218: Janet Larsen Palmer of Communication Excellence Institute discusses The Power of Nonverbal Communication in Testimony with us.

Jan PalmerDr. Janet Palmer of Communication Excellence Institute (CEI) is a specialist in communication who consults with attorneys to prepare clients and witnesses for testimony, especially when appearance and demeanor are critical to the case. She also works with expert witnesses to increase their clarity and credibility. Janet and her husband, Dr. Neal Palmer, are frequent speakers for law firms on business development and presentation skills for attorneys. Janet is the Principal of Communication Excellence Institute, a communication consulting firm now in its 30th year of continuous operation. CEI has grown to be one of the Top 50 woman-owned businesses in California’s Inland Empire.

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Fail fast to succeed faster

  • Jan tells us the story of a dispute between brothers over an inheritance.  The oldest brother was following his cultural custom in taking over the business and the younger brothers were interested in keeping their share of the business.  Jan helped the oldest brother polish his story and presentation, however at the end of the trial he lost.

Tell us something good

  • Jan tells the story about an attorney who called her to ask, “Can you do anything about arrogance?”  Jan worked with the the client and showed him how to act with poise and politeness.  At the end of the mediation, the opposing counsel decided that they couldn’t have this man on their list of defendants because he would ruin their case.  They did remove him from the case on the promise that the attorney not prepare any of the other defendants.

How do you support a Lawpreneur?

  • Jan is currently working on a very sensitive, high profile wrongful death case coaching the plaintiff to stir compassion in the jury.
  • CEI is also giving a series of presentations with a Orange County attorney Paul Evan Greenwald on “The Effective Use of Video and How to Successfully Read the Body Language of Deponents.”

Favorite Resource

  • Jan tells us that she keeps up on all of the academic research on nonverbal communication and persuasion.
  • Jan reads everything by Paul Ekman
  • Jan’s favorite blog is the Jury Room BLAWG from Keen Trial Consultants.

Favorite Books:

  • Spy the Lie: Former CIA Officers Teach You How to Detect Deception Three former CIA officers–among the world’s foremost authorities on recognizing deceptive behavior–share their proven techniques for uncovering a lie. Imagine how different your life would be if you could tell whether someone was lying or telling you the truth. Be it hiring a new employee, investing in a financial interest, speaking with your child about drugs, confronting your significant other about suspected infidelity, or even dating someone new, having the ability to unmask a lie can have far-reaching and even life-altering consequences.
  • Get the Truth: Former CIA Officers Teach You How to Persuade Anyone to Tell All Getting someone to tell the truth is an essential skill that very few people possess. In the boardroom, classroom, or our own homes, every day we interact with others and try to get the truth from them. This book will show you how to do it, and do it well! People are often untruthful out of fear of negative consequences associated with divulging information, or they are untruthful to attempt to gain an advantage. But, if they are made to forget the long-term outcomes of lying, he or she can be influenced to disclose the information that’s being withheld. The aim is to encourage the person to remain in short-term thinking mode, shifting focus away from the long-term ramifications of telling the truth.
  • What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People Read this book and send your nonverbal intelligence soaring. Joe Navarro, a former FBI counterintelligence officer and a recognized expert on nonverbal behavior, explains how to “speed-read” people: decode sentiments and behaviors, avoid hidden pitfalls, and look for deceptive behaviors. You’ll also learn how your body language can influence what your boss, family, friends, and strangers think of you.
  • The Palmer’s very popular DVD “BEYOND WORDS: Building Your Personal Credibility Through Nonverbal Communication”

Thanks for Listening

This information is coming to you to inspire you and drive you forward. Be bigger than you know yourself to be! If you haven’t already done so, please take a minute to leave a quick 5-star review rating and honest review on iTunes by clicking here.
Miranda McCroskey – host of Lawpreneur Radio

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