WINNING OPENING STATEMENT |
When you want
to determine a specific outcome, try this neurolinguistic technique
in constructing your sentences: In the first part of the sentence,
state a fact. In the second part, attach a desired outcome.
When you construct your sentences
this way, you are subtly - but persuasively - reinforcing the behavior
you want from the jurors. You are telling them how to vote without
their being consciously aware that you are doing so. For instance: |
| Instead of saying |
| 'The evidence will prove
that my client is not liable.' |
|
| Try instead |
| 'As you
hear the evidence in this case, you will become convinced that
my client is not liable.' |
|
| As
you hear the evidence in this case is
the fact; you
will become convinced that my client is not liable is
the desired outcome. |
|
| Instead of saying |
| 'Dr. Smith
will testify that plaintiff's injury could only have been caused
by the accident.' |
|
| Try instead |
| 'Once Dr.
Smith testifies, you will understand that plaintiff's injury
could only have been caused by the accident.' |
|
|
| Instead of saying |
| 'The drawings we are about
to show you will prove the patent was not infringed.' |
|
| Try instead |
| 'After you see the drawings,
you will be convinced the patent was not infringed.' |
After you
see the drawings is the fact; you
will be convinced the patent was not infringed is
the desired outcome. |
| This subtle, but sophisticated communication
technique has the power to change a neutral informational message into
a persuasive informational message, emphasizing the end game results
you are looking for. |
