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To win your case — any case — you must engage and capture the “audience” (jurors, clients, opposing counsel, magistrates, mediators and judges). Our natural intuitive sense tells us that beginnings are critically important. Witness the. . . - first minute of a film
- first scene of a play
- first sentence of a novel
- first chapter of a book
- first 10 seconds of a televised news story
- newspaper headlines
- first bars of a melody
- entrance of the superstar performer
- first movement of a symphony,
- first line of a speech.
When delivered effectively, these “firsts” have one common denominator — they engage and capture the audience. Effective advocacy — in the board room, the negotiation room or the courtroom — requires you to start quick and win fast. Winning in the beginning means winning THE beginning, whether it is your first meeting with opposing counsel; opening position statement in a mediation or arbitration; opening statement in a trial; first minute of a direct or cross examination; or first 30 seconds of a powerful closing argument. Winning the beginning is essential in our contemporary legal system. Dominic J. Gianna, America’s master of beginnings, and the author of the best selling Opening Statements 2d: Winning in the Beginning by Winning the Beginning (Thomson West 2004), shares the secrets of winning right away. You will learn 12 dynamic strategies. - Use the magic of the 3 Cs;
- Create visceral and visual messages;
- Make a point in 30 seconds or less;
- Find the “hook” in your message;
- Turn the audience your way in the first minute;
- Create one minute openings;
- Use the power of primacy;
- Reach the listeners’ minds and hearts;
- Grab a jury;
- Put your audience in the moment;
- Make them feel your story; and
- Take your listeners (effectively) by the hand.
From verbal to non-verbal communication; from ordering the opening to win liability; from creating the first minute that turns the jury your way; to forging the last 30 seconds that puts your audience in your hands, this program has it all! Program Outline & Schedule (6 hours)[Part I: 90 minutes]Step 1: The Psychology of Winning First- Cicero’s Six Maxims of Persuasion
- Decision Making Theory and Listening Science
- Motivation — The Magic of the 3 Cs
- Themes, Theories & Stories
- Visceral and Visual Communication
[15 minute break][Part II: 90 minutes]Step 2: Creating and Delivering the Message- Creating and Delivering the Message
- How to Make Your Point in 30 Seconds
- “Tell me a Story” — Drama in Action
- Delivery, Delivery, Delivery — Touch Me, Feel Me, Move Me
- Ten Performance Secrets for the Advocate
[Lunch][Part III: 90 minutes]
Step 3: Putting “Firsts” Into Practice — the Power of Primacy- Ethical, Powerful and Persuasive Openings
- Using Ethics, Honesty and Professionalism to Persuade
- Persuading the Professional — the Art of Speaking “Up”
- From the First to the Middle — Transitioning to the Heart
- Power Direct Examinations, Dynamite Crosses, Winning Mediation and Arbitration Statements —Passionate Motion Practice
[15 minute break][Part IV: 90 minutes]
Step 4: “This is the End, My Friend”- How to Win Every Argument Every Time
- The Power of Firsts and Lasts
- Empowerment Principles
- Crafting the “Million Dollar” Argument
- How Do They Decide?
- Tying Winning Beginnings to Dynamite Endings
[Adjourn]
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