Articles
The Science of Persuasion:<br/>The Power of Two-Sided Refutational Messages
The 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 Science of Persuasion:<br/>The Influence of Social Norms on Individual Decision Making
The Science of Persuasion:
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?

The Science of Persuasion: Using the Concepts of Heuristic and Systematic Information Processing to Enhance Courtroom Persuasion
The Science of Persuasion: Using the Concepts of Heuristic and Systematic Information Processing to Enhance Courtroom Persuasion

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.

The Science of Persuasion:<br/>Understanding Attitudes in the Courtroom
The Science of Persuasion:
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.

The Science of Persuasion:<br/>Dispelling Suppositions of Witness Bias
The Science of Persuasion:
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. 

The Science of Persuasion:<br/>Dimensions of Witness Credibility
The Science of Persuasion:
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? 

The Science of Persuasion:<br/>Does Gender Impact Persuadability in the Courtroom?
The Science of Persuasion:
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.

The Science of Persuasion:<br/>Understanding Errors in Reasoning
The Science of Persuasion:
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.

The Science of Persuasion:<br/>Understanding the Norm of Reciprocity
The Science of Persuasion:
Understanding the Norm of Reciprocity

In this article we explore the norm of reciprocity and how it has been a powerful force in human social interaction throughout the ages.

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