly.

Be wary of the “yes” set. Opposing counsel wants to get you to agree to their version of the facts. When you find yourself agreeing with opposing counsel – as sometimes you must (“The earth is round, isn’t it?”), listen extra carefully to the next questions. The more times you say “yes” the more likely it is you’ll say “yes” when you shouldn’t.

Deal with inconsistencies appropriately. You will inevitably say something on the stand that is different from what you stated at deposition. Opposing counsel will pounce on it. “At your deposition, you said you didn’t see the specs, but now you tell us you did. Were you lying then or now?” Stay calm. “I’ve had more time to think about it, and I realized I did see the specs.” Your unruffled response will tell the jurors it’s no big deal.

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Noelle C. Nelson, Ph.D., is a trial consultant who provides trial/jury strategy, witness preparation and focus groups for attorneys. She is the author of the booklet, "101 Winning Tips: How to Give a Good Deposition and Testify Well in Court." E-mail: nnelson@dr.noellenelson.com, www.dr.noellenelson.com.