PUAF 16 COMMUNICATION PRINCIPLES

PUAF 16 COMMUNICATION PRINCIPLES - 6. People attempt to...

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STUDY GUIDE The 16 Principles of Courtroom Communication 1. Communication is based on perception a. Basic pretrial questions i. What is already in the minds of the jurors and judge? ii. What will opposing counsel put in their minds? iii. What perceptions do you want the jurors and judge to have? b. How to affect perception i. Acknowledge the existing belief system ii. Link to the existing belief iii. Build a new belief 2. People actively try to make sense out of their environment. This applies to both advocates and your targets. If you look like a bag person, most likely you will be perceived as one. 3. Perceptions are organized and structured within a brief period of time. Our parents always lectured us about first impressions. The same is true about politics. Sometimes good or bad first impressions can last a lifetime. 4. People use stereotypes to organize their perceptions. Whether we like it or not our targets are susceptible to stereotypes. (trial lawyer example…cuff links etc.) 5. People tend to see others as similar to themselves.
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Unformatted text preview: 6. People attempt to maintain their original perceptions regardless of contradictory information. Stereotypes are stubborn unless you link the issue. 7. People feel obligated to repay others regardless of whether they like the gift or the giver 8. People have a need to be consistent 9. People are more easily influenced by others they perceive as similar to themselves 10.People are more easily influenced by people they like 11.The perception of credibility increases with the perception of authority 12.People are more easily influenced when they believe the source to be scarce and valuable 13.People are more easily influenced by those they perceive as credible 14.The perception of credibility is based on three factors a. Competence/expertness b. Trustworthiness c. Dynamism 15.People are influenced by the way the message is structured and delivered 16.The perception of credibility is influenced by personal attributes...
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This note was uploaded on 12/06/2010 for the course PUAF 359C taught by Professor Evans during the Spring '10 term at Maryland.

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PUAF 16 COMMUNICATION PRINCIPLES - 6. People attempt to...

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