Science of Persuasion
The Power of Two-Sided Refutational Messages
When preparing opening statements, lawyers often ask themselves, “How much should I say about the other side’s position in this case?” In this article we explore the power of the two-sided refutational message.
The Influence of Social Norms on Individual Decision Making
How do social norms affect the otherwise predictable attitude-behavior connection evidenced in human decision making?
In this article we will explore two types of information processing, heuristic and systematic. Knowledge of how these cognitive-processing strategies come to bear on jurors’ decision-making can be of great value to trial attorneys, particularly during their process of persuasive argument formulation.
Understanding Attitudes in the Courtroom
Lawyers are charged with the momentous task of inspiring, changing, and reinforcing the attitudes or beliefs of judges, arbitrators, mediators, and jurors. In this article we explore these concepts.
Dispelling Suppositions of Witness Bias
Jurors, arbitrators, and judges all harbor suppositions that courtroom testimony is, to some extent, a reflection of a witness’s own personal bias. In this article we will examine those theories.
Dimensions of Witness Credibility
The term “witness credibility” is bandied about regularly in American jurisprudence. What are the factors that render a witness credible in the courtroom?
Does Gender Impact Persuadability in the Courtroom?
This article examines whether the sex of message recipients is an indicator of the likelihood they will be swayed by persuasive messages.
Understanding Errors in Reasoning
This article describes some of the most common errors in reasoning, as well as ways that attorneys can guard against their occurrence.