Win your case : how to present, persuade and prevail-- every place, every time /

Spence is known for his deep convictions and his powerful courtroom presentations when he argues on behalf of ordinary people. In this book, he shares a lifetime of experience teaching you how to win in any arena--the courtroom, the boardroom, the sales call, the salary review, the town council meet...

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Bibliographic Details
Main Author: Spence, Gerry.
Format: Book
Language:English
Published: New York : St. Martin's Griffin, 2006, ©2005.
Edition:1st St. Martin's Griffin ed.
Subjects:
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245 1 0 |a Win your case :  |b how to present, persuade and prevail-- every place, every time /  |c Gerry Spence. 
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260 |a New York :  |b St. Martin's Griffin,  |c 2006, ©2005. 
300 |a viii, 287 pages ;  |c 21 cm 
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500 |a Includes index. 
505 0 |a Who needs this book? -- Where I'm coming from -- pt. 1: Gathering the power to win (preparing ourselves for war). The power of discovering the self ; The indomitable power of our uniqueness ; The magical power of feeling ; The power of listening ; The power of fear : ours and theirs ; The dangerous power of anger ; Understanding power ; The power of helping ourselves -- Winning (waging the war-- presenting the winning case). Discovering the story ; Discovering the story through psychodrama ; Preparing the decision makers to embrace us : the voir dire ; Telling our story : the opening statement ; Telling our story through witnesses : direct examination ; Exposing the hidden truth : cross examination ; Closing the deal : the final argument. 
520 |a Spence is known for his deep convictions and his powerful courtroom presentations when he argues on behalf of ordinary people. In this book, he shares a lifetime of experience teaching you how to win in any arena--the courtroom, the boardroom, the sales call, the salary review, the town council meeting. Relying on the successful courtroom methods he has developed over more than half a century, he shows how to win cases as he takes you step by step through the elements of a trial-- jury selection, the opening statement, the presentation of witnesses, their cross-examinations, and the closing argument. He teaches you how to prepare, then leads you through the methods he uses in discovering the story to form the evidence into a compelling narrative, discover the point of view of the decision maker, anticipate and answer the counterarguments, and finally conclude the case with a winning final argument.--From publisher description. 
650 0 |a Persuasion (Psychology) 
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