Communication Break-Down

Lawyer jokes aside, I am going to assume that if you are practicing law you have a degree of intelligence. But are you nonverbally intelligent?

What I’m asking is, are you aware of what you are communicating nonverbally? What about what others are communicating? Do you know how to adjust your nonverbal communication to assist you during a trial? With a client? Nonverbal communication translates the majority of any message: Ignore it at your peril.

Here are three tips to increase your nonverbal intelligence.

1. Learn the difference between credible and approachable body language and voice patterns.

Use credible nonverbals when sending information, and approachable nonverbals when seeking information. Incongruent nonverbals send a mixed message. Using an approachable voice pattern to deliver an opening statement is just as ineffective as using a credible voice pattern to draw more input from a potential juror. Neither works. Knowing when to use one set of nonverbals versus another will increase your effectiveness in the courtroom or with clients.

2. Get your gestures under control.

Do you have any idea how powerful gesturing is? Gesture to your client while saying the words “manslaughter,” “murder” or “felony” and you might as well pack up and go home. You’ve attached the negative information to the client nonverbally. (On the flip side, prosecutors will want to do this.) Willy-nilly gesturing is not only ineffective, it is dangerous. Learn effective gesturing or reap the consequences.

3. Unlearn everything you know (or think you know) about eye contact.

We’ve all been taught that eye contact equals respect. Growing up, many of us heard, “Look at me when I talk to you!” Yet incorrect use of eye contact can potentially kill your case. As with gesturing, eye contact can attach the negative message to you or your client. The next time the judge interrupts you, don’t lock eye contact with the jurors. Instead, look down and wait. The jurors will look at the judge and associate the objection with him or her, not you. You come out clean.

Commit to increasing your nonverbal intelligence. Your case depends on it.