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Gerry Spence wins trials by embracing & revealing his entire self

Great lawyer Gerry Spence wins trials by embracing and revealing his entire self, warts, fears, vision, astounding ability, oration, and all. For the entire month of August 1995, I was in Wyoming at the then one-year-old Trial Lawyers College, at Gerry's beautiful Wyoming Thunderhead ranch ten...

Negotiating with a guarantee rather than with amorphous ideas

Once the prosecutor makes a settlement offer, that offer becomes seared in the prosecutor's mind. Sometimes it is better for the defendant to make the first settlement offer, in an effort to sear the defendant's settlement offer in the prosecutor's mind.

Hearing where others’ minds and feelings are at this very moment

When we quiet the noise of our own apprehensions, anxieties and stress -- starting with reducing those factors in the first place -- we are more ready and better able to hear what other people are going through. On a professional level, that includes my...

Persuading by finding what speaks to the other person

Not only must we persuade by finding what speaks to and engages our audience, but in the process, we must be ready to leave the script, and to have the courage, readiness, ability, and trust and focus in the moment to do so. We need...