Winning Edge: Effective Communication and Persuasion Techniques for Lawyers

Description
Reviews

Winning Edge: Effective Communication and Persuasion Techniques for Lawyers by Richard H. Lucas and K. Byron McCoy reveals the hidden communication skills that separate good lawyers from great ones. This 220-page paperback provides practical, immediately implementable techniques used by accomplished trial lawyers during opening and closing arguments, witness interviews, jury selection, and direct and cross-examinations.

Authors: Richard H. Lucas, K. Byron McCoy
ISBN-10: 0-913875-38-4
ISBN-13: 978-0-913875-38-4
Copyright: June 15, 1999
Pages: 220
Binding: Paperback
Size: 6 x 9 inches

Topics Include:

How people process communication — representational systems, eye accessing cues, and the four elements of effective communication
Establishing trust, credibility, and rapport — matching tonality, mirroring physiology, and criteria words
Asking the right questions — listening for generalization, deletion, and distortion
How people evaluate and decide — metaprograms and deep structure
Influence and persuasion — embedded commands, presuppositions, and conditional close
Gender differences in communication and implications for attorneys
Becoming the lawyer you want to be — anchoring, reframing, and outcome focus
Telling a convincing story — opening statements, closing arguments, primacy and recency
Getting the information you need — client interviews, deposition questioning, voir dire, direct and cross-examination
Negotiation and mediation — principled vs. competitive approaches
Communication and the future of the legal profession

Review posted at Amazon.com

...For any lawyer, this book is a must. But it has so much valuable information in it about how people communicate that anyone could benefit from reading it. I find that this book gives me real, practical approach that can be used in a variety of ways to reach others deeply, or to win an argument against them.