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SUMMARY
Enjoy professional development at its highest level in one stimulating, educational, enjoyable, and inspirational day. Join Dom Gianna, one of America’s most acclaimed seminar presenters, master advocates, and award-winning teachers of persuasion science and the craft of advocacy as he guides advocates through the worlds of persuasion science and advocacy that wins in any setting, whether it be trial, mediation, arbitration or deposition.
Mastering is a creative, unconventional, practical, non-stop, information-packed, and entertaining 1-day course in winning. Understand how people make decisions, to communicate with all the Generations. Dom’s “From Broadway with Love” takes you where he began his career and guides you to think and act like a Broadway director to make your story come to life. Learn how to create stories, “log lines” and “tag lines” for your cases that engage and stick and what “Sapiens” teaches us.
This program presents everything you need to effectively communicate with and persuade every generation at every step of your case. Learn the concepts of “Confirmational Bias,” “Selective Attention,” “Defensive Attribution,” and “Counter-factual Thinking.” Understand how to use attitudes, beliefs, values and experiences to shape an audience’s decision-making. Learn the Story Method of decision making.
In short, this seminar has it all.
Participants have called Mastering the Science, Art and Craft of Advocacy“incredible,” “inspired,” “thoroughly entertaining,” “100% instantly helpful,” and “eye-opening.” Dom’s concepts will help make you a top-level, winning advocate in mediation, trial, and arbitration.
COURSE DESCRIPTION
⮚ Mastering the Science, Art and Craft of Advocacy is a non-stop journey through the worlds of Persuasion Science and modern advocacy. Dom makes Persuasion Science immediately understandable, friendly, and usable.
Understand how people make decisions in the Millennial Age; learn what a trial, mediation, or arbitration really is and how it revolves around the Three C’s. He illustrates the two Stages of Decision Making, explains “framing” and how finding the listener’s “schema” is the key to winning. You will understand why advocacy is all about the ABCs, the Three S’s, and the Mantra of 3.
⮚ You will learn how to communicate with all generations and how people attribute fault.
⮚ Dom will teach you how to win in the beginning by crafting winning openings through the art of storytelling. He takes the audience to Broadway and then back to the courtroom and mediation settings. He illustrates the concepts of winning “log lines,” “lead lines” and “tag lines” using well-known Broadway productions as models.
⮚ Travel with Dom from Cicero to DaVinci to Cousin Vinny to Orson Wells as you learn how to apply persuasion science to the craft of advocacy, create your reality not only in the courtroom but in mediation, arbitration, and deposition settings. Understand how and why Millennials and the Next Gen think the way they do. Reinvent your case with directed examinations, constructive crosses, and powerful endings.
⮚ Hear Clarence Darrow’s most famous closing argument that saved two young, infamous murderers from the gallows.
⮚ Understand why witnesses crash and burn. Learn the powerful “Home Base” method of witness preparation to conquer fears and eliminate weaknesses instantly.
HIGHLIGHTS
⮚ What you have always wanted – in 1 day
⮚ Non-stop, fast-paced, high tech, entertaining presentation (No boring PowerPoint)
⮚ Removes the mystery of how people think, make decisions and communicate in the Millennial and NextGen ages
⮚ Discover and learn to use the principles jury psychologists apply
⮚ Apply Persuasion Science to the litigation process - whether for mediations, trials, arbitrations or depositions
⮚ An instant primer on story construction, theme building
⮚ Film clips, videos, and demonstrations of the principles abound
TOPICS
• Persuasion Science in the Millennial Age v. Newton’s Law
• “Audience-centric” advocacy and how to use it
• Millennials and Next Gens think how?
• Trials and depositions from a juror’s perspective –the Three C’s
• The ABC’s of Persuasion
• Finding the “Central Schema”
• It’s all about the Three S’s and the Mantra of 3
• Recognize and use the two phases of decision making
• Confirmational Bias vs. Selective Attention
• Winning is?
• How people attribute and apportion fault
• “From Broadway with Love” - the story Model of decision-making or, “Sapiens” in litigation
• The art of storytelling from playwrights, songwriters, and Broadway directors
• Win in the Beginning – by Winning the Beginning
• Create persuasive “log lines,” “tag lines,” hooks, and visceral themes
• Create a 60-second Persuasion-focused winning opening statement
• Why “the defense must never rest” – winning from dead last!
• From Cicero to DaVinci to Cousin Vinny to Orson Wells – what’s in common?
• The closing non-argument – a Poem for today
• A visit to the Algonquin Hotel with Hemingway and his friends
This seminar presents everything you will need to effectively communicate with and persuade all generations, judges, mediators, and arbitrators. From understanding the psychological concepts behind decision-making to the ethical limits of persuasion to using attitudes, beliefs, and experiences to win, this program presents it all in one immensely practical, stimulating, and entertaining day.
AGENDA
8:30 A.M. Registration
9:00 A.M. Act 1 - Scenes 1 & 2
Mastering the Science – “The Doctor is In”
Scene 1 - The Paradox of Persuasion & Newton’s Law
Reframing the Mold – “It’s All About Them”
Shared Values & Beliefs – “Audience-Centric Advocacy”
News & Views – Persuasive Central Schema
Conformational Bias & Selective Attention
The ABC’s of Persuasion Science
Winning is . . . Finding the Persuasive Central Premise
Scene 2 - Defining the Trial – the Three C’s
“Trial in a Hurry” Meets the Cognitive Misers
Decision Making – Using the “Short Message Syndrome”
Fixing the Blame – Knowledge, Control & Julius Caesar
Decision Making Shortcuts – “It’s all About the Why”
DaVinci, the 3 S’s and the Mantra of 3
10:30 A.M. BREAK
10:45 A.M. Act 2 - Scenes 1 & 2
Mastering the Art – “Learning from Playwrights, Songwriters & Broadway”
Scene 1 - The Director Speaks – What “Sapiens” Teaches
Framing the Message – Storytelling 101
Cicero Speaks – “Dramatize, Humanize, Organize”
The Lion King, ET and Rocky
The Story Model – Values and Attitudes Lead the Way
Stories, Themes and Trials – from Broadway with Love
Scene 2 - Winning in the Beginning by Winning the Beginning
The Stages of Decision-Making – Framing is Everything
The First 30 Seconds – Putting them into the Picture
The Cardinal Principle – “Everything Has a Simple Answer”
Never Save Anything for Later
“Why are you Telling Me This”?
Fitting the Message to Cranium Size
The Theme is the Thing – Connective Tissue, Unspoken Values
Jurors and Sherlock Holmes
The 30 Second Opening – Broadway Tag Lines & Lead Lines
The Litmus Test for the Winning Opening
– Values, Beliefs & Attitudes
The Recipe – Critical Decision Points - Choices & Consequences
12:15 P.M. LUNCH
1:15 P.M. Act 3 - Scenes 1 & 2
Mastering the Craft – “Winning with Decency and Honesty”
[Ethics Session]
Scene 1 - The Ethical Limits of Persuasion
The Powerful Message-giver – the 4 C’s
Understanding Human Communication
Scene 2 - The First 30 Seconds – How About the First 4?
Lt. Manion & Dr. Tyler on the Hotseat
Why Witnesses Crash and Burn From the Actor’s Studio
– Ethical Preparation of a Witness
2:15 P.M. Act 4 - Scene 1
Mastering the Craft – “Speaking to the Generations”
Scene 1 - Generational Cohorts – the New Diversity
The Litmus Test for Relevance and the Missing Link
Recreating Reality by Reenactment – the Director’s Direct
Directing the Direct – Jargon, the Curse of Knowledge & the
Illusion of the First Time
Winning with Constructive Cross-Examination – The 3 T’s
The Defense Must Never Rest – Defense Gumbo
2:45 P.M. BREAK
3:00 P.M. Act 4 - Scene 2
Mastering the Craft – “Speaking to the Generations”
Scene 2 - Slaying the Dragon – the Reptile . . . and Other Creatures
What Happens in There? Decision-making from the Inside
Orson Wells to the Rescue – “The Trial of the Century”
A Poem
A Visit to the Algonquin Hotel with Ernest Hemingway
4:30 P.M. Q&A & Miscellaneous Topics
5:00 P.M. Adjournment
COMMENTS ABOUT THE SEMINAR AND DOMINIC GIANNA
“I never thought that a seminar could be so instructive and so enjoyable.”
“Enormously informative, insightful, and just plain fun.”
“Dom is one of the most dynamic and energetic speakers I have ever had the pleasure of listening to.”
“Eye-opening – I wish I had attended this seminar 20 years ago.”
“Dom is a unique blend of knowledge, educational expertise, practical experience, and humor.”
“Inspirational and instantly useful.”
“An eye-opener. I wish I had known all of this 20 years ago.”
To receive CLE credit for an ICLEF On-Demand or a LIVE WEBCAST seminar, you must watch the program in its entirety. ICLEF is unable to award partial CLE credit for viewing ICLEF On-Demand or LIVE WEBCAST seminars. You will have 30 days from the date-of-purchase to complete your ICLEF distance learning seminar. If you are unable to complete the LIVE WEBCAST seminar on the scheduled date of the seminar, ICLEF will place a copy of the ON DEMAND version of the program in your ICLEF Online Account three (3) to five (5) business days after the LIVE WEBCAST concludes. Please call or email ICLEF should you have further questions (317) 637-9102 or iclef@iclef.org
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