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May
4, 2007:
Using Lawyers' Tactics To Get What You Want
Interview
with Lis Wiehl, author of Winning
Every Time
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Mike
Carruthers:
In
any argument or negotiation, a common mistake people make is...
Lis Wiehl:
…that we haven't anticipated what the other side is
going to say. We always are focused on what we want to say, and
what our points are, and we don't think about what the counter
is going to be.
Lis Wiehl, legal
analyst for the Fox News Channel and author of the book Winning
Every Time, says lawyers always anticipate what the other
side will say, and we need to do that too. Another lawyer tactic
we can all use is the cross-examination.
The best cross-examination
is not cross. I make my living on TV being, you know, a TV pundit
basically, and I am completely turned off when on these shows
people scream and yell at each other. I have completely the
other approach. I think the more calm, the more reasoned, the
more detailed your cross-examination is the more effective you
are, and the more you're able to persuade.
And to be an
effective persuader we can also do what lawyers do, which is
to make your point in story form.
Don't say to
your kid, "Drugs are bad, you know, you shouldn't do them!"
say, "You know when I was growing up I had this friend
Pete, and Pete started doing some drugs, and that was really
bad for Pete," and sort of tell Pete's story. Be able to
tell a story, obviously an honest one, you know, advocate from
your heart is what I say, "Let me tell you a story."
And a good trial lawyer knows to spin a good yarn; spin a good
yarn is to persuade people.
At somethingyoushouldknow.net
I'm Mike Carruthers and that's Something You Should Know.
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