Win Your Case: How to Present, Persuade, and Prevail–Every Place, Every Time Audio CD – Abridged, Audiobook, CD
Author: Visit ‘s Gerry Spence Page ID: 1593977328
From Publishers Weekly
Spence’s cowboy Uncle Slim once said, “You can’t get nowhere with a thousand-dollar saddle on a ten-dollar horse.” Noted trial lawyer Spence ( How to Argue and Win Every Time) applies this principle to anyone making a case, whether to a jury, a customer or a boss. Tricks and techniques are the high-priced saddle, he says; more important is the person making the case. Thus his method focuses on “the power of being genuine.” Even fear, he says, can be used to one’s advantage by connecting to the decision maker’s own fear. The book first focuses on preparing for the “war” (as Spence calls every case) by discovering this power in oneself. Then it deals with waging the war: improving one’s storytelling skills, conducting effective opening and closing statements and using witnesses. He makes a persuasive case for his approach, but his advice is often overwrought and overwritten (“Although we are the same in countless ways, we are, nevertheless, as different from one another as a diamond from rubies, which makes each stone unique, beautiful, and valuable”). Spence’s tenets also get lost in his tirade about the injustices of the legal system. It’s clear why Spence wins his cases, but he won’t necessarily win readers over with this volume. (June 8)
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Review
by Gerry Spence, narrated by the author:
“As a course in integrity, love and talking from the heart, this program delivers in style and substance.” –AudioFile
“Gerry Spence has become the Socrates of Jackson Hole.”-Larry McMurtry
“Gerry Spence is one of America’s last true originals–a man who thinks as brilliantly as he lives, who writes as compellingly as he talks, and who practices law as faithfully as most people practice religion.”–Dan Rather
See all Editorial Reviews
Audio CDPublisher: Books on Tape; Unbridged edition (June 1, 2005)Language: EnglishISBN-10: 1593977328ISBN-13: 978-1415922484 Product Dimensions: 5.3 x 0.5 x 5.7 inches Shipping Weight: 4 ounces Best Sellers Rank: #2,232,136 in Books (See Top 100 in Books) #197 in Books > Books on CD > Parenting & Families > Interpersonal Relations #1220 in Books > Law > Legal Self-Help #2201 in Books > Books on CD > Health, Mind & Body > Self Help
Every litigator has heard that you need to tell a story at trial. And most have heard that you need a theme. A lawyer’s credibility is important at trial. More than a few, perhaps, have themselves uttered these lines to themselves and to others. But what does it actually mean, and how are we to do it? Even those who have been to trials, actually stood in the well of the courtroom and even won, often don’t seem to know. "Runaway jury" they will mutter when they lose. Or what about the famous criminal defense attorney who begins his closing with the stirring: "Ladies and gentlemen of the jury, the state has not satisfied its burden in this case." Not that he didn’t commit this brutal bloody murder, but that the state has not satisfied some legalistic opaque formula of weighing. Trials often seem to a test of who can do the least bad job — if both sides drone out their scripts of openings, not daring to look over the podium at the jurors then who can tell who’s doing the better job. Why can’t litigators tell their stories convincingly? First, they may not believe their own stories enough. Second, institutional pressures, the "platooning" of responsibilities prevalent in large firms and just simple fear, fear of doing other than the plodding jobs they have seen in court, fear of reaching out and trying to understand the feeling of the decision makers, and their fears may stand in the way. Also, there is ignorance. There are countless ways to do things at trial poorly and a mere handful of people who do them really well. Spence’s book addresses the fear, the ignorance and how to be crdible and why.
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