THE PERSUASIVE EDGE: The Art of Communication and Influence with Eric Oliver

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THE PERSUASIVE EDGE: The Art of Communication and Influence with Eric Oliver 

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October 22, 2010 - October 24, 2010
AAJ Headquarters
Washington, DC

This three-day, intensive program is based on trial consultant Eric Oliver’s more than two decades studying, writing, and teaching trial lawyers how to build a presentation plan for each case—adaptable to any venue—integrating the verbal, visual, and personal parts of the trial based on jurors needs and expectations uncovered in focus groups and voir dire. The morning lectures will focus on rapport building and mirroring; sensory systems and preferences; and anchors, frame and themes with the goal of helping you discover the appeal of congruent communication that balances what you say with how you say it. The skills and techniques offered bridge the gap between verbal and nonverbal approaches.

You will then spend the afternoon in intensive, hands-on workshops—the hallmark of an AAJ Education college—in which each lawyer gets supervised time, recorded on video, in a small group, to test out each skill demonstrated and laid out in the morning session. Eric Oliver’s techniques will help you translate the facts of your case into a cohesive trial story which jurors can relate to and will help win your clients’ cases.

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Friday, October 22

Theme:  Rapport and Mirroring—Discover how to take your natural talent for making strong, sometimes immediate connections outside the professional arena into it. Learn how to take a listener from a position of suspicion or disinterest to at least attentive, if not fully engaged, without changing anything you would have said—or not said.

     • Introduction to Mirroring Demonstrations—Video and Live Examples
     • How the Technique Is Done
     • Where and When It Can Be Done
     • What to Expect and How to Troubleshoot
     • Practice Sessions
     • Using with a Judge, Mediators, Witnesses, Your Client, Adjusters

Networking Reception

Saturday, October 23

Theme:  Sense Systems and Case Stories—What’s the most basic bias affecting every decision maker as they construct their private version of your case story? The most basic bias that is advertised and available to you to directly influence before it’s too late? The bias towards a visual, oral, or feeling preference for the building blocks of perception we all use to make meaning of any case story—and everything else, too.

Learn your own sensory preference, how to detect anyone else’s in short order, and how to deliver a congruent message along any one of the three lines—visual, auditory, or kinesthetic—as needed, in the moment.

     • Introduction to Sensory Systems and Preferences
     • Determine Your Own Preference
     • Revealing Another’s Preference
     • Modeling Congruent Visual, Audio, or Feeling Messages in Your Delivery
     • Applying Sense System Distinctions to Case Story Development and Delivery

 Individual Practice Sessions

     • Packaging Parts of Your Case Story on Sensory-Biased Lines
     • Voir Dire Primer

 Individual Practice Sessions 

     • Packaging Parts of Your Case Story on Sensory-Biased Lines

Sunday, October 24

Theme:  Anchors, Frames, and Themes (Oh My!)—How do you frame the delivery of key parts of your client’s case story to not only present them well, or even to overcome a weakness, but to turn certain weaknesses into strengths, using key phrases and images (anchors) already available to you?

Once you get that ready, practice putting all the persuasive parts together at once: making connections with each listener, presenting the case story equally strongly as a targeted set of sights, sounds, and sensations, while putting across the anchors and framing you’ve just developed to turn a case story weakness into a strength.

     • Sorting an Anchor from a Frame from a Theme
     • Where to Start
     • How to Frame and Reframe Key Case Story Topics
     • Framing Weaknesses as Strengths
     • Establishing and Reinforcing a Theme in Your Delivery

 Individual Practice Sessions

     • Choosing Your Own Case Story Framing Task
     • Delivering That Frame—and All the Rest, Too!
     • Additional Applications in Depositions, Negotiations, and Practice

 Individual Practice Sessions

     • Choosing Your Own Case Story Framing Task
     • Delivering That Frame—and All the Rest, Too!


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