FCPA

Published on Nov 25, 2015

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PRESENTATION OUTLINE

COMMUNICATING WITH THE INTERGEN JURY

Dominic Gianna Lisa Marcy

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IT'S WHAT THEY HEAR & SEE

Not What You SAY
Photo by IMLS DCC

"Simplicity
is the
Ultimate Sophistication"

Photo by xiquinhosilva

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Photo by cali.org

LAWYER BOO BOOS

  • "How come..."
  • "W" questions
  • "Explain"
  • "Agree with...?"
  • "You don't mean to tell us...!"
Photo by Image Source

RX FOR CX

  • Be the SAME person
  • Return to HOME Base
  • Quibble NOT
  • TEACH not preach SHOW not Tell
  • SIMPLE answers to simple ??s
Photo by Stockbyte

NEVER

  • Argue
  • Advocate
  • Avoid
  • Attack
  • Lured out of your field

ALWAYS

  • Courteous
  • Cool
  • Collected
  • Collegial
  • SMILE
Photo by sam_churchill

TRICKS OF THE TRADE

  • Control & Command
  • Lead Lead Lead
  • Get "yes" 500x
  • "Agree with me that..."
  • Take away POWER ("didn't do...")

MESSAGE

The Messenger
Photo by hyper7pro

ACCOUNTING EXPERTS

  • logical
  • responds to data
  • problem focused
  • collects data, analyzes
  • reach conclusions logically based on evidence
Photo by World of Oddy

JURORS

  • emotional ( affective)
  • respond to IMAGES
  • people STORY focused
  • use life knowledge
  • DON'T CARE!!

Real people
use their knowledge
how LIFE works
to sort out
WHAT HAPPENED
&
to JUDGE

Real people
use
EVIDENCE
to
JUSTIFY
their
EMOTIONAL CONCLUSIONS

Photo by Chef Cooke

CONNECT

Through Stories

What is Expert "Teaching"?

BACKGROUND (person)
BASES (foundation)
OPINIONS (explain)

Teacher
"One who GUIDES
IMPARTS knowledge
INSTRUCTS by
Precepts Example
&
Experience

Photo by dozydotes

PERSUASION
Ability to Change Attitude

Dependent on:
Speaker's Credibility & Likeability
Understanding of Audience
How Message is Framed

WITNESSESS CRASH & BURN?

  • NO Home Base
  • Defensive & Agressive
  • Won't ANSWER the ?
  • Show-offing
  • Talking AT not "FOR" them
Photo by Navicore

NO CREDIBILITY

No Persuasion
Photo by Anna & Michal

CREDIBILITY

Expertise + Trustworthiness
Photo by henrikj

EXPERTISE

  • Knowledge
  • Experience
  • Fair-minded
  • First-hand knowledge
  • CONFIDENT
Photo by cuttlefish

JUDGE CREDIBILITY

By Comparing to Those We Know
Photo by id-iom

LIKEABILITY

We Like OURSELVES Best
Photo by zilverbat.

TAILOR THE MESSAGE

To Coincide with EXISTING BELIEFS
Photo by ep_jhu

Analogize & Bundle
counterintuitive info
with
Concepts and Info
the
Jurors BELIEVE In

Emphasize Issues Jurors Understand

"Complex financial transaction" case
Is
"Trying to get something for nothing!"

Photo by _DJ_

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Dominic Gianna

Haiku Deck Pro User