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CMN105KellermanThem2 - 1 CMN105 Lecture Wednesday...

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1 CMN105 Lecture- Wednesday, February 10, 2010 Persuasive Question-Asking: How Question Wording Influences Answers By Kathy Kellerman, Trial Consultant- used to be communication professor and did research, but really took into trial consultant. How you asked questions to a person, she coaches attorneys have to asked questions to get the desirable response. Be wary of how questions are framed. Book: Language in thought & action- language influences thought and action and then influences our answers. Language influences our thinking and which influences our answers. Unsure Authoritarian type- looks up to authority figure, follow authority no matter what. Expect respect. a.) Shock experiment and authority b.) Peer pressure type study Questions do more than solicit information: Questions, presented certain ways, can change the answers that witnesses give in court . The form of a question can encourage or discourage both agreement and discomfort. A question’s form influences if words come out of an answerer’s mouth, and what words come out. a.) Children b.) Impaired c.) Authoritarian d.) People unsure e.) False confessors Demeanor of the questioner- coach the attorneys to be… a.) Abrupt b.) Firm (not hostile) vs. a friendly demeanor (attorney too friendly, it doesn’t work) Word Choices- selection of the words Nouns- when we look at nouns, we want to be aware of the emotional impact of certain words, and we pick the emotional words that work in our side. Ex. Defense attorney- defends the accused. District attorney prosecutes the prosecutor (wants to use strong words).
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2 The couple had experienced several domestic incidence . Versus saying… He had been beating and/or abusing (refer to it as domestic incidence) his wife on multiple occasions. The DA wants to refer to it as domestic incidence because it sounds almost mutual. Typically a fight may begin, but it’s not a mutual amount of force. Prosecutor wants to use strong language in that direction. Newspaper refers to as domestic incidence. The accuser vs. victim (the accuser is also the victim) The DA is going to refer to the victim. Victim appears weak vs. accuser is more strong. The accuser suggests…sounds strong and powerful The victims suggests .... weak Pick the noun that has the most emotionality that is going to persuade the jury.
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