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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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