Jury trials: the psychology of winning strategy
This work is an overview of the psychological theories useful to attorneys in selecting and persuading juries. It outlines the techniques used in voir dire, opening statements, presentation of exhibits, and expert testimony.
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accident anomie antitrust arguments associated attention atti attitude change attitudes and beliefs attorneys attribution theory basic causal schemata characteristics co-variation communication compliance with standards conclusions consistent constellation court courtroom credibility cues decisions defendant defendant's defensive attribution demographic dependent variables effective employed evaluate example experience fact factors fear appeal feelings Ford Pinto frequently graphic exhibits identify important individual involved issues Juror Attitude Survey juror bias juror research juror selection strategy jury jury trials kind learning Likert Scale Litigation Sciences ment motivation negative opening statement particular perceive perception person persuasive plaintiff position post-trial interviews potential jurors presented pretrial research product liability prospective jurors Psychological Anchors psychologists punitive damages reliable responses role rors sample scales Self-Perception Theory sender sleeper effect social soft drinks specific stimuli superego surrogate jurors techniques tend tion tive traits trial lawyers trial strategy tudes Tylenol variables verdict preference visual voir dire questions