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Cross-ExaminationTechniques

1. Introduction

Cross-examinationisaweapon,aneffectiveweaponifhandledcorrectlyandadangerous

weaponifnot.Itcanbeyourbestfriendoryourworstenemyifhandledincorrectly.Likea

weapon,itmustbetreatedwithrespectandunderstanding.

Inthislecture,Iwillbediscussingtheusesandabusesofcross-examinationinthecontext

ofcivillitigation,specifically,personalinjurylitigationandcriminaldefense,which

representsmymainareasofexpertise.Forthesakeofefficiency,Iwillassumeinthis

lecturethattheparticipantshavehadsomecourtroomexperienceandarefamiliarwiththe

mainelementsandfeaturesofatrial.

Wewillbeginwithadiscussionofthepurposesofcross-examinationandcross-examinationin

relationtootherelementsofthetrial.Iwillthendiscusstherelationshipbetweencross-

examinationandcasetheoryexaminingexactlywhatcasetheoryis.I'llthengointospecific

techniquesofcross-examinationandsomeoftheirfoundationalelementsundertheFederal

RulesofEvidence.Wewilldiscussmotionsinlimineregardingtheinfirmitiesofevidenceper

se,thejury'sresponsetocross-examination,buildingyourwitness'credibilityandprotecting

herfromeffectivecross-examinationbyyouropponent,aswellasspecialcasesinthefieldof

cross-examinationincludingthetalkativeandangrywitness.

Cross-examination,likeanyotherelementoflitigation,doesnotexistinavacuum.Cross-

examinationimpactsandinfluencesclientpreparation,casetheorydevelopment,opening

andfinalargument,pretrialmotionsandwhenrelevantIwillexplorehowtheseareas

overlap.

Now,aswenodoubtlearnedinlawschoolcross-examinationisprobablythebesttoolwe

havetoferretoutthetruthinatrial."Truth",meaningatleastintermsofhowfarwecan

givecredencetoapersonandhertestimonyaswellasthecredibilityofothertypesof

evidence.Understandthatanypieceofevidencecouldbesubjecttocross-examination.

Havenofearofthat.Thequestionoftheartofcross-examinationariseswhenwedecide

howwewillapplythepainttothecanvas,inwhatquantity,andwhatproportion,andifatall.

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2.Whatarethepurposesofcross-examination?

Cross-examinationhasfivebasicaims:todiscreditthewitnessandtherebyhistheory,to

discreditthewitness'stheoryandtherebythewitness,toenhanceyourtheoryofthecase,

toattackthecredibilityoftheevidenceperseandfifth,tobroadcastyourtheoryofthecase

tothefactfinder.Iwillgointothedetailsofthesegoalslateron.Rememberthatultimately

you'reaimingforacompellingclosingstatement,areiterationofyourtheorywhichexplains

thefactsbetterthanyouropponents'.Inthisvein,I’llbetalkingaboutonekeypoint

throughoutthislecture,whatiscalled"savingitforclosing".I’lldiscusssomespecialcases

relatedtocrossaswellassomedosanddon’ts.

Asfarasattackingevidenceperse,thisdoesnotstrictlyfallintothecategoryofcross

examination.Butbeonthelookoutforhearsay,privilege,chainofcustodyissues,

relevance,authentication,bestevidenceissuesandthelikeandtrytodisposeofitorgetit

admittedinamotioninlimineorinasuppressionhearing.

Cross-examinationisscrutiny,aclosescrutinyofthereliabilityofthewitness,andthe

reliabilityoftheevidencetowhichheistestifying.Itisattheheartofatrialandfunctions

totestthereliabilityandqualityofevidence,muchasascientisttestshistheoriesinalab

bytryingtofalsifyhisresults.Atrialisnotunlikeascientificexperimenttestingascientist’s

theory.

Scientificmethodgathersasmuchevidenceasitcaninordertoprove,ordisprove,a

proposition.Itdoesthisthroughexperimentationdesignedtofalsifythetheory.Attrial,

attorneysaredoingessentiallythesamething,exceptwearetestingopposingcase

theories,subjectingthemtomethodsoffalsificationcalledcrossexaminationandopposing

argument.Ifthetheorysurvivesthisprocess,wecanatleastholdthetheoryas

provisionallytrue,dependingontheburdenofproof,andtakeappropriateactioninthe

nameofequityandfairness.Ofcourse,theburdenofproofislowerinlawthaninscience,

forbetterorworse.

Now,youcannotdivorcecross-examinationfromtheotheraspectsofthetrial.Atrialisa

holisticenterprise.Eachpartdependsupontheotherpart,symbioticallydependentonthe

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otherconstituentparts.

Becauseofitscentrality,learningtoeffectivelycross-examinewitnesseswillhelpyour

overalltrialtechniqueimmensely.Forinstance,apoorcrossexaminationmaystrengthen

youropponent'sclosingargument.Astrongcrossexaminationmayenhancethecredibility

ofanotherwitness.Andsoon.

Doneright,cross-examinationshouldfitinneatlyandbolsteryourtheoryofthecase.

Informationelicitedduringcrossalwaysmusthaveasitsobjectivethestrengtheningofyour

case,notinformationforinformation’ssake–anotherkeydifferencebetweenlegalaims

andscientificaims.

Moreover,dismissfromyourmindreachinganyahamomentsduringcross,whereyou

"makeyourcase"byhavingakeywitnessbreakdownonthestand.Surprisingly,thatdoes

happen,butrarely,asdoesthefactthatastrongwitnessinyourcaseinchiefcansimply

annihilateyouropponent'scase.

Ingeneral,itisthesmallpointsyoumakeduringtrial,anaccretionofequitiesinyour

favorthathelpsyouconvinceajurytoseeevidenceinyourandyourclient’s

interpretation.

3.ThePersonalCaseandCaseTheory

Let'sdiverightintoapersonalinjurycaseforthemomenttobeginillustratingthe

developmentofacoherentcasetheoryandsomepointsaboutpreparingforcrossand

protectingyourwitnessfromcross.

Assumeyouhaveaclientinjuredinacarwreck.Proximatecausationisacommonissue.The

plaintiffs’ attorney must have a thorough medical history of his client. During the intake

make sure you get the namesof all the claimants’ prior physicians going back at least 20

yearsifpossible.Useyourpowerofsubpoenatoprocureasmanyrecordsasyoucan.

Whenorderingtherecordsmakesureyoulimitthesubjectmatterofyourdemandtoyour

theory of injury, otherwise, youwill receive amountain of records regarding your clients’

conditions unrelated to your case. On the other hand you must be cognizant of chronic

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conditionswhichcouldhavecausedoraggravatedyourclient’sinjury.Andrememberthese

recordsareexpensivetoorder.

Whenyouhaveathoroughandexhaustivemedicalhistoryofyourclaimantmeetwithherto

reviewit.Donotassumeyourclientknowsherownmedicalhistory.Forthatmatterdon't

assumeyourclientknowsforacertaintythefactsofherowncase.Nevertakeonfacevalue

anythingyourclientsays.It'salwayswisetocorroborateit.Thissoundsharsh.Butbelieveme

it'snecessary.

Afteryouhavereceivedtherecordscreateamedicalrecorddigest.Employthefollowing

fieldsandformattedinaspreadsheetform.Thedigestshouldflowasfollows:dateofvisit,

providersname,symptomspresented,testsconductedandtheresults,diagnosis,planof

treatment,medicationsprescribedalongwithdosage,andimpairmentratings,ifavailable.

Aftercreatingthemedicaldigestgiveyourclientacopyandaskhertostudyit.Refreshher

memoryonpointsinhermedicalhistorythatshe'sforgotten.Especiallyfocusonthebody

partthatisatissue,itssymptoms,andwhatevertreatmentshehasundergoneinthepast

andpresent.Duringthedepositionopposingcounselwillaskyourclienttoenumerateher

visitsandherhavingagoodideaofhermedicalhistorywillbeanimportantkeytoward

establishinghercredibility.Astrong,well-preparedclientreflectswellonherandher

attorneyandprovidesyouwithleverageearlyinthegame.

Inpersonalinjurylaw,oranyothertypepracticeforthatmatter,unlesstheclaimantor

plaintiffispreparedproperlybyhisorherattorneypriortoherdepositionshecanbearich

sourceofcrossexaminationmaterialforopposingcounsel.

Asnoted,neverassumethatyourclientknowsherownmedicalhistory.Thenumberone

tacticofdefenseattorneysistoferretoutpriorexistingconditions.Apriorexistingcondition

challengesyourtheoryofcausationaswellasyouretiologicaltheory.Afteryour

investigation,ifyoudiscoverapriorinjurytothebodypartyouareclaimingwasinjuredby

thenegligenceofthedefendan,tyoumayhavetochangeyouretiologicaltheoryfrom

traumatictoaggravated.

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Alwayshaveaviableandintegratedtheorybeforeyoubeginyourprocess.Eachtimeyou

modifyyourtheoryasaresultofdiscoveredevidence,youweakenyourcaseandyour

credibility.Properandthoroughinvestigationbeforeyoufileisthekeytothegame.

Nowlet'stakeamomenttodiscusscasetheoryandalittlemoredepth.Youcandefinecase

theoryasaconstellationoffactsandcircumstances,establishedbyevidence,whichtaken

intotofitsalegalframeworkthatinacivilcontextprovidesaremedyfortheplaintiffor

extinguishesoramelioratestheliabilityofthedefendant.Thelawyersjobistoprovide

evidencetoestablishthosefactsandcircumstancesfavorabletotheaimsofhiscaseand

ultimatelyforthewelfareofhisclient.Remember,evidencedoesnotequalfacts.Onlyafact

finderaftersiftingthequantityandqualityevidencecandetermineafact.

Thegluethatholdsyourcasetogetherisyourtheoryofthecase.Thiscanbedividedinto

threeconstituentparts.One,yourlegaltheory,two,yourfactualtheory,andthreeyour

theme.Workingwithoutacasetheoryislikeanarchitectwhobeginstobuildastructure

withoutplans.Eachpartneedstobeconstructedsoastofitneatlyintotheoveralldesign

andaimofthestructure.

Thelegaltheoryofthecasemaybefurthersubdivided.Forinstance,inanegligencecase,

youmusthaveatheoryofliability,proximatecausationanddamages.Thisisinturn

divisible.Forinstance,damagesmaybefurtherdividedintopropertydamages,permanent

impairment,pain-and-suffering,outofpocketexpensesandsoforth.Causationmaybe

dividedintoproximatecausationandbutforcausation.Liabilitymaybedividedintothe

liabilityofthetortfeasoraswellasanycontributorynegligenceoftheplaintifforjoint

tortfeasor.

So,whenItalkaboutcasetheoryIamreferringtoamultitudeofthings--legaltheoryandall

thatencompassesaswellasfactualtheorywhichsupportstheelementsofyourlegaltheory.

Crossexaminationisprecededbyacarefuldevelopmentofyourcasetheory.Onceyourcase

theoryinallitspartsisfirmlyimplantedinyourmindcross-examinationwillfloweasily.You

willknowwhatpointsyouwanttobringout.

Reverseengineeryourevidentiarypresentation.Whatdoesthismean?Obtainacopyofthe

complaintandnexttoeachelementofthelegaltheoryjotdowntheevidenceyouplanto

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introducetoprovetheelement.ForeachelementImayhavemultiplewitnessesorother

typesofevidence.Forinstance,ontheissueofvocationalimpairmentImayhavetheplaintiff

testifyaswellasadoctorandavocationalexpert.

AfterwardsIgathertheevidenceandchartwhatwillbetestifiedtoandwhowillshepherdin

theevidence,e.g.,whowilltestify.Irateeachwitnessonascaleofonetotenforcredibility,

andifIabsolutelyhavetohavethewitnessthisshowsmeifneedtoworkmorewiththe

witnessduringpreparation.

ThenIsitdownandactuallydraftaclosingargumentincludingeverypieceofevidencethat

supportsmytheoryofthecase,whymywitnessesarecredibleandwhythedefensetheory

doesnotmakesense.Itisimportanttowriteitoutsoasnottomisscriticaldetails.Andof

courseallofthispresupposesthatyouandyourstaffhaveconductedathorough

investigationbeforeanyofthis.

Andofcourse,duringtrialyourclosingwillbemodified.Butdraftingaclosingargumentwill

goalongwayinestablishingacasetheoryandexhaustconsiderationofpositiveandnegative

evidenceaswellashelpingyouplottheintroductionofyourevidenceandthestructureof

yourcrossexamination.

Itisthenaneasymattertoconstructadirectexaminationandthenprepareyouwitnessesfor

cross-examination.Idothesamethingwiththedefensecasetheoryobviouslyfocusinginon

theweaknessesoftheirevidenceandwitnessescreatingthepointsIwanttomakeduring

cross.

Onceyouhaveestablishedthesethepointsyouwishtoelicitfromanadversewitnesscross

shouldfalleasilyline.Beforecross-examination,writedownyourpointsyouwanttomakeoff

eachadversewitness.Priortotrialtrymemorizethem.Youdon'twanttobereadingoffa

checklistasyouconductyourcross.Moreover,ifyou'rejustreadingalistyou'renotreally

listeningtothewitness,andyoumaymissarichveinofmaterialforcrossthatthewitnesses

justuttered.Moreover,nocrossgoesexactlyasexpected.Newinformationattrialalways

cropsup.Knowingyourcase,andknowingyouropponent'scasewillhelpyoudealwiththese

littlesurprisesandhelpyoudecidewhethertoignoreanattackorusethe

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"surpriseevidence.“

Atitscore,cross-examinationisacontestbetweenyourcredibilityandthewitness'.Thekey

istocontrolthewitnessandknowthecontextofyourcaseandyouropponent’scasebetter

thanthewitnessdoes,hopefullybetterthanyouropponentdoes.

Somelawyerssaytheyneverprepareforcrossbecauseitissounpredictable.Thisis

foolhardy.Alwaysprepareforcross.Anticipatewhattheadversewitnesswilltestifyto.Plot

thepointsyouwanttomakeoncross-examinationconsistentwithyourtheoryofthecase

andhowyouwillmakethem.Again,donotlistasetofquestions.Listasetofpointsyouwish

toelicitthroughquestioning.You'llbesurprisedhowprescientyouactuallywere.Moreover

youcaneasilyprepareforsensiblecrossessuchasapriorcriminalrecordifyouprepare

aheadoftime.Donotforgettojotdownthefoundationalrequirementsforwhatyou’re

tryingtodo.

Now,backtoillustrations.Theadversewitnesshasjustfinishedtestifyingincourt.Alleyes

turntoyouasthejudgesays“counselyourwitness”.Youradrenalineisflowing.Andyou

feelyoumustdosomething.Manylawyersatthisjuncturewillcross-examinetheadverse

witnessinordertoappeartodosomething.Thisisamistake.Thecardinalrulehereto

rememberis:ifanadversewitnesshasnotharmedyourtheoryofthecasethenwaive

crossexamination.Questioningawitnessanyfurtherrunsthegraveriskofeliciting

informationdetrimentaltoyourcase.Youmusthavethefortitudetowaivecross-

examinationifthesituationcallsorit.

BeforeIbeginwiththetechniquesofcross-examinationawordaboutenhancingyourcase.

Manytimesthewitnesswilltestifytofactsthatarehelpfultoyourtheoryofthecase.Do

notmisstheopportunitytohavethewitnesscommithimselftothisevidenceduringcross.

Elicitingfavorablefactsupfrontinyourcrossalsohastheaddedadvantageofputtingthe

witnessateasebeforeyou"goontheattack".Moreover,yourimagetothejuryisenhanced

whenyoubeginyourcross-examinationinanonthreateningmanner.Thejuryisputatease

andyoucomeoffmorelikable.

Whenyouclose,reiteratethosefactswhicharenotindispute.Havinganadversewitness

enhanceyourcaseisveryeffective.Remember,everywitnessisatwoedgedsword;justas

yourownwitnesscansaysomethingthathurtsyourtheoryofthecaseanadversewitness

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cansaysomethingthathelps.

Now,thetechniquesIwillbediscussingarejustthat–techniques.Thereisnoonemagic

bullet,nooneformulatoasuccessfulcross-examination.Noruleisabsolute.Moreover,

thereisnoonewaytocross.

Withenoughpracticeyouwillbegintodevelopyourownstyle.Instinctandbeingableto

thinkonyourfeetwillhelpyouwinthecredibilitycontestbetweenyouandtheadverse

witnessesandbetweenyouandopposingcounsel.

4.Cross-ExaminationTechniques

Concentrateyourattackontheweakestpoints.Theweakestpointsofwhat?Remember,

mostevidenceisastorytoldbyaperson.Thereforethereexiststwopointsofattack.Attack

thecredibilityofthewitnessandattackthecredibilityofthestory.Don’tforgettolaythe

properfoundationforyourquestioningbeforehand.BecauseoflimitedspaceandtimeIwill

notbeabletogoingtoallthesefoundations.Howeveryouwillfindatreatiseonfoundations

inImwinkleriedEvidentiaryFoundations.

Attackingthecredibilityofthewitness.Thisiswhatcanbecalledadirectattack.Youare

attackingthewitness’statusasatruthteller.Youareinessenceattackingthewitness

himself.Thistypeofattackcanitselfbedividedintotwoparts.Attackingthewitness’

motivetolieandattackingthewitness’reputation.

Inadirectattackyouarenotattackingthestorybuttheperson.Thetheorybehindthis

tacticisthatthewitnessiseitherintentionallyorunintentionallylyingorputtingafalseor

misleadingspinontheirstory--usuallyoutofpersonalgainorhabit.Manypeoplegrowup

lying.Theyknownootherwayevenlyingwhentellingthetruthwouldbenefitthem.Of

coursetheextrememanifestationofthisconditionisthepathologicalliar.Thesetypeof

witnessesareeasytospotbecausetheirstoriesareusuallyveryelaborateandthestories

keepchanging.

Asfarasattackingmotiveisconcerned,thisincludeschallengingawitness’bias,prejudice,

interest,greed,love,hateorjealousy.Getintouchwithyourunderstandingofhuman

naturetotouchthenervewhywouldthismightbelying.

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Thereputationattack.Attackingreputationmeansthatyouintroduceextrinsicevidenceofa

person'sreputation.Theproperfoundationforintroducingthewitness’criminalrecord,bad

acts,andbadreputationfortruth.Youmightbeabletosaveyourselfanembarrassing

objectionifyoucangetthejudgeinamotioninliminetoincludetheevidencepretrial.

Howeverithasbeenmyexperiencethatjudgeswouldratherseehowhowthetrialisgoing

andreservetheirjudgmentonadmissibilityuntiltheproperpoint.

Badacts.Thesemaybearonaperson'scredibility.Anexamplemaybelyingonajob

application.Theactmustbeoneofuntruthfulnessandit'sprobativevaluemustoutweighits

prejudicialvalue.Insomejurisdictionsyouhavetotaketheanswerasgiven.Ifthewitness

deniestheact,you'restuckwithit.ItisforthisreasonthatIhaverarelyifeverusethis

technique.

Priorconvictions.Thisisanoldchestnut.Wellbeforetrialrunafreshrapsheet.Iftherap

sheetisalengthyoneitmaytakeweeksbeforeyoureceiveit.Makesureyougetacertified

copysothatitisselfauthenticating.Priorconvictionsarelimitedbytimeusually10years,

andbywhetherthecrimereflectsonthewitness’credibility.Moreover,itmaybeexcludedif

it'sprejudicialeffectoutweighsitsprobativevalue.

Untruthfulness.Thisiswhenyouaskawitnesstotestifytothetruthfuloruntruthful

reputationofanotherwitness.Thewitnessmayalsotestifytohisorheropinionasto

thetruthfulnessoruntruthfulnessoftheperson.Makesureyourwitnessisclear.

Remembertheadagethoughthateverywitnessisatwoedgedsword.

Perception.Wegetourknowledgethroughoursenses--atleastthetypeofpersonal

knowledgerecordisinterestedin.Witnessestestifytowhattheyseeandhear,so

obviouslyfindoutifthewitnesswearsglassesorhearingaid,Whattypeofglasses?For

myopia?Astigmatism?Farsightedness?Someotherpathology?Ifso,washewearing

theglassesatthetimeoftheidentification?Wasitanythingimpedingtheirview?And

soon.

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Memory.Iliketothinkofawitnessasanimperfecttaperecorderorvideorecorder.Very

imperfect.Thinkaboutit:forinstance,whatdidyouhavefordinnertwoWednesdaysago?I

betnoneofyoucanrecall,butyouwerethere.

Butyouretortis:peopleusuallyrememberparticularswhichmakeanimpressiononthemat

thetime.Thisistrue.Butastimegoeson,ourmindstendtofabricatemissingpartsofthe

memory.Weonlyviewanobjectfromourperspectiveandofcourseourmemoriesare

chargedwithbias.Psychologicalstudieshaveshownthatthehumanmindisnotablankslate.

Ratherwebringourbiasesandprejudicesthatwhatweseeandhear.Wefilterrealityin

ordertodealwithit.Weseewhatwewanttoseeandhearwhatwewanttohearinorderto

satisfyvariouspsychologicalneeds.

Combinethisactionwithphysicalinfirmitiesandfirst-handinformationbecomesvery

suspect.Thisiswhyidentificationhascomeundersomuchattackinrecentyears.What

beganasprobablythebestevidencewehad--first-handinformation--hasdevolvedinto

possiblytheworst.Allthissuppliesatrialattorneywithfertilesoilforcross-examinationand

greatmaterialforclosing.

Coherence.Thismeansthewitnesspossessesgoodnarrativeabilityandisagoodhistorian.

Tomakecompellingtestimony,awitnesshastorelateaseriesofobservationsandideasin

alogicalconciseandcoherentfashion.Iftheopposingcounselhasdonehishomeworkthe

witnesswillfollowtheseprecepts.

Buteventhebestpreparedwitnesscanfallshortofthisandmakeahashofhistestimony.

Pointthisopposingwitness’sfailuretonarrateacoherenttheoryatclosing.Arguethatthe

witness’datesarewrong,thewhowhatwhereandwhyofhisfactsaremuddledor

nonexistent..Howcanyoubelieveathinghesays?

Thiscutsbothways.Reviewthefactswithyourwitness.Especiallydatesanddistances.

Thesetendtogivewitnessesthemosttrouble..Teachyourwitnesstobeagoodhistorian

andtotellastoryinstraightforward,logicalandcoherentway.Mostimportantly,aimfor

concision.Thiswillprobablybeyourbiggestchallenge.

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Icannotoverstresstheimportanceofwitnesspreparation.Evensowitness’sevenwell

preppedwitnessessaytheweirdestthingsometimes.Thereisnothingquiteas

unpredictableashumanbeings.

NowImoveonpriorinconsistentstatementsandpriorinconsistentacts.Thesearethebread

andbutterofcross-examination.

PriorandPostInconsistentActs.Allowmethecliché”actionsspeaklouderthanwords".

Studythewitness’sactsrues.Ifyouspeakvolumesinthebeautyofthistechniqueliesinthe

factthatthewitnessusuallyhasnotreviewedhispastactions.Let'sgobacktotheshoulder

injurycaseImentionedbefore.RememberJohnDoewascomplainingofashoulderinjury

incurredafterliftingapatient.TheobjectiveevidenceoftheMRIwaslargelynegativeexcept

forsomearthritis.Theclaimantwasinhislate40sandisnotuncommonforpeopletosuffer

arthritisofthisstageoflife.Hisclinicalpicturewasconsistent.Hecomplainedovercourseof

aboutsixmonthstotheprovidersofpainintherangeof5to6.Hetookhismedicationsper

prescriptionsandappearedasanarticulatewitnesswhopresentedhimselfwell.

Remembertheglitchhowever.ItcameoutduringdepositionthatJohnhadvacationed

shortlyafterthedateoftheallegedinjuryandwentparasailing.Thisactwasinconsistent

withhistheoryofthecasethathehurtthatshoulder.Inconsistentstatementsareeasyto

wiggleoutof.Itismuchhardertowiggleoutofinconsistentacts.Apersonwitha5to6pain

scalecertainlywouldnothaveparasailed.

Comingfrompersonalexperience,parasailingputsalotofstrainonyourarmsand

shoulders.Lookathislatesmedicalrecords,employmentrecords,andanyotheryoucanfind

wherethewitness'sactsdifferwiththetheoryofthecase.

Priorandpostinconsistentstatements.Thisistrulythemostoftenusedtechniqueand

cross-examination.Itisfairlyself-explanatorybutbecauseofthecentralityofIwillreview

theelements.Thelawyerseekingtocross-examinethewitnessaboutapriorinconsistent

statementshouldlaythefollowingfoundation:onethelawyershouldgetthewitness

committedtothetestimonyhegaveondirectexamination.Two:thewitnessmadeanearlier

statementatacertainplace.Three:thewitnessmadeastatementatacertaintime:certain

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personswerepresent.Five:statementwasofacertaintenor.Six:thestatementismore

likelytobereliablethanthepresenttestimony.Andthensit-down.Thereisnoneedtorubit

intotheclientwithfurtherexamination.Furtherexaminationalsoriskselicitinginformation

negativetoyourcase.Bringupthepriorinconsistentstatementinyourclosingargument.I.e.

savingforclosing.

Basisofknowledge.Thisisoftenoverlooked.Butitisbasic.Awitnesscanonlytestifyfrom

personalknowledge.Howdoesthewitnessknowwhatistalkingabout?Didheseeit?Isit

hearsay?Isitadmissiblehearsay?Thistacticiscloselyrelatedtoperception.

Attackingthestory.Thesecondmajoravenueofattackingthewitness’scredibilityiswhen

youattackhisstory.Discreditingthewitness’sstoryistantamounttodiscreditingthewitness.

Inthistactic,you'renottryingtoattackthewitnessperse.Insteadyou'reattackingthestory.

Thisisafavoriteattackofmine.Why?Becauseifyouattackaperson'scredibilitydirectly

there'salwaysadangerthatthejurywillresentyou.Thejuryisinitiallysympathetictoa

witness.It'syourjobtoovercomethebigbadlawyerimage.

Byattackingthestoryyouaresayingtothejurylet'sbefair.Iamnotslingingmudhere,it's

justthathisstorydoesnotmakesense.Theideaistobealadyandgentlemanwiththe

witness.Controlyouremotionsatalltimes.Showyourselftobetheknowledgeable,the

polite,thecredibleoneinthiscontestbetweenlawyerandwitness.Ifthewitnessgivesyou

ananswerthatparticularlyhurtsyourcaseactlikeitactuallyhelpsyourcase.Neverbleedin

frontofajury.

Internalinconsistencies.Thistacticisfairlyselfexplanatory.Doesthestoryhangtogetherin

andofitself.Havethewitnesscommithimselftotheinconsistencyandthensaveitfor

closing.Also,theremaybemultipleinconsistencies.Thatiswhytheattorneymustcarefully

listentothewitnessand“liveinthemoment”insteadofanticipatingwhatyouwilldoafter

thewitnesstestifies.

Externalinconsistencies.Thistacticpitswhatthewitnessistestifyingtoandcommonsense

notionsofwhatweknowabouttheworld.Forinstance,ifthewitnessclaimsthattheincident

happenedat8:30p.m.andthatitwasstilllight,youcaneasilyarguethatitcouldnotbelight

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becauseatthattimeofyearandthatparticulardaythesunsetat7:30p.m.Orthatittook39

minutesfortheambulancetogettothehospitalfromtheaccidentscenewhenyoucanargue

thatevenwithouttrafficorlights,theambulancewouldhavetobetravelling130milesper

hourtomakeitinthattime.

Youmayhavetocallawitnessorintroduceextrinsicordocumentaryevidencetoverifyyour

point,butremember,youarenotadmittingtheextrinsicevidenceintotherecord,merely

usingitforcross.

Improbabletheory.Ihavementionedthiselsewherebutit'simportant.Thetactichereisto

keepinmindthebigpictureofthecase.Alaywitnessusuallywillnotdothis.Hewon't

automaticallythink:doesthisjibewithotherthingsthatIhavesaidordoneorother

witness’testimonyoractions?

Thisgivesyouabuilt-inadvantagebecauseunlikemostwitnessesyoudoorshouldhavean

overallpictureofthecase.Iftheinconsistenciesareglaringyoucanevenasktheultimate

question.There'snothinglikeawitnessunderstandsimplyunabletoansweryoubecause

hisstoryviolatestherulesofsimplelogic.

Reductioadabsurdum.Basicallyyouarearguingthatifwhatwitnesssaysisthetruth,the

consequencesoftheassertionareabsurd.Getthewitnesstocommitthepropositionalfact

andthenargueinclosingthatifthetestimonyistrueitleadstoridiculousconsequencesand

thereforethepropositionalstatementcannotbetrue.

Omissions.Usethistechniquewhenthewitnesshasleftoutseveralimportantdetails.Make

surethedetailshelpyourcaseoratleastdoesnoharmtoyourcase.Whenawitnessomitsa

factwhichhelpsyourcaseyou’rebringingituponcrosswillmakethewitnesslooklikehe's

hidingsomething.Makesurethedetailsarefirmlyestablishedthroughpriorespecially

adversewitnesstestimony.Setthestagefortheanswerbycorrallingthewitness.

5.TheAngryWitness.

Theangrywitnessmaypresentalawyerwithanopportunity.Firstofallanangrywitnesswill

tellyousomethingaboutthecompetencyofopposingcounsel.Angerrarelyhelpswitness’

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abilitytothinkclearly.Itcloudofwitness’sjudgmentandcounselshouldhavewarnedto

curbhisangerduringcross-examination.

Ifyouhavesuccessfullysetthestageofyourattitudewiththejury,thatthetrialprocessisnot

aboutvendettas,humiliationorwantonassassinationofcharacter.Ratherthatitisaprocess

ofdiscoveringthetruthorleastprobabilityoftruth.Ifyouhavekeptyouremotionscheckthe

angrywitnessratherthanyouwillcomeoffbadlytothejury.

Ontheotherhandanangrywitnessmaynotbeaspliableasotherwitnesses.Hemayhave

moreofatendencytostonewallyou.Ifyougenerateanonthreateningevenfriendly

attitudetowardthewitnessandputhimateasethiswillgoalongwaytoalleviatinghis

anger.Thewitnessshouldmirroryourrelaxedfriendlyattitudeandletdownhisguard.The

oldclichéasoftanswerturnsawaywrathisapplicableinthesituation.AndifImaybe

permittedanotherchestnutatthispoint:youcancatchmoreflieswithhoneythanwith

vinegar.

Onethingyoumustnotdoisfallpreytothewitness’sanger.Thatisinsteadofhismirroring

yourattitudeyoumirrorhishostileattitude.You’rebreakingoneofthecardinalrules–atrial

isnotpersonalbutadispassionatedisinteresttosearchforthetruth.Yourcredibilitywillbe

damagedifyoubecomeangryandyourjudgmentwillbeadverselyaffected.

SunTzuintheArtofWaradvisesthatifyouropponentisofcholerictemperirritativeis

probablynotgoodadviceinthecontextofatrial.Irritatingawitnessinordertomakehim

angryorwillinalllikelihoodreboundtoyourdisadvantage.Thejurywillfeelasifyou're

badgeringthewitnessandsympathywillflowtothewitness.

6.TheTalkativeWitness

Thetalkativewitnesscanbeatwoedgesword.Theoldadagegivehimenoughroomand

hewillhanghimselfcertainlyappliesinthisinstance.Chancesarethatthewitnesshasnot

thoughtthroughaconsistenttheoryofhercaseandmayblurtoutsomethingthat

damageshercredibilityandtheopponent’scaseaswell.Insomeinstancesitmaybehoove

youtoletthewitnessramble.

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Ontheotherhand,youdon'twanttolosecontrolofthewitnessandriskyourcredibilitywith

thejury.Orriskconfusingthejury.Here'swhatImean.Thewitnessmaythrowupallsortsof

irrelevantinformationdesignedtocloudtheissuesofthecase.Youdonotwantyourpoints

beinglostinamiasmaoftestimonythatfunctionsmerelyasacover-up.Rememberthetruth

isverysimplewhereasaliarwillintroduceallsortsofinformationinthehopeofderailingyou

toanon-issue.

Againtheattorneymustusehisowngoodjudgmenttodecidewhetherornottoallow

thewitnesstoramble.Contextiseverything.WhatIamsettingforthareguidelines,

notabsoluterules.

Oneparticularinstanceofawitnesswhoisoutofcontrolistheonewhostartstoaskyou

questions.Unlessitisaquestionaskingyoutoclarifyorrephraseyourquestiongently

remindthewitnessthatitisnothisroletoaskquestionsbutrathertoanswerthem.Ifthe

witnesspersists,seekaninstructionfromthejudgethatthewitnessceaseaskingcounsel

questions.

7.JuryResponsetoCross

Ibelievethatmostjurorswanttodoagoodjobandtaketheroleseriously.Theywantto

hearalltheinformationtheycanandwillgetangerediftheyareaskedtoleavethecourtor

arenotprivytojudgeandlawyerconferences.Cross-examinationisanexcellentopportunity

toincludethejuryintheprocessandgetthejudgeonyoursideinthecasewhichusually

resultsinthejurybeingonyourside.Butlikeanythingelseitisnotwhatyoudobuthowyou

doit.

Realizethatthelawyerisusuallyatthedisadvantageatthebeginningofcross-examination.

Mostjurors’imageoflawyersderivesfrommediaportrayalwhichifwearefrankaboutitis

notpositiveorperhapsabadexperiencewiththeirownlawyer.Lawyershavetoovercome

forlackofabetterwordthebigbadlawyerimage.

Juryssensewhenawitnessinuncomfortable.Thecourtroomisterraincognitoformost

witnesseswhiletheattorneyhasahomefieldadvantage.Jurorssencethereisanuneven

distributionofbargainingpowerbetweenthewitnessesandtheattorney.Moreoverjurors

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empathizewithandfeelcompassionforher--allotherthingsbeingequal.Jurorscanfeel

embarrassedforthewitnesswhoaremadetolookbadbywhattheyconsideredtobeverbal

trickeryofthelawyer.

Thisiswheretheattorneyneedstreadcarefully.Alwaysbepolitetothewitnesswithout

lapsingintoofobsequience.Ifthejuryfeelsyouaremerelytryingtogettothebottomof

thingsthiswilldispeltheirinitialnegativefeelingstowardyou.Bebusinesslike.Butdon'tbe

afraidtogettotheheartofthematter.Keepitsimple.Eachquestionshouldbediscreetand

smallbuildingtothequestionwhichfinallycastdoubtonthecredibilityofthewitnessorhis

story.

Don'tdisplayanyangerorvindictivenessorbecomeargumentativewiththewitness.This

willonlyresultinthelossofyourcredibilitywiththejuryandjudge.Don'ttalkoverthe

witness.You'llnoticesometimesasyoucrossyoustarttogetyourdanderup,especiallyif

thewitnessisevasiveorbeingintentionallyobtuse.Thisisanormalreactiontothe

adrenalinethatiscoursingthroughyourbody.Youareexperiencingthefightorflight

instinct.

Oneofthemostdifficultchallengesattorneysfaceintrialsiskeepingyourcool.WhenIfeel

threatenedduringtrialItendtoturnwhite.Someattorneysgetangry.Someattorneysturn

red.Sometimesaphysiologicalresponseyouhaveisbeyondyourcontrol.

Theabilitytocontrolyouremotionsduringcrossoranystageofthetrialprocessisthemark

ofagoodattorney.Breathingdeeplyandregularlywillevenouttheeffect.Pausea

moment.Takebutasipofwaterisanother.Breathedeeplyandslowly.Thebottomlineis

toremaincoolandbusinesslikeandthejurywillmostlikelyfollowyou.

Andremembermostjurorswanttoknowthetruthorwhatisprobablythetruthcatchinga

witnessinablatantliewillhelpyouwithyourcase.Jurorsneedtobeliedtolikemost

people.Sofeelconfidentinyourselfifyou'repreparedandyouknowthatyoucandiscredit

thewitness.Preparationleadstoconfidenceandconfidenceisagreatantidotetothefear

thatyoumayfeelattrial.

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Nowinalotofcasesyouwon'thaveasmokinggunorabiglie.Youmighthavesomeprior

convictionsyouareabletoimpeachthewitnesswithbutiftheyareoldyoumaynotbeable

togettheminandtheymaynothavetoomuchimpactwiththejuryiftheconvictionsare

relativelyinconsequentialtheymayevenbeseenasacheapshot.

Inmostinstancescross-examinationisagradualprocessthatresultsinanincrementalgain.

Weareallsophisticatedenoughatthispointtoknowthatveryrarelyisthewitness

devastatedbycross-examinationasweseeinmoviesandtelevision.Butthis

incrementalismusuallyaddsuptosignificantgainsbytheendofthetrialandyourclosing

argument.Sothewatchwordispatience.

Nowawordaboutthelastword.Itissometimesbeneficialtoleadthejurytothewaterand

letthemdrinkit.Thatis,sayaskenoughquestionstomakeyourpointwithoutexplicitly

bringingitout.Letthejurymakethefinalconclusionattrialandthenyouyourselfatthe

pointduringclosing.Thejurywillfeelasifitcametothisconclusionindependentlyandthat

youarecorroboratingtheirthinking.Youarenowonthesamepageofmusicasyourjury

withoutarguingthemthere.Cross-examinationisagreatchancetodothis.

8.WhenNottoCross-Examine

Thecentralpurposeofcross-examinationistocastdoubtonthepersonalcredibilityofthe

witnessorhisversionofthefactsandtherebyhispersonalcredibility.

Itisalwaysessentialthattheattorneyknowstheelementsinthetheoryofitscaseasnoted.

Inexperiencedattorneysofafuzzyideathecasemaynotrecognizethewitness’stestimonyis

helpful,harmful,orneutraltothecredibilityandpersuasivenessoftheirtheory.Therefore,

suchattorneyweusuallyfeelcompelledacrossawitnessaftershe'stestifybecausethat's

whatattorneysaresupposedtodoandfromafearthatthejurywillnotrespectherasa

fighter.Whatthelawyerisusuallydoingyouknowwethoughtisjustreiteratingwhatthe

witnessestestifyto.Whilethismaynotharmyoucaseassertedisnogooditmayserveto

merelyconfusethejury.

Inthewitnesshasnotharmedyourcasewherecross-examination.Thiswillnotaffectthe

credibilitywiththejudgeorjury.Thisisespeciallytrueofthewitnesswhoishelpedyourcase

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andcorroboratingatheory.Crossingthewitnessmayonlygiveherthechancetoretractthe

favorableinformationorequivocate.Thebasicruleofthumbapplies–quitwhileyou're

ahead.

9.ProtectingYourClientFromCrossExamination

Usually,thefirstrecordedstatementaclaimantorplaintiffmakesisadeposition.Inthe

handsofaskilledattorney,adepositioncanbedevastatingtoyourcaseandtoyourclient’s

credibility.Informyourclientthattheopposingcounselisnotyourclient’sfriendeven

thoughagoodopposingcounselwillinitiallydisarmthedeponentwithpleasantmanners

andinsurethatheisnottheretoembarrassortrickhimandthattheentireprocessis

routine.

Ninetyfivepercentofmyclientsareramblers.Whyisthis?Firstthedeponentisunderthe

impressionthatthedepositionisatrialandthatwhenhetestifieshemustsayeverythinghe

caninhisimaginationtoprovehiscase.Hewilltalkandtalkwithouttheopposingcounsel

utteringaword.Theopposingcounselismorethanwillingtolettheclaimanttalk.Afterall,

thisismoregristforhismill.Remembertheoldadage,giveapersonenoughropeand

soonerorlaterhewillhanghimself.

Moreover,ininjurycasestheclaimanthasundergonephysicalandmentaltraumaandpain

forweeks,ifnotmonths. Medicalproviders,thefirstauthorityfigurestheyencounter,are

obligedtoseedozensofpatientsadayandusuallylimittheirdirectcontactwiththeclientto5to10minutesatthemostandusuallyaddresschiefmedicalproblemsexclusively. Spouses

andfriendsareanoutlet,butthey’renotinapositionofauthority.

Atthebeginningofthecase,claimantsfeelignoredandhaveagreatneedtoverbalizetheir

problemstothosetheyfeelcapableofeliminatingoralleviatingthem.Thebottomlineisto

impressuponyourclientnottovolunteerinformation.Keepanswersshort,sweetandtothe

point.Donottrytoanticipateopposingcounsel’slineofquestioning.Maketheopposing

counselworkforit.

Now,deponentslieforavarietyofreasons.Oneofthemostcommonoccurrenceshappens

whenaclaimantknowinglytellsanuntruthbecause"itwillhelphiscase".Irefertothisasa

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client“practicinglaw”.Chancesarethetruthwouldnothaveinjuredhiscaseatall,butnow

thehorseisoutofthebarnandthecasehasjustbecomemoredifficultforyou.

Thesecondreasonaclaimantliesisbecausesheissimplymakingamistake.Peoplehavea

naturalaversiontoadmittingthattheydonotknowananswer.Shewouldratherstretch

orguessananswerratherthansaying"Idon'tknow”.Thisaversiontofeelingfoolishis

magnifiedwhenfacingpersonsinauthority.Itellmyclientsthatifshedoesnothavea

clearanddistinctideaastowhatananswertoaquestionissimplyadmitshedoesnot

know.Admittingignoranceisanimportantsteptowardknowledge.It'scrucialtobe

truthfulinyourtestimony;however,itisevenmorecriticaltobeaccurateinyouranswers.

Ifthedeponentcannotrememberordoesnotknowananswertoaquestiontellhimor

hertoadmitit.Thisisespeciallytrueiftheopposingcounselasksyourclienttolistany

convictionsshemayhave.Chancesareifyourclienthasseveralconvictionsshehasmany.

Andchancesareifshehasmanyconvictionshewilladmittoorrememberallofthem.

Tellyourclientthatwhenopposingcounselasksaboutformerconvictionstolisttheones

shecanrememberandthensaythat'sallIcanremember.Otherwiseyouruntheriskof

opposingcounselcrossexaminingheronomissionsduringtrial.

Anotherpitfalldeponent’sencounteristestifyingtotheleveloftheirpain.Everyonehasa

differentthresholdforpain.Inpersonalinjurycases,claimantsthinkitstrengthenstheircase

iftheyclaimgreatpain."Excruciating"isafavoritephrase.Ratherthandescribethequalityof

thepainasktheclaimanttoratetheintensityofthepainfromascaleof0to10with10being

thehighestpainimaginablei.e.beingonfire.

Thisusuallyputsitinperspectiveforthem.Theproblemwithoverratingpainliesinthefact

thattheclaimantmaynothavebeenprescribedstrongpainmedicationbyaphysician,

settingtheclientupforaninconsistencylaterduringcross.

NowifwedesignateQ1asaquantityofpain–onascaleof0-10anduseQ2asaquality.Q2

painscaleisasfollows:sharppain,dull,burningpain,needles,tingling,tinglingandnumbness

––useyourcommonsenseandyourownexperience.Donotforgetradiculopathy,thatis,

painradiatingtotheupperorlowerspinetotheupperorlowerextremities.

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Anothertwisttothepainequationis"antalgic"pain.Forinstance,iftheclaimantsuffersa

footinjuryshewillfavorthatfootwhenshewalksplacingstrainontheoppositefootoften

creatingitsownpathology.Inthosecasesyoumayfinditnecessarytoaddtheotherlimbas

abodyparttoyourcomplaint.Theclaimantshoulddiscussallofherpain.Testifyingtoonly

chiefcomplaintsandthentryingtoaddapainsymptomwillsettheclientupforcrossonan

omissionorachargeof“snowballing”herpain.

Whenpreparingadeponentforadepositionyou'reessentiallypreparingherforcross

examination.Sheneedstobefamiliarwithherowncaseandherownmedicalhistoryas

muchaspossible.Sheshouldbefamiliarwithyourmedicaldigestpost-accidentaswellasher

medicalhistoryespeciallyasitrelatestothebodypartsorbodypartsunderconsideration.

Sheneedstobefamiliarwith“postaccident”accidentaccidentsorinjurieswhichcouldsever

thechainofcausation.Whensheanswersaquestionaskhertoadd"asfarasIcan

remember”toleaveherselfanout.

Runyourclientscriminalhistory.You'dbeamazedathowmuchyourclienthasforgotten

abouthercriminalhistory.Giveheracopybeforethedepositiontostudy.Havehertestifyto

chargesaswellasconvictions,notjustherconvictions.IncludeDUIandothertrafficoffenses.

Makeitcleartotheclientthatmostoftheseconvictionsareirrelevantexceptforcrimesof

dishonestyormoralturpitude.Theonlybecomerelevantifsheliesaboutit.Also,checkyour

intake.Iwouldwagerthatshedeniedanycriminalhistoryatall.Thiswilltellyouwhatkindof

clientyouaredealingwith.

Ifyourclienthasmadeanypriorrecordedstatementsorderthemassoonaspossible.

Sometimesittakesawhiletoprocuretheseitems.Giveacopytothedeponentseveraldays

beforethedepositionsoshewillbefamiliarwiththemandwillnotcontradictherself.On

thetopicofpredepositionrecordedstatements,Iusuallyadvisemyclientsnottomake

themastheywillusuallyjustcausetroubleandcreateonemorestatementtheclientneeds

tobesynchronizedwith.

Surveillance.Damningsurveillanceleadsocrossofinconsistentactions.Ihavefoundthat

menespeciallyaresusceptibletosurveillanceduetothefactthattheylovetomowthe

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yardeventhoughthedoctorhasproscribedsuchexertions.Menoutofworkandcollecting

temporarydisabilityalsomoonlight.Warnthedeponentinnouncertaintermstorefrain

fromthisandallotheractivities.Womenalsoliketoworkintheyard.Duringtheirperiod

ofconvalescenceaskthemtostayindoorsavoidphysicalactivityunlessprescribedbythe

doctor.

Asfarasdoctors’orders,impressuponyourclientstheimportanceoftakingtheir

medicationasprescribed,nomore,noless.Thisincludesworkrestrictions,modifiedornot.

Ifsheliesthatshehascompliedwithdoctors’ordersshehasopenedherselfupto

impeachment.Ifshetellsthetruththatshehasnotcompliedwithdoctors’ordersshehas

openedherselfuptoachargeofnoncompliance.

Adviseyourclientnottogetangrywithopposingcounsel.Heisjusttheretodohisjob.

Besidesanangrymanisquicktoangermoreandangrypeopletendtomakemistakes.

Remindyourclientthatthereporteristakingdowneverythingshesayssodonotnodor

shakeyourheadorshrugyourshoulders.Thereporterisnottrainedtointerpretbody

language.Tellhershehastospeakclearlyandverbalizeherresponses.

Findoutiftheclienthasbeenonanyvacationssincetheaccident.Manyclientsfindpost

accidentasaperfecttimetovacation.Inworkerscompensationcasesmoney’scomingin

fromtemporarydisabilityandtheyhavenoplacetogoforwork.

Abriefawarstorywillsufficetoillustratethispoint.Aformerclientofminedamagedhis

shoulderliftingapatient–quiteseverely–requiringshoulderarthroplasty.Heworkedasa

malenurseforadoctorandauthorizedphysicianplacedhimcompletelyoutofworkuntilhe

reachedmaximummedicalimprovement.

Duringthedepositiontheopposingcounselaskedmyclientifhehadgoneonanyvacations

sincehisaccident.Arelativelyhonestman,hestatedintheaffirmative.Theattorneyasked

fordetails,anditcameoutthatmyclienthadgoneparasailingwhileonbreak.Now,if

anyonehasevergoneparasailing,asIhave,Icanattestit'shardonyourshoulders.

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Needlesstosaythisadmissionseverelycompromisedthevalueofhiscase.Itnotonly

showedthatmyclientwasnotasharmedasheclaimed,butthatanyimpairmentpost

vacationwasexacerbatedcausingoratleastincreasinghisimpairmentandneedfor

completeshoulderreplacement.

Asthisanecdoteillustrates,whenmyclientadmittedundercrossatthehearingthathehad

beenparasailing,hiscredibilitywasnotchallengedhewasnotrevealedasaliarpersebut

chargedwithnoncompliancewithhisdoctor'sorders.Therefore,tellyourclientsnottotake

vacationsuntilafterthecaseisclosedandtoalwaysfollowdoctor’sdirections.Iftheclientis

nothappywiththosedirectionstheremedyistoseekasecondopinion,nottomodifythem

himself.

Anotherproblemareawhichcanbesolvedpre-depositionisabilitytoperformlifestyle

activities.Manyclientsbelievetheircaseisstrongeriftheytestifytheycannolongerperform

everydayactivitieswhich,unlessyou'retotallysimple,afactfinderfindsitdifficulttobelieve

andseekingpityorsimplyexaggerating.

Itismuchmoreeffectiveiftheclaimantstatesthatshecanperformherdailyroutines,

hobbies,husbandandwifethedutiesbutthatismuchmoredifficulttoperformthese.This

hastheaddedeffectofvividlyportrayinginthejury'smindstoqualityandquantityof

claimantspainanddisability.Andremember,unlesstheinjuredpartyisachampionshiplevel

basketballplayerorfishermantheplaintiff’slifestylelosswillnotbeaswellcompensatedas

hislossofeverydayearningcapacity.Focusingonthedynamicsofhisjobandhowitis

difficultforhimorhertoperformthosedynamics.

Asformyaskingquestionsduringthedepositionofmyclaimant,Iassiduouslytrytoavoidit

unlessabsolutelynecessaryandItrynevertoaskaquestionunlessIamsureoftheanswer.

Thisalsoappliesduringcross-examination.Iwillrepeatneveraskaquestionunlessyou're

sureoftheanswer.ClientsometimescomplainthatIdonotaskquestionsasifI'mnotdoing

myjob.

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Resisttheimpulseaskquestionsunlessyouknowtheanswerandthatyouhaveaverygood

reasontoaskthem.ButafterIexplainedmytacticsfornotansweringquestionstheclient

usuallyunderstands.

WhenIdoaskaquestionitgenerallyinvolvesthebodypartsinvolvedintheinjury.Often

timeswewillspend45minutesorsoreviewingthebodypartsaffectedonlytohavethe

claimantforgethalfofthematthedeposition.Insomecasesclientstryto"snowball"their

injuriesi.e.theythinkiftheyhavemorebodypartsinjuredthenthey'llbecompensated

more.Thisisafallacyandofthebodypartisnotlegitimatelyinjuredclaimingsocanseverely

weakenyourcase.TorehabilitatetherecordIwillgentlyremindmyclientthrough

questioningthebodypartsinvolved.

Makeitapointinyourchecklisttonotforgetpsychologicaloverlay,thatis,iftheclienthas

ahistoryofdepressionanxietyorsleeplessnessandbecauseoftheaccidenttheclients

dosagehaschangedtoamorepowerfulprescriptionorhisdosagehasincreasedorbothor

hehasincreasedhismeetingswithhistherapist.

Ifyouhavetriedtorehabilitatetherecordandutilizestillnotasthoroughlyenumeratedall

thebodypartsaffectedprimarilyandsecondarilyat leastyouhavetried.Remember the

remedytothisandallsimilarproblemsisathoroughpreparationfordepositionastothe

factsbeforethedeposition.

10.DosandDon'ts

A.Neverletthemseeyoubleed.Thejuryislookingatyouallthetimeforsignals.Youwill

greatlyreducetheimpactofunfavorabletestimonyifyouactlikeit'snobigthingifyou

sufferasetback.

B.Neverrehashthedirect.Thisisthemistakenlastresortofanunderpreparedlitigator.If

youmustdothiskeepitshortandhaveapurposeattheendwaswillpayoffforyourcase.

C.Neveraskaquestionyoudon'tknowtheanswerto.Crossisaverycontrolledexercise.

Thisisnotatimetobeacowboy.Withcross,lessisusuallymore.

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D.Neverbelittleyourwitness.Rememberyouarethebigbadlawyer.Youneedtowalka

thinlinethistwainseemlyunsureofyourpositionandbrowbeatingthewitness.Youdon't

wantthejurytoresentyou...Justbepoliteandcordialinyourdemeanorbutbeconfident.

Thecontentofyourquestionswillgetthrough.Besidesyouwillhaveachanceatclosingto

reiteratethepointyoumadeoncross.Reiteration,cogentargument,andmemorable

presentationarethekeystomakinganimpactonthejurynotbravadoorunbridled

aggression.

E.Neveraskawitnessawhyquestionunlessyouhavecutoffallavenuesofescape.Asking

whywouldthisdoesorsayssomethingisgivinghimalicensetotestifyagain.Thewitnessis

yourmouthpiecenotyouropponents.

F.Ingeneral,neveraskedtheultimatequestion--saveitforyourclosing.Thebeautyof

crossisthatyoucanalwaysstopbeforeyouaskaquestionthatwillharmyou.Askevery

questiontomakeyourpointexceptforthedirectone.Neversayneverbutanaverage

witnesswillnevergiveyoutheultimateansweryouwantontheultimatequestionand

unlessabsolutelyhasnochoice.

G.Neverconductacrosstotallyextemporaneously.Knowwhatpointyou'retryingtomake

withthecross.Youneedtoknowtheevidenceopposingcounselwillattempttointroducewill

andimagineacrossofhiswitnessesbasedontheinformationyoudohave.Themore

informationorintelligenceyouhaveaboutyouradversariescasethebetteryouwillprepare.

Thereforeintelligenceiskey.Andintelligenceisbasedoninvestigation–thefoundationofall

legalcases.Knowwheretheotherguyisgoingbeforehedoes.Knowwhenthefightisgoing

tobe.Andgettherefirstwiththemostevidence.AsNathanBedordForrestremarkedonhow

towinbattles:“Gettherefirstestwiththemostest.”

H.Listentothewitnessesanswer.Don'tgetsoworkedupingettingthroughyourcross-

examinationthatyoufailtheheararesponsethatmaybefertilegroundcross-examination.A

witnesswillsometimessaysomethingincrediblystupidbecauseheisnotfullycognizantof

thelegalandfactualtheoryofhiscase.Alwaysbepreparedforcross.Butalsorememberthat

crossisanartform.Ifyou'reinflexibleandrigidyouwon'tbeopentonewideas.Ionce

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workedwithalawyerwhohadhiscrosswrittenoutverbatim.Ashecrossedthewitnesshe

wouldfollowapreparedscripttotheletter,missinggoldenopportunitieswhichpresented

themselves.

I.Don'tnecessarilyaccepttheanswer.Ifyourcaseissolidthensoonerorlatertheywilllook

unreasonable.Don'tfeelthatbecauseyougetabadansweryoushouldgiveup.Dig.You'dbe

surprisedhowmanytimesawitnessfinallyrealizedyouknowyourstuffandyou'renotgoing

toputupwithanyoftheirBS.

J.Don'talwaysfeellikeyouneedtocrossawitness.

K.Clearimplicationcanbeeffective.Iamoftheopinionthatyouprettymuchhavetospell

everythingoutforjury.Thebestplacetodothisisonopeningandclosingstatements.Cross

isanotgoodplacetobeperfectlydirect.

L.Implyapoint.Youdothisbynotaskingtheultimatequestionandsavingitforclosing.You

canalsodothisbywhatIcallthetechniqueofnotcaringwhatthewitnessesansweris.It

happenswhenyoureallydon'thaveanymorelefttoattackwithbutyoufeellikeyouhavean

opportunitytogetyourtheorybeforethefactfindertoquestions.

Thetechniqueissimple.Justaskashortseriesofquestionstelegraphingtothejuryyour

theoryofthecase.Youknowalreadyforthewitnesswilldisagreewithyoubutyoudon'tcare.

Basicallyyouarearguingtothejurywithquestions.

M.Assumewhatthewitnessissayingistrue.Thissoundsstrangebuthere'showitworks.An

adversewitnesswillhavehisversionofthefactswhichisdifferentfromyours.Howeverif

yourtheoryissolid,yourversionwillhangtogetherwell.

Theanalysisisasfollows:factsABCDhavebeenestablished.Thereisnodispute.Witness

getsupandtestifiestoE.Nowasnotedthewitnesswillnothaveconsideredthewhole

picture.ItisuptoyoutogetthewitnesscommithimselftoABCDandtheninyourclosing

arguethatifABCDaretrue,asopposingwitnesshascorroboratedthenElogicalllycannotbe

true.DonotarguewiththewitnesshisassertionthatEistrue.

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Thekeytothistacticistokeepthebigpictureofthecaseinmindatalltimesandremember

thefactsthatarenotindispute.Seenfromanotherperspective,byassumingwhatthe

witnessessayingistrueyourassumingthateistrueandthereforeABCDarenottrue,butyou

haveestablishedthatABCDhavetobetruethereforeEcannotbetrue.Thejurywillnot

believethewitness’sstory.

N.Donotassumethatthewitnessisintentionallylying.Thewitnessisoftenlying

unintentionally.Butmanytimesthewitnessismistakenorheorshewantstobelievethe

story.Scorepointswiththejurybyarguingthewitnessisjustmistaken.

O.Letthewitnesstellhislie.Againtheoldsaying:givehimenoughropeandhewillhang

himselfappliesacross.Don'tfeelthateveryadversewitness'swordisjustonemorenailin

yourcoffinandyouhavetocuthimoffassoonaspossible.Asmentionedsometimesa

witnessgetsgoingandwillsayallsortsofstuffthatisfertilegroundforcross.Lethimgo.You

understandthatlessismorecross.Butsomewitnessesdon't.Iliketalkativewitnesseswho

suddenlyfindthemselvesthecenterofattention.Fosterthatfeeling.Theyeventuallyput

theirfootintheirmouth.Butneverletthewitnesscontrolofthecross.

Thereissomethingthathappenstoapersonwhenheorshetakesastand.Whatwasonce

anaverageurbandull-wittedpersoninmetamorphiceyesintoaformidableintellectual

combatant?Theygetasurgeofadrenalineorsomething.Soyouhavetobecarefulwith

everywitness.Treatthemasyourintellectualequals.

P.Haveanobjectivetoyourquestioning.Rememberjotdownfivepointsyouwanttomake

withyourcross-examination.ThesepointsIlaterpickupinmyclosingargument.Againyou

areaimingforgoodclosingargumentbasedontheevidenceandthereisnothingbetterthan

anadversewitnessthatyouhavedestroyedinthestandasevidence.Itrytokeepmypointsto

aminimum.Fiveratherthan10points.Remembertheattentionspanofjuriesisshort.Ifyou

had10pointspickoutthebest5to7pointstoconcentrateon.

Q.Developaseriesofquestionsthatwillgetyoutothatpoint.Onceyouknowwhatpoint

youhavetomakethenextchallengefacingyouisgettingthewitnesstomakeyourpointto

theanswerstoaseriesofcarefullylaidquestions.Thisiswherethenestcomesin.Firstdo

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nottelegraphwhereyou'regoingwithyourquestioning.Figureoutastylethatisbestforyou

toacompetentthis.Buildthecorral.Whatdoesthismean?Itmeanssealingoffallavenuesof

escapetothewitness.Askquestionswheretheycanonlybeoneanswer,youranswer,orthe

witnesslosescredibility.

Beginbyaskinginnocentquestionsinordertogetthewitnesstolethisguarddown.Asyour

questionsbecomemorepointedIphysicallygetcloserandclosertothewitness.

Thishelpsyoubecausewhatyouaredoingisslowlyinvadingthewitnessespersonalspace

graduallyintimidatinghimintogivingmetheanswersIwantwithouthisreallyknowingit

becauseI'msogradualandbecauseI'vemadeitapointtoputthewitnessateaseinthefirst

crucialsecondsoftheexaminationsohisguardisdown.

Finallykeepthequestionshortsweetandsimple.

R.Askquestionsthatareanchoredtootherestablishedevidenceinyourcase.Donotask

generalizedquestionsthatallowsthewitnesstopontificate.Donotaskwhyunlessyouare

certaintheanswerwillfitintoyourstrategyandtheory.

S.Finallyhavefun.Atrialisaseriousthing.Butisnosintohavefunattrial.Andcrosstobe

thebestpart.Trialworkisyourjob.Youshouldenjoyit.Iusedtogettenseabouttrial

especiallycrossbecauseitreallyisahardthingtodo,evenforthemostexperiencedtrial

lawyer.Youhavetokeepalotofballsintheair.Iwouldenduppsychingmyselfoutaboutit.

Butthetensionlessonswithgoodpreparationandexperience.Withtime,youwillcreateyour

owntechniques,styleandchecklists.

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