Today we're looking at the last P in the Five P’s model: Prove Fairness. If you've been following the blog, we've been exploring the SCARF Model from David Rock, author of Your Brain At Work.
The SCARF model states that there are five social needs that when threatened can activate the survival instinct in the brain. Those needs are: Status, Certainty, Relatedness, Autonomy and Fairness. Today let’s look at how jury selection threatens a juror’s sense of fairness, and how you can prove the process is fair and reverse the brain attack jury selection creates.
To most jurors, getting a jury summons in the mail feels unfair.
The concept of fairness is something we throw around quite a bit in trial, isn't it? We talk a lot about fairness. We want to find jurors that will be fair. And yet the number one thing that jurors think while sitting in the jury box is, "This is so unfair."
But what do we ask jurors?
"Can you be fair?"
Upon hearing this, most jurors think, “This entire thing is unfair! Why should I give you fairness when you're not giving it to me?"
Realistically, being called to jury duty isn’t unfair, not really. Most eligible Americans will probably be called to jury selection at some point in their lives. But on this day, to this juror, it sure feels unfair.
In addition to feeling as though it’s unfair to have to show up for jury selection, most jurors also feel the process is unfair. Read any of the online comments on lawsuits in the media, and you'll see that most jurors think the whole process is rigged. That your plaintiff is just trying to “win the lottery.”
There are three things that you can do to prove fairness to jurors.
The first thing? Drop the gimmicks. It is so tempting to try to use some gimmick that you picked up at a CLE, or read about in a book, but jurors can spot a “technique” a mile away.
I've said many times that the best thing in the world is to watch a Gerry Spence voir dire. The worst thing? Watching someone else attempt a Gerry Spence voir dire. Listen, the reason these things work—if they work at all—is because the technique is authentic to the creator. The creator figured out who they are, and they show up that way to the jury. That's what works, not the gimmick or technique.
Which brings me to the second thing: you've got to show up authentically to the jury. This is hard. Standing in front of a hostile group of people causes you to instinctively close up and protect yourself. I’m asking you to do the opposite. And as much as you might want to fight this, it’s what is required in this job.
You have to show up authentically before the jurors can. You have to go first. It's unfair to ask the jurors to do something that you yourself are unwilling to do. You have to show them the way.
Think about it. It’s like saying, "Hey, can you talk to me? Can you tell me all your secret thoughts and feelings? Can you tell me—and all of these other strangers—some crazy things that have happened in your life? Now I'm not willing to be that open with you. Nope, I'm not willing to stand up in front of you and show you all of my warts and weirdness. No, I'm going to show up as a shiny, polished attorney that makes no mistakes and does everything perfectly."
It’s total bullshit.
You show jurors that this process is fair when you stand there, take off your—imaginary, I hope—bulletproof vest and get shot if you have to, proving you believe so strongly in this job, this case, and this client.
Finally, meet the jurors where they are.
The number one thought on any juror’s mind is: "Why am I here and what do I have to do?"
Every single communication situation involves dealing with an issue or tending to the relationship.
Jurors start in the issue bucket. They are not there to have a relationship with you. No juror in their right mind wakes up the morning of jury selection and says, "You know what? I can't wait to get to the courtroom to have a relationship with Mr. or Mrs. Attorney!" They think, "Where do I go? What do I have to do? How long do I have to stay? What is this about?”
Meet jurors where they are. Get to the issue! Which means you don't make jokes and give lame explanations about what bias is, and all the things that you’ve been taught to do to try and "create rapport.” You quit all that shit and get to the point instead; honoring the jurors time and giving them what they need most: to understand why they are here and what they are being asked to do.
When you do that, you prove that you’re playing fair and that maybe jurors should give this process a chance. By showing up as your real deal self, you teach the jurors to do the same. And that my friends, is everything, because active, involved juries are what drive up verdicts.
Sari has been dubbed the "Attorney Whisperer" because of her unique ability to help attorneys communicate their real selves.