Executive Female
July/August, 1997, pgs 54-57

Get Your Way Using Lawyer's Techniques

Persuasion, persuasion, persuasion .......

1. Use A Theme

   Use an organizing principle known as the case theme - a
   statement that captures the essence of your argument.

2. Use The Rule Of Threes

   Once you've established your theme, select no more than
   three main points or issues to substantiate it.

3. Follow The Laws Of Primacy And Recency

   What you say first will be remembered best, what you say
   last will be remembered second best, and what you say in
   the middle will be remembered the least.

4. Use An Umbrella Statement

   An umbrella statement gives the listener an idea of what's
   coming. The human mind seeks structure, and the listener
   wants to know where you are headed.

5. Speak Everyday Language

   Simplicity and clarity contribute greatly to persuasiveness;
   anything that supports or enhances clear thinking contributes
   to your case.

6. Disclose Your Weaknesses To Gain Strength

   Present your weaknesses, thus inoculating the listener and
   giving them information that will enable them to ignore or
   discount an opposing opinion.

7. Use Rhetorical Questions

   Get people involved and actively thinking about what you are
   saying - ask the rhetorical question.

8. Ask For What You Want

   Give the listener explicit, clear, unmistakable conclusions to
   help them get organized.

   
   

   

   
   
   
   

   webmaster@integctr.com