The Power Sit – Science Matches Experience

In working with witnesses, I developed the “Power Sit” – my shorthand for “Please sit up straight, your back against the back of the chair, with your head level, arms on the arms of the chair,” because experience showed me that witnesses who sat this way, demonstrating good posture, were deemed more credible by jurors.

Now, a study reported recently by The Economist (Jan 13, 2011) reveals that good posture has even greater impact. The psychologists who conducted the study concluded that “Those who walk around with their heads held high not only get the respect of others, they seem also to respect themselves.”

The significance of this for trial work is two-fold:
- The “Power Sit” bolsters your witnesses’ self-confidence and self-esteem, a consequence of self-respect. Your witnesses are more likely to give credible testimony because they feel better about themselves.
- Your witnesses are more likely to be perceived by jurors as credible and persuasive, because those who maintain good posture are considered worthy of respect.

When you apply the same information to your own behavior, with just a little attention to your posture, both when sitting at counsel table and when standing at the podium or in the well, you can be a more powerful and convincing litigator.

And you’ll feel that much better about yourself, to boot.

Harness Jurors’ Wandering Minds: New Science

New research from Harvard University psychologists (Matthew A. Killingsworth & Daniel T. Gilbert) shows that people spend 46.9% of their waking hours “wandering”--thinking about what isn’t going on around them, what happened in the past, what might happen in the future or never at all. Which wouldn’t be such a big deal, except that, as the scientists put it: “A wandering mind is an unhappy mind.” People aren’t happy about what they’re thinking about during their “wandering” times.

How is this relevant to your trial practice? Well, if you aren’t keeping your jurors’ minds engaged, those minds are wandering. The likelihood of their attributing the unhappiness their wandering conjures up to your less-than-compelling presentation rather than their own meanderings, is high. Unhappy people don’t tend to favor those who make them unhappy! There goes your successful case...

All the more reason to do your level best to make your courtroom time count. Get to the point, be succinct, develop hard-hitting bullets and emotional catch-phrases. Use visuals of all kinds – models, boards, animations, power-point (the complex type, not just words on a slide) – and anything else your graphics support staff can dream up. Use focus groups to help you nail what matters to jurors and hone in on that.

The more you keep the jurors’ minds on your track, the less they are inclined to wander, the greater your chances of success.

The Great Recession and Your Jury

A recent Pew Center Research Publication (September 24, 2010) brought to light how the Great Recession has had significantly different impact on two roughly equal halves of the American population. 55% experienced considerable hardship, including unemployment, missed mortgages or rent payments, and other such financial downturns. 45% however rode out the recession with much less difficulty, experiencing only minor hardship. This is potentially very useful information for jury selection.

Among the key findings (bearing in mind these are generalities, not absolutes):
- about seven-in-ten retirees and other older adults largely held their own during the recession
- however, seven-in-ten millennials (20-somethings) experienced the reverse, lots of hardship
- suburban and rural dwellers had a less rough go of it than city dwellers
- a college degree matters: about six-in-ten college graduates count themselves among the 45% who experienced fewer difficulties during the recession, compared to only 38% of those whose educational attainment was a high school diploma or less.

Be aware of these findings as you go about selecting your jurors. For example, a 20-something with a college degree who experienced many financial difficulties may be more sour and ungenerous than most of your college-educated individuals who typically have not faced as many hardships. A non-college educated retiree who held his or her own with relative ease may be financially cautious (as is often true for older jurors), but not dour or completely closed off to large awards.

Handling the Angry Witness

You’re gearing up for trial, you hardly have the time or patience to deal with an angry witness. Yet there you are, in the unenviable position of having to prepare a witness who is angry for any number of reasons:

- The witness is a client, angry that this matter couldn’t be settled or that it even is in litigation at all.
- The witness is furious at being “required” to testify.
- The witness has healed or substantially recovered from the incidents at issue and resents having to deal with “it” all over again.

Whatever the witness’s reason, he or she is mad! And only too happy to tell you all about just how aggravated and upset they are. You try to get down to the business of prep with “OK, but we’ve got to focus on preparing you for your testimony,” which is labored, halting and difficult at best.

There is a more effective way. People in highly charged emotional states need FIRST to have their emotions thoroughly acknowledged, in order to clear their minds and hearts sufficiently to think rationally.

Start by reflecting your witness’s emotions: “It is frustrating to have to go through this again.” Let them respond with another emotional salvo, and follow that with something like “This has been really hard on you.” By now, the witness will have calmed down some, because you’re not resisting their emotion, you’re acknowledging it. Notice how the acknowledgement is done in third person, non-inflammatory terms. Once you sense that the witness is less angry, you’re ready to open the prep session with the use of the word “and.” “And that’s why we’re here today—to prepare you so the jurors can understand your perspective.”

More than anything, emotionally wrought people want just one thing – to be genuinely heard.

Not A Passive Jury Anymore

Sitting sedately in the jury box, jurors appear to be a captive, passive audience, receptive to the lawyers’ and witnesses’ every utterance. Would it were so. Jurors are hardly passive these days. They are informed and have opinion on a broad range of matters, even if mostly at a superficial “news caption” level.

After all, most jurors have access to and use--some obsessively--every social networking platform available, to speak to each other. They refer to blogs, media outlets, and other venues to converse, compare and discuss everything from the latest sports-figure scandal to the effectiveness of our overseas troops to the political impact of Ms. Palin’s eye-roll. It is a mistake to believe this is a habit exercised only by the young. Every age group now twitters, facebooks and blogs, with the possible exception of the very elderly. Notice, I say “possible.”

Juror patience with the often excruciating minutiae of evidence is poor. They get their information and communicate in micro-bites. The one complaint I hear over and over in jury debriefings is “Get to the point!” Jurors are willing to pay attention to and attempt to understand the evidence that supports your point – once you get there. Too often, a lawyer will lay out such a meticulous foundation that by the time the lawyer gets to the reason for all that effort, the jurors don’t care. Certainly, foundation must be laid, but whenever possible, start with an “umbrella sentence” that clues the jurors in to your point, so they are oriented, and therefore patient, with what follows.

The Changing Face of Jury Pools

The Superior Courts in Riverside and Murrieta have childcare available for jurors. They accept children three years and older, who are potty trained. A quick internet search of California Superior Courts shows three other locations offering pretty much the same service: Redwood City, Compton & Fresno.

Although there are too few Courts offering childcare for this to impact all jury pools, it is a trend which could very well develop quickly. Courts need more willing jurors, and this is an intelligent approach to the problem. After all, significant segments of the population are regularly excused from trials due to childcare obligations. We’re not just talking about young Moms, but also fathers who are taking over childcare for working Moms, single and/or gay Dads, and the traditional grandmothers and aunts who provide such services for family.

Jurors with young children have a different order of concerns, and often a different lifestyle (sleep deprived, exist in a child-centric universe). Depending on your case, introducing these jurors into the mix means looking at your case also through these jurors’ eyes, something you may not have had to do heretofore.

How to Translate the Expert’s Opinions into Expert Testimony

An expert I recently worked with was brilliant, no doubt. His credentials were superb, his authority on the matter in question, well, unquestioned. But his ability to communicate his expertise in a way any lay person (juror) could understand was awful. His deposition was larded with phrases such as: “The administration let other departments in the facility seize the initiative with a consequent fragmentation of the support for educational technologies offered to staff.”

Now to say to such an expert “speak in plain English” would seem a common sense approach to preparing him for Court testimony. The problem is, the expert thinks he is speaking in plain English, and that any idiot should easily be able to understand him.

Arguing the point with the expert is a waste of time. Instead, help your expert by asking a series of questions derived from his or her statement, such as: “What did the support for educational technologies consist of?” Hopefully, the answer will be something like “Classes or seminars teaching the technologies” and if it hasn’t been explained already, then ask something simple like “What are the educational technologies you refer to?” Disregard the expert’s condescending glare, since his “Orthopedic charting software 101” is information the jurors can relate to far more easily than “educational technologies.” It’s also something you can put up visually on a chart, with icons that personalize and make real “Orthopedic charting software.”

As tedious as it may feel, go through your expert’s key points in this manner as you prepare him or her for testimony. You’ll now have a much more effective direct, and have given your expert tools for being convincing on cross, which the expert otherwise would sorely lack.