Abbreviated Table of Contents - James...

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Abbreviated Table of ContentsChapter 1: Primary Challenges to Proving Damages Effectively

Chapter 2: Credibility Is Vital for Maximizing Damages

Chapter 3: The Language Keys to Communicating Damages

Chapter 4: Group Formation With the Jury

Chapter 5: Client Interview and Investigation

Chapter 6: Valuations and Damages Models

Chapter 7: Consider Daubert When Selecting Experts

Chapter 8: Working With Damages Experts

Chapter 9: Delving Into the Story

Chapter 10: Discovery Tactics to Maximize Damages

Chapter 11: Developing Your Visual Strategy

Chapter 12: Testing Damages Before Trial

Chapter 13: Handling Evidentiary Issues

Chapter 14: Voir Dire

Chapter 15: Opening Statement

Chapter 16: Direct Examination

Chapter 17: Cross Examination

Chapter 18: Closing Argument

Chapter 19: Punitive Damages

Chapter 20: Confronting Difficult Issues

Chapter 21: Scientific Proof of Injury

Bibliography

Table of Statutes

Table of Cases

Index

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Table of ContentsChapter 1

Primary Challenges to Proving Damages Effectively

I. Juror Motivation and Trial Attorney Challenges§1:01 What Motivates Jurors§1:02 The Quandary§1:03 The Three Challenges to Overcome§1:04 Outlining This Book’s Intent

II. Fear About the Damages TopicA. How the Fear Reveals Itself

§1:10 Arguing Liability Is More Comfortable§1:11 Becoming Tentative§1:12 Trying to Fake It

B. Specific Fears§1:20 “I Don’t Know How to Prove Damages”§1:21 “I’ll Do It Wrong”§1:22 “I’ll Anger the Jury”§1:23 “Some Jurors Won’t Be Receptive”

III. Biases of JurorsA. Juror Biases in the Real World

§1:30 Juror Biases Are Real§1:31 Jurors Are Deductive Rather Than Inductive§1:32 Jurors Base Damages on Feelings Rather Than Logic§1:33 Biases Are Shortcuts to Decision-Making§1:34 Natural and Acquired Biases§1:35 Developing an Understanding of Biases

B. Natural Biases§1:40 General Points§1:41 Bias in Favor of What Is Already Believed§1:42 Tendency to Focus on What Is Already Known§1:43 Tendency to Favor Certain Kinds of Explanations§1:44 Tendency to Believe That Events Are Under People’s Control§1:45 Biases When Choosing Between Alternatives§1:46 Tendency to Reciprocate

C. Acquired Biases§1:50 Five Crucial Biases§1:51 Suspicion Bias§1:52 Victimization Bias§1:53 Personal Responsibility Bias§1:54 Stuff Happens Bias§1:55 Blame-the-Plaintiff Bias§1:56 Dealing With the Biases

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IV. Failure to Understand Juror MotivationsA. Understanding What Motivates

§1:60 Attorneys Vary in Knowledge§1:61 Sympathy Does Not Motivate§1:62 Anger Motivates Only if Used Correctly§1:63 A Sense of Significance Motivates§1:64 Positive Values Motivate

B. Powerfully Positive Values§1:70 Why Positives Rather Than Negatives Motivate§1:71 Sample Positive Values§1:72 Family as a Positive Value

V. Appendix: Natural Biases§1:80 Consistency Bias§1:81 Belief Perseverance§1:82 Confirmation Bias§1:83 Availability Bias§1:84 Hindsight Bias§1:85 Salient Exemplar Bias§1:86 Contrast and Comparison§1:87 Simplification Bias§1:88 Fundamental Attribution Error§1:89 Assimilation§1:90 Representativeness§1:91 Illusion of Control§1:92 Defensive Attribution§1:93 Risk Aversion§1:94 Optimism Bias§1:95 Reciprocation

Chapter 2Credibility Is Vital for Maximizing Damages

I. Why It All Starts With Credibility§2:01 Credibility Matters Most When Damages Are Ambiguous§2:02 Suspicion Bias Makes Credibility Vital§2:03 Credibility Feeds the Emotional Needs of Jurors for Safety and

Significance§2:04 Jurors Use Assessments of Credibility as Mental Shortcuts

II. How Jurors Form Their Perceptions of CredibilityA. Your Personal Authenticity

§2:10 Credibility Cannot Be Faked§2:11 Find the Emotional Truth

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B. Your Demonstrated Belief in the Case§2:20 Jurors Look for Lack of Belief§2:21 Show Controlled Passion§2:22 Put Your Personal Credibility at Stake§2:23 Do Not Use a Weak Explanation of the Burden of Proof§2:24 Speak With Authority§2:25 Do Not Rely on Notes

C. Your Candor With the Jury§2:30 General Points§2:31 Self-Disclosure§2:32 Reacting to Difficult Situations§2:33 Discussing Bad Facts§2:34 Acknowledge Real Problems§2:35 Limit Objections

D. Your Natural Rapport With the Jury§2:40 General Points§2:41 Put Jurors at Ease§2:42 Project a Friendly and Open Manner§2:43 Talk Like a Real Person§2:44 Make the Right Kind of Eye Contact§2:45 Engage Jurors as Interested Listeners§2:46 Using Humor§2:47 Dress Appropriately

E. Other Factors§2:50 Your Mastery of the Courtroom and the Facts§2:51 Your Language of the Case§2:52 Plausibility of the Story and Witnesses§2:53 The Significance of the Case§2:54 Demeanor of Plaintiff and Witnesses§2:55 Verifiable Proof§2:56 Avoidance of Alternative Arguments§2:57 Accuracy of Pleadings§2:58 Content of Online Information

Chapter 3The Language Keys to Communicating Damages

I. It’s Language, Not Math§3:01 Why Language Keys Matter So Much in Damages Cases§3:02 The Keys to Effective Communication of Damages

II. Positioning the CaseA. Developing a Theme

§3:10 Themes Make Sense Out of Cases§3:11 Use Universal Truths Rather Than Descriptive Phrases


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§3:12 Identify Universal Truths That Protect Jurors’ Families andCommunity

§3:13 Reinforce the Theme by Showing the Reasons for the Standards§3:14 There Can Be More Than One Theme Statement in a Case§3:15 Searching for the Universal Truth That Applies§3:16 Stating (or Implying) the Theme in Trial

B. Framing the Case§3:20 What It Means to Frame the Case§3:21 Trials Are Framing Battles§3:22 Frame to Avoid the Risk of Loss§3:23 Frame to Enhance Significance

III. Using Real Language§3:30 Reasons to Use Real Language§3:31 Developing New Language Habits§3:32 Use Language From the Charge

IV. Telling the StoryA. The Central Role of the Story

§3:40 People Think in Story Form§3:41 People Remember Stories§3:42 The Story Includes the Damages§3:43 Seven Principles of Story Telling

B. Seven Principles for Developing the Story1. 1st Principle: Start the Story in the Right Place

§3:50 Start With the Defendant’s Bad Choices§3:51 Avoid Starting With Your Client§3:52 Avoid Starting With Damages§3:53 Exceptions

2. 2nd Principle: Provide Context§3:60 The Importance of the Context§3:61 Deciding on the Context

3. 3rd Principle: Show Motivations of the Characters§3:70 The Importance of Motivation§3:71 Build Around Archetypes Rather Than Stereotypes

4. 4th Principle: Make Jurors Part of the Story§3:80 The Difference From Movie Stories§3:81 The Story Is Not Over§3:82 The Jurors Are the Heroes

5. 5th Principle: Focus on the Moral Significance of the Story§3:90 Jurors Want Significance§3:91 Why the Case Matters§3:92 How to Say That the Case Matters

6. 6th Principle: Use Classic Plots and Themes§3:100 Classic Plots Are Familiar§3:101 Three Basic, Classic Plots

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7. 7th Principle: Examine Plausibility§3:110 The Story Must Fit With Common Sense§3:111 Schemas and Scripts§3:112 Testing and Solving Plausibility Problems

C. Practicing Delivery§3:120 A Jury Trial Is Different Than Making a Speech§3:121 Develop a Two Minute Version of the Story§3:122 Practice Telling the Story Everywhere and to Everyone§3:123 Commit Key Passages of the Opening Statement to Memory§3:124 Specifically Practice Discussion of Damages§3:125 Rehearse the Opening Statement Aloud§3:126 Deliver and Test the Opening Statement With a Focus Group§3:127 Consider Using a Storyboard to Coordinate the Story

V. Using MetaphorsA. The Value of Metaphors

§3:130 People Think in Metaphors§3:131 Metaphors Are More Powerful Than Similes§3:132 Metaphors Help People Understand New Information

B. Finding the Right Metaphor§3:140 General Points§3:141 Align With What People Naturally Value§3:142 Draw From Life Experiences§3:143 Draw From Stereotypes§3:144 Draw From Local Culture§3:145 Draw From Well Known Stories§3:146 Draw From Common Associations§3:147 Brainstorm With Outside Participants§3:148 Test the Metaphor by Attacking It

VI. Leveraging the Power of SuggestionA. Priming

§3:150 Words Affect Attitudes§3:151 Use Language That Primes the Moral Standard of the Case

B. Anchoring§3:160 Anchoring Connects an Idea to a Prior Reference§3:161 Tie the Theme to the Courtroom§3:162 The Value of a High Dollar Anchor§3:163 The Struggle to Avoid Appearing Unreasonable§3:164 Research on Random Numbers as Anchors§3:165 Using Random Anchors for Unliquidated Damages§3:166 Using the Total Damages Number as Its Own Anchor

VII. Forms and Samples3-1 Illustration of Positive and Negative Metaphors3-2 Illustration of War Metaphors


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Chapter 4Group Formation With the Jury

I. Why the Group Is Important§4:01 The Damages Verdict Is a Group Product§4:02 You Can Be Included as Part of the Group§4:03 The Jury Group Formation Process Provides Opportunity§4:04 A Message of Inclusion Taps the Power of the Group

II. How Groups Form§4:10 General Points§4:11 Common Goals Among Members§4:12 Common Outcomes for Members§4:13 Interaction Among Members§4:14 Similarity of Members§4:15 Shared Values Among Members§4:16 Importance of the Group for Members

III. The Stages of Group Formation§4:20 General Points§4:21 Stage One§4:22 Stage Two§4:23 Stage Three

IV. Fostering Group FormationA. The Right Attitude

§4:30 Judgments Are Instant and Intuitive§4:31 Trust the Jurors§4:32 Overcome Your Own Prejudices§4:33 Respect the Jurors

B. The Right Interaction§4:40 General Points§4:41 The Use of Collaborative Dialogue§4:42 Judicious Use of “We” and “They”§4:43 Responding to Laughter

C. The Right Message§4:50 Test the Message§4:51 Begin the Message in Discovery

D. The Right Leadership§4:60 Become the Leader of the Group§4:61 Help the Group to a Common Goal

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Chapter 5Client Interview and Investigation

I. General Points§5:01 Scope of This Chapter§5:02 Develop the Damages From the Beginning§5:03 Understand Damage Elements and Types of Proof§5:04 Basic Screening Steps§5:05 The Initial Phone Screening§5:06 Use of a Written Questionnaire§5:07 The Initial Client Meeting§5:08 Evaluating the Rudimentary Damages Model§5:09 The Explanation Is as Important as the Number

II. Personal Injury Cases§5:20 The Initial Phone Screening§5:21 The Questionnaire§5:22 The Initial Client Meeting§5:23 Sample Initial Damages Model

III. Wrongful Death Cases§5:30 The Initial Phone Screening§5:31 The Questionnaire§5:32 The Initial Client Meeting§5:33 Sample Initial Damages Model

IV. Business Injury Cases§5:40 General Points§5:41 The Initial Phone Screening§5:42 The Questionnaire§5:43 The Initial Client Meeting§5:44 Sample Initial Damages Model

V. Real Property Damage Cases§5:50 General Points§5:51 The Initial Phone Screening§5:52 The Questionnaire§5:53 The Initial Client Meeting§5:54 Sample Initial Damages Model

VI. Employment Cases§5:60 General Points§5:61 The Initial Phone Screening§5:62 The Questionnaire§5:63 The Initial Client Meeting§5:64 Sample Initial Damages Model


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VII. Initiating the Damages Investigation§5:70 The Solvency of the Defendant§5:71 Insurance Coverage§5:72 Key Damages Documents

VIII. Forms & Samples5-1 Personal Injury Case Questionnaire5-2 Wrongful Death Case Questionnaire5-3 Business Injury Case Questionnaire5-4 Real Property Case Questionnaire5-5 Employment Case Questionnaire5-6 HIPAA Medical Records Release Form5-7 Employee Personnel Records Release Form5-8 Student Educational Records Release Form

Chapter 6Valuations and Damages Models

I. Overview of Models and Methods§6:01 Difference Between Models and Methods§6:02 Importance of Models and Valuation Methods§6:03 Distinguishing Between Positive Values and Negative Costs§6:04 The Value of Building Your Own Damages Model First§6:05 Sample Models and Valuations

II. Personal Injury or Wrongful Death Cases§6:10 Overview of Damages Components§6:11 Steps for Computing Lost Earnings and Earning Capacity§6:12 Step 1: Future Earnings Projected From an Earnings Base §6:13 Step 2: Work Life Expectancy§6:14 Step 3: Actual (Mitigating) Earnings§6:15 Step 4: Present Value of Future Net Earnings Loss§6:16 Step 5: Personal Consumption Expenditures

III. Business Damages Cases§6:20 Overview of the Valuation Methods§6:21 Book Value (a Cost Approach)§6:22 Multiple of Book and Multiple of Earnings (Hybrid Approaches)§6:23 Capitalization Rate of Net Cash Flow (an Income Model)§6:24 Discounted Cash Flow Analysis of Projected Future Earnings (an

Income Model)§6:25 Comparable Properties (a Market Value Model)§6:26 Common Discounts and Premiums

IV. Lost Profits§6:30 General Points§6:31 The Discount Rate

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§6:32 How Many Years to Project Lost Profits§6:33 Analyzing Lost Profits at the Outset of the Case

V. Valuing Real Property§6:40 Appraisers Use Three Methods§6:41 Income Approach§6:42 Market Approach§6:43 Cost Approach

VI. Assembling the Business Loss Damages Model§6:50 General Points§6:51 Type of Loss§6:52 Method of Evaluation

VII. Additional Economic Loss Issues§6:60 Tax Effects§6:61 Loss of Insurability§6:62 Loss of Credit

VIII. Providing Valuations for Non-Economic Damages§6:70 The Importance of a Rationale for Suggested Numbers§6:71 Jurisdictions Allowing Per Diem Arguments

Chapter 7Consider Daubert When Selecting Experts

I. Anticipate Daubert ObjectionsA. General Points

§7:01 The Trial Judge Is the Gatekeeper§7:02 Evaluate Experts for Daubert Challenges§7:03 Use Interrogatories to Discover Objections§7:04 Manage the Coordination of Expert Testimony

B. Relevance Objections§7:10 The Opinion Must Help the Jury§7:11 The Probative Value Is Outweighed by Prejudice

C. Reliability Objections§7:20 The Expert Is Not Sufficiently Qualified§7:21 The Methodology Is Not Reliable§7:22 There Is an Analytical Gap Between Facts and Opinion§7:23 There Is an Inadequate Factual Foundation§7:24 The Facts Are Not of a Type Upon Which Experts Reasonably Rely

II. Selecting Specific ExpertsA. General Points

§7:30 Credentials and Qualification Requirements Vary

B. Mental Health Professionals§7:40 Psychiatrists§7:41 Clinical Psychologists


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§7:42 Psychiatric Social Workers§7:43 Marriage and Family Counselors§7:44 Other Counselors and Clinicians

C. Other Experts§7:50 Life Care Planners§7:51 Vocational Experts§7:52 Economists§7:53 Accountants§7:54 Business Valuation Experts

Chapter 8Working With Damages Experts

I. PhysiciansA. Setting Up the Meeting

§8:01 Importance of Meeting the Doctor§8:02 Doctors’ Reluctance About Meetings§8:03 Getting the Meeting§8:04 Homework to Prepare for the Meeting

B. Evaluating the Doctor§8:10 Using Treating Physicians§8:11 Indicators for Evaluating the Physician as a Witness§8:12 Multiple Treating Physicians

C. Essential Patient Issues§8:20 The Diagnosis and the Mechanism of Injury§8:21 The Extent of Treatment§8:22 The Likely Impact on the Patient§8:23 The Prognosis and Future Treatment§8:24 Disability Ratings§8:25 Patient Attitude and Compliance§8:26 Past and Future Medical Costs

D. Concluding Issues§8:30 Medical Literature§8:31 Bases for Opinions§8:32 Any Additional Information Needed§8:33 Discrepancies in the Record§8:34 Medical and Testifying Background§8:35 Arrangements for Working Together

II. Mental Health Professionals§8:40 Types of Mental Health Professionals§8:41 The Need for a Mental Health Professional§8:42 Selecting the Appropriate Mental Health Professional§8:43 The Mental Health Diagnosis§8:44 The Impact on the Marriage and Family§8:45 Compiling the Information

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III. Life Care Planners§8:50 Types of Life Care Planners§8:51 Fee Arrangements§8:52 Compiling the Information§8:53 Development of the Plan§8:54 Collaboration With Other Experts§8:55 Acceptance of Plan by Family and Other Experts§8:56 Evaluation of the Plan

IV. Vocational Experts§8:60 The Need for a Vocational Expert§8:61 Compiling the Information§8:62 Development of the Assessment§8:63 Coordination With Other Experts

V. Economists in Personal Injury and Wrongful Death Cases§8:70 The Role of an Economist§8:71 Coordination With Other Experts§8:72 Loss of Earning Capacity§8:73 Loss of Employment Fringe Benefits §8:74 The Discount Rate§8:75 Loss of Ability to Perform Family Services§8:76 Present Value of a Life Care Plan§8:77 Hedonic Damages§8:78 Deduction for Personal Consumption

VI. Business Damages Experts§8:90 Two Alternative Methods§8:91 Lost Profits§8:92 Business Valuations

VII. Forms & Samples8-1 Letters Requesting and Confirming Appointments8-2 HIPAA Medical Records Release Form8-3 Expert Engagement Letter8-4 Checklist of Documents to Be Compiled for Damages Experts

Chapter 9Delving Into the Story

I. General PointsA. The Secret to Bringing the Story to Life

§9:01 There Is a Method to Connecting Jurors to the Story§9:02 The Difference That Personal Involvement Makes§9:03 Introduction to Psychodrama

B. Obstacles to the Use of Psychodrama§9:10 Attorney Skepticism and Fear§9:11 Psychodrama Can Only Be Learned by Doing


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C. The Effects of Psychodrama§9:20 Psychodrama Empowers and Enhances§9:21 Psychodrama Fosters Understanding of Damages§9:22 Psychodrama Feeds Authenticity

D. Steps for Delving Into the Story§9:30 Earlier Is Better§9:31 The Interplay of Active Listening and Psychodrama§9:32 Active Listening§9:33 Psychodramatic Reenactment

II. Acquiring the Training§9:40 The Trial Lawyers College§9:41 The National Psychodrama Training Center§9:42 The Trainers

III. Use of Psychodrama in Specific Aspects of the Case§9:50 Communication With Clients§9:51 Insight Into the Motivations of Defendants§9:52 Voir Dire§9:53 Opening Statement§9:54 Direct Examination§9:55 Cross Examination§9:56 Closing Argument§9:57 Working With the Court

IV. Using Reenactment in CourtA. The Legal Criteria

§9:60 Reenactments Are Powerful§9:61 Requirements for Using Reenactments§9:62 Requirement of Personal Knowledge§9:63 Requirement of Substantial Similarity§9:64 Requirement to Avoid Unfair Prejudice

B. How to Help the Jury Experience the Damages§9:70 Use Court Reenactment for a Limited Purpose§9:71 How to Conduct the Court Demonstration

Chapter 10Discovery Tactics to Maximize Damages

I. Developing the Discovery Plan§10:01 The Importance of the Complete Damages Story§10:02 Directing Discovery to Support the Damages Story§10:03 Calendar the Deadlines§10:04 Use the Case Theme to Guide Admission-Seeking Discovery§10:05 Use the Initial Damages Model to Fill in the Rest§10:06 Use a Checklist Chart as an Outline§10:07 The Value of the Damages Discovery Plan§10:08 Develop Priorities

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II. Developing the Key Fact Witnesses§10:20 Connect the Jury With the Plaintiff§10:21 The Three Phase Approach§10:22 Find the Best Fact Witnesses§10:23 Visit the Client and the Client’s Family§10:24 Visit the Potential Witnesses§10:25 Interviewing Potential Damages Witnesses§10:26 Select the Quality Stories§10:27 Develop the Pivotal Damages Witness

III. Deposing Your Own Damages Witnesses§10:30 Use Video Depositions for Damages Facts Witnesses§10:31 Prepare Clients and Witnesses for Deposition§10:32 Videotape Your Witnesses§10:33 Videotape the Plaintiff§10:34 Videotape Your Damages Experts

IV. Keeping the Defendant on Defense§10:40 Find the Basis for Anger§10:41 Set Up Damages Issues With Requests for Admission§10:42 Prioritize Witnesses for Deposition and Know the Goals§10:43 Use Synchronized Video Depositions§10:44 Maximize Video Depositions for Impeachment§10:45 Deposing the Retained Defense Expert§10:46 Combating the Defense Medical Exam

V. Forms & Samples10-1 Sample Checklist Chart

Chapter 11Developing Your Visual Strategy

I. Wrong Approaches to Visual Strategy§11:01 Ignoring Visuals§11:02 Relying on What Is in the File§11:03 Always Using the Same Approach§11:04 Waiting Until Trial§11:05 Relying Completely on a Consultant

II. Principles for EffectivenessA. Organizing Around the Damages Story

§11:10 Include the Jurors in the Story§11:11 A Sample Damages Story§11:12 Setting§11:13 Choice§11:14 Conflict§11:15 Consequence


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§11:16 Crisis§11:17 Climax§11:18 Resolution

B. Planning the Visuals§11:20 Start Early in Discovery§11:21 Equip Your Key Jurors§11:22 Compliment the Testimony

C. Selecting the Tools§11:30 Four Primary Tools§11:31 PowerPoint§11:32 Trial Presentation Programs§11:33 Foam Boards§11:34 Notepad Flip Charts

III. Developing the Visual Strategy and EvidenceA. Initial Planning

§11:40 Start With a Quality System§11:41 Plan Your Strategy Personally§11:42 Focus on the Story §11:43 Use a Storyboard to Strip the Story to Its Essentials

B. Translate the Damages Story into Visuals§11:50 Know the Clients and Work Through Key Questions§11:51 What Are the First Images That Come to Mind?§11:52 What Anecdotal Stories and Images Go With Each Stage?§11:53 What Images Go With the Anger Points?§11:54 What Is Surprising About the Story?§11:55 What Concepts Are Difficult to Explain Verbally?§11:56 What Are Strong Images for the Core Values?§11:57 What Are Metaphors for the Story?§11:58 What Are the Pivotal Issues?§11:59 What Are Strong Images for the Themes?§11:60 What Images Evoke Your Framing Strategy?

C. Implement the Plan1. Use Good Design Principles

§11:70 General Points§11:71 Simplify the Visual Presentation§11:72 Minimize the Use of Bullet Point Lists§11:73 Use Local Newspaper Fonts§11:74 Use Visual Cues to Help the Jury Keep Up§11:75 Employ Good and Consistent Visual Architecture

2. Move From Ideas to Implementation§11:80 Steps for Implementing the Ideas§11:81 Prepare to Make Visuals Interactive§11:82 Decide the Setup Before Trial§11:83 Practice the Visuals and Have Backup Plans§11:84 Maintain Status as the Authority Figure§11:85 Prepare for Admissibility Issues

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IV. Common Admissibility Issues§11:90 Proper Foundation—Generally§11:91 Foundation for Photographs and Diagrams§11:92 Foundation for Video§11:93 Visual Display as Unfairly Prejudicial§11:94 Visual Display as Argumentative§11:95 Surprise or Failure to Disclose in Discovery§11:96 Hearsay Within the Visual Display§11:97 Improper Impeachment With Video Deposition§11:98 Other Routine Objections

V. Visual Examples For All Seven Stages§11:110 Setting§11:111 Choice§11:112 Conflict§11:113 Consequence§11:114 Crisis§11:115 Climax§11:116 Resolution

VI. Samples11-1 Copy of Bar Tab11-2 Words of the Applicable Standards11-3 Deposition Excerpt and Cab Ride Sign11-4 EMS Record and Photograph of Scene11-5 Last Family Picture11-6 Defendant’s Pleading11-7 Discovery Requests11-8 Rule Next to Verdict Form Damage Categories11-9 Picture of Survivors11-10 Contradictory Comparisons11-11 Check-off Chart11-12 Admission11-13 Damage Summary11-14 Series of Slides Building a Chart11-15 Chart Components11-16 Fonts for Headlines and Text11-17 Sample Flip Chart Page11-18 Standards for Medical Diagnosis11-19 Defendant’s Options and Choices11-20 PowerPoint Slide 1 Supporting Timeline of Defendant’s Choices11-21 PowerPoint Slide 2 Supporting Timeline of Defendant’s Choices11-22 PowerPoint Slide 3 Supporting Timeline of Defendant’s Choices11-23 PowerPoint Slide 4 Supporting Timeline of Defendant’s Choices11-24 Timeline of Defendant’s Choices11-25 Demonstrating the Mechanism of Injury11-26 Past and Future Medical Costs in a Summary Listing


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11-27 Past and Future Medical Costs Sorted by Condition11-28 Key Components in Lost Earnings Calculation11-29 Concepts and Calculations for Lost Earnings Capacity11-30 Opinions and Bases of Opinions of Vocational Expert11-31 Summary Outline Chart for Vocational Expert11-32 Simplified Outline of Life Care Plan11-33 Demonstration of Source and Reason for Pain or Disability

(Whiplash Injury)11-34 Comparative Chart for Loss of Household Services11-35 Lost Profits Calculation11-36 Timeline Progression Demonstrating Lost Opportunity11-37 Excerpts From Counseling Records Demonstrating the Effect on

Family11-38 Excerpts Demonstrating the Effect of Defendant’s Denials/Lack

of Remorse11-39 Testimony Addressing the Societal Benefit of a Damages Verdict11-40 Economic Damages as Only the Tip of the Iceberg 11-41 Damages Portion of Verdict Form From Court’s Charge11-42 Excerpt Showing Determination of Plaintiff11-43 Excerpt Showing How the Verdict Can Make a Difference

Chapter 12Testing Damages Before Trial

I. Testing With and Without a Consultant§12:01 Advantages of Jury Testing and a Good Consultant§12:02 Finding a Good Consultant§12:03 Stretching Jury Testing Dollars§12:04 Developing Your Own Moderator

II. Using Different Forms of Jury Testing§12:10 Focus Group Objectives and Strategy§12:11 Focus Group Limitations§12:12 Alternative Use of Online Respondents§12:13 When to Use a Concept Focus Group§12:14 When to Use a Structured Focus Group§12:15 When to Use Online Response Groups

III. Handling the Logistical Planning§12:20 Planning Checklist and Budget§12:21 Deciding on the Focus Group(s) to Be Conducted§12:22 Finding the Location§12:23 Finding and Scheduling the Participants§12:24 Equipment Needs§12:25 Arranging for Food and Drinks§12:26 Preparing Signs§12:27 Focus Group Forms

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§12:28 Follow Up Before the Focus Group§12:29 Staffing During the Focus Group§12:30 Follow Up After the Focus Group

IV. Conducting a Concept Focus Group§12:40 Identifying Specific Objectives§12:41 Preparing the Neutral Statement§12:42 Conducting the Concept Focus Group§12:43 Using the Results§12:44 Using Successive Focus Groups

V. Conducting a Structured Focus Group§12:50 Identifying Specific Objectives§12:51 Preparing the Presentations for the Two Sides§12:52 Mock Voir Dire§12:53 Mock Opening Statement§12:54 Conducting the Structured Focus Group§12:55 Using the Results§12:56 Using Simultaneous or Successive Focus Groups

VI. Using Online Response Groups With RDE Methodology§12:60 Identifying Specific Objectives§12:61 Drafting the Elements§12:62 Conducting an RDE Survey§12:63 Using the Results of the RDE Survey

VII. Forms & Samples12-1 Logistical Planning Checklist12-2 Recruiting Ads12-3 Screening Questions12-4 Confirmation Letter/Email12-5 Confidentiality Agreement12-6 Juror Questionnaire12-7 Cash Receipt Form12-8 Follow Up Letter After Group12-9 Private Feedback Form12-10 Verdict Form12-11 Sample Neutral Statement for Concept Group12-12 Sample Questions During Neutral Statement12-13 Schedule: One-Case Concept Group12-14 Schedule: Two-Case Concept Group12-15 Schedule: Structured Group Without Voir Dire12-16 Schedule: Structured Group With Voir Dire12-17 Sample Case Overview With Tested Elements for RDE Testing


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Chapter 13Handling Evidentiary Issues

I. Anticipating Evidentiary Issues for Damages§13:01 Prepare to Make the Argument Concisely§13:02 Five Steps for a Legal Authority Notebook

II. Evidence of Plaintiff’s Reduced Life Expectancy§13:10 Factual Responses to Reduced Life Expectancy§13:11 Legal Responses to Reduced Life Expectancy Evidence

III. Evidence of Tax Effects§13:20 Common Defense Arguments on Tax Effects§13:21 Dealing With the Norfolk & Western Case§13:22 Responding to Tax Effects Arguments in Physical Injury Cases§13:23 Responding to Tax Effects Arguments in Other Cases§13:24 Plaintiffs’ Claims for Adverse Tax Consequences

IV. The Economic Loss RuleA. Rationales and Origins of the Rule

§13:30 The Economic Loss Rule Is a Stealth Weapon§13:31 The First Rationale: Protect the Boundary Between Contract

and Tort§13:32 Origin of the Boundary Protection Rationale§13:33 The Second Rationale: Put Limits on Negligence Actions§13:34 Origin of Limits on Negligence Rationale

B. Application of the Rule§13:40 Application of the Rule Is Not Consistent§13:41 The Independent Injury Rule: Different Name, Similar Rule§13:42 Sample Situations Where the Rule Has Been Raised§13:43 Limitations and Exceptions to the Rule

V. Forms & Samples13-1 Bench Brief

Chapter 14Voir Dire

I. Why Voir Dire Is Crucial§14:01 Jurors Will Discuss Frivolous Lawsuits§14:02 Challenges That Voir Dire Addresses§14:03 The Goals of Voir Dire for Damages

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II. What You Need to Know to Plan Your Voir Dire§14:10 Know About Voir Dire§14:11 Know About the Court§14:12 Know About Your Case

III. Planning Focus #1: Take a Balanced Approach§14:20 The Importance of Balance§14:21 Plan the Sequence§14:22 Plan the Priorities

IV. Planning Focus #2: Frame Your Damages Case§14:30 Plan the Statements§14:31 Plan the Questions: Common Damages Issues§14:32 Plan the Questions: Anchoring the Damages Range§14:33 Plan the Questions: Establish Preponderance as the Standard

V. Planning Focus #3: Create a Group With You Included§14:40 The Jury Functions as a Group§14:41 Use a Style That Fosters Group Formation§14:42 Protect Favorable Jurors From the Defense

VI. Confronting Problem Issues§14:50 Fear of Assessing Big Damages§14:51 Resistance to Intangible Damages§14:52 Resistance to Future Damages§14:53 Resistance to Damages for Unintentional Injury§14:54 Resistance to Full Damages When Plaintiff Has Fault§14:55 Defensive Attribution§14:56 Damages for the Death of a Child or Elderly Person§14:57 Insurance and Collateral Sources§14:58 Lawyers and Contingent Fees§14:59 Client Referred to Doctor by Lawyer§14:60 Punitive Damages

VII. Using Written Juror Questionnaires§14:70 The Value of Juror Questionnaires§14:71 Designing Juror Questionnaires§14:72 Requesting Juror Questionnaires§14:73 Analyzing Juror Questionnaires

VIII. Challenges for Cause on Damages Issues§14:80 Developing Challenges for Cause§14:81 Pursuing Individual Challenges

IX. Forms & Samples14-1 Jury Instruction Before Voir Dire14-2 Juror Questionnaire14-3 Alternate Juror Questionnaire14-4 Motion to Allow Juror Questionnaire14-5 Challenge for Cause Chart


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Chapter 15Opening Statement

I. The Importance of the Opening Statement§15:01 The Three Vital Phases of Trial§15:02 We Adopt Viewpoints at an Early Stage§15:03 The Value of the Underlying Principles

II. What Jurors Don’t Need§15:10 Unsupported and Argumentative Conclusions§15:11 Overly Dramatic Presentations§15:12 Arguments or Plays for Sympathy§15:13 Things That Waste Their Time

III. What Jurors Do Need§15:20 Answers to Their Basic Questions§15:21 Facts Presented in a Coherent Format§15:22 A Credible Source§15:23 A Sense of Significance to Their Role

IV. Key Components of the Opening Statement§15:30 Considering the Foundation§15:31 Structuring the Opening Statement

V. Constructing and Presenting Each Part§15:40 The Goals of the Introduction Phase§15:41 Constructing and Presenting the Introduction§15:42 Constructing the Conflict (Bad Choices) Phase§15:43 Constructing the Crisis (Hostage Taking) Phase§15:44 Constructing the Conclusion (Chance for Rescue) Phase

VI. Additional Concerns§15:50 Inoculate Against Bad Facts the Right Way§15:51 Handle Argumentative Objections in Stride§15:52 Explain the Burden of Proof the Right Way§15:53 Don’t Buy Into the Language of the Defense§15:54 Remember You’re on the Right Side

Chapter 16Direct Examination

I. Foundational PrinciplesA. Understand the Objectives

§16:01 Connection§16:02 Teaching Through Story§16:03 Touching the Legal Bases

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B. Use a Successful Interview Format§16:10 Three Keys to a Successful Interview§16:11 Organize It as a Story§16:12 Pay Attention to Pacing§16:13 Intentionally Create Interaction and Inclusion

C. Prepare the Right Way§16:20 Find the Stories of the Witnesses§16:21 Identify the Goal(s)§16:22 Simplify the Organization§16:23 Educate Your Witness About the Goal(s)§16:24 Practice Both Direct and Cross Examination§16:25 Instill a Sense of Purpose and Confidence§16:26 Consider the Need for Reference Material

II. Keep Witnesses in Their Optimum Roles§16:30 Two Basic Principles§16:31 Focus on the Injury to Others§16:32 Describe the Plaintiff’s Fight§16:33 Show How Money Can Help

III. Using Demonstrative Evidence§16:40 The Value of Demonstrative Evidence§16:41 Photographs§16:42 Day-in-the-Life Video§16:43 Physical Objects as Symbols of Loss§16:44 Expert Summaries§16:45 Video Depositions§16:46 Client as Exhibit A

IV. The Order of Witnesses§16:50 Don’t Start With a Damages Witness§16:51 Don’t Start With the Plaintiff§16:52 Start With a Strong Liability Witness§16:53 End With a Strong Damages Witness§16:54 Start and End Each Session Strong§16:55 Start With Liability; End With Damages

V. Questioning Your Primary Client§16:60 The Impression Is More Important Than the Testimony§16:61 Help the Jurors Respect the Plaintiff

VI. Questioning Family Members§16:70 Family Members May Be More Easily Accepted Than the Plaintiff§16:71 Have Them Testify About Each Other’s Loss§16:72 Find the Stories

VII. Questioning Your Damages Expert§16:80 Find an Expert Who Can Teach§16:81 Simplify the Testimony


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§16:82 Turn the Key Points Into Stories§16:83 The Expert Should Act Like an Expert§16:84 Show Key Documents to the Jurors§16:85 Cover Life Care Plans Carefully§16:86 Use an Objective Tone and Tough Questions

VIII. Questioning Friends and Co-Workers§16:90 Use Short Stories Rather Than Conclusions

IX. Forms & Samples16-1 Preparation for Clients16-2 Preparation for Non-Client Witnesses

Chapter 17Cross Examination

I. Effective and Ineffective Cross Examination§17:01 Take a Disciplined Approach§17:02 Avoid Ineffective Tendencies§17:03 Understand What Makes Cross Examination Powerful

II. Foundational Techniques§17:10 Your Role Is to Be a Teacher§17:11 Your Goal Is to Validate Your Story§17:12 Your Tool Is One Fact Per Question§17:13 Your Organization Is by Themes and Points§17:14 Your Attitude Is Respectfully and Relentlessly Persistent

III. The Defendant§17:20 The Objectives of Cross Examination§17:21 Encouraging Anger as a Motivation for Damages§17:22 Validating the Cause of Injury§17:23 Validating the Extent of Injury§17:24 Validating the Consequences of Injury

IV. The Opposing Damages Expert§17:30 Aim at Credibility Rather Than Correctness§17:31 Planning the Cross Examination§17:32 The Defense Medical Expert§17:33 Undisclosed Opinions and Bases for Opinions

V. Lay Witnesses§17:40 Look for Personal Knowledge That Matches the Damages

VI. Impeachment in Cross Examination§17:50 Document and Video Impeachment§17:51 Preparation for Video Impeachment in Trial

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VII. Handling Problem Witnesses§17:60 The Sympathetic Witness§17:61 The Hostile Witness§17:62 The Nonresponsive Witness

Chapter 18Closing Argument

I. Fundamental Principles§18:01 Damages Are Driven by the Desire to Make a Statement§18:02 Prepare Your Jurors to Argue Damages§18:03 Help Jurors Make a Significant Difference§18:04 Stand for the Protection of Values§18:05 Value Positives Rather Than Negatives§18:06 Provide Guidance for Intangible Damages§18:07 Engage Jurors With the Right Kind of Passion§18:08 Adjust for Your Own Age

II. Organization§18:20 Time and Structure§18:21 Use of Visuals§18:22 Rebuttal

III. Sample Arguments for Specific Damages§18:30 Death Case§18:31 Loss of Relationship§18:32 Loss of a Child§18:33 Injury to a Child§18:34 Loss of a Spouse§18:35 Loss of a Parent§18:36 Death of the Elderly or Terminally Ill§18:37 Pain§18:38 Brain Injury§18:39 Connective Tissue Injury§18:40 Disfigurement§18:41 Future Damages§18:42 Lost Earnings and Earning Capacity§18:43 Life Care Plan§18:44 The Close Calls on Damages

IV. Sample Counters to Common Defense Themes§18:50 Prohibition on Sympathy§18:51 Apologies and Regrets§18:52 Money Won’t Make a Difference§18:53 Just Economic Damages Only§18:54 Preexisting Condition§18:55 Lottery and Greed vs. Reasonableness and Fairness§18:56 The Elephant in the Room: Collateral Sources


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V. Admissibility Issues§18:60 Per Diem or Unit of Time Argument§18:61 Golden Rule Argument§18:62 References to Amount of Damages Claimed or Expected§18:63 References to Amounts of Verdicts in Other Cases§18:64 References to Income Tax Consequences§18:65 Direct Appeal to Fear and Self-Interest§18:66 Use of Inflammatory or Abusive Language

Chapter 19Punitive Damages

I. The Strategy of Punitive Damages§19:01 Punitive Damages Awards Are Rare§19:02 Different Jurisdictions Have Different Requirements§19:03 Danger of Pleading Punitive Damages§19:04 Considerations for Pleading Punitive Damages

II. Punitive Damages in the U.S. Supreme Court§19:10 General Points§19:11 Pacific Mutual v. Haslip§19:12 TXO Production v. Alliance Resources§19:13 BMW of North America v. Gore§19:14 Kolstad v. American Dental Association§19:15 Cooper Industries v. Leatherman Tool§19:16 State Farm Mutual v. Campbell§19:17 Phillip Morris USA v. Williams§19:18 Exxon Shipping v. Baker

III. The Psychology of Punitive Damages§19:30 Easy to Understand and Morally Clear§19:31 Defendant’s Lack of Remorse or Denial of Responsibility§19:32 Defendant’s Dishonesty or Hypocrisy§19:33 Defendant’s Pride or Arrogance§19:34 Intentional Bad Choices§19:35 Seriousness of the Plaintiff’s Injury§19:36 Time Relationship Between the Bad Acts and the Injury§19:37 Effect of the Bad Acts on a Large Population§19:38 Difficulty of Detection or Low Likelihood of Suit§19:39 Social Importance of the Verdict§19:40 Wealth of the Defendant§19:41 Anti-Corporate Bias vs. Anti-Plaintiff Bias

IV. Anticipating Common Defense Tactics§19:50 Plaintiff’s Lack of Accountability§19:51 Defendant’s Good Faith Despite Rogue Employees§19:52 Challenging Discoverability or Admissibility of Defendant’s Wealth§19:53 Challenging Jury Instructions

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V. Building Punitive Damages in DiscoveryA. Potential Sources

§19:60 AAJ Exchange§19:61 Government Records§19:62 Employees and Insiders

B. Seven Key Questions§19:70 What Is the Danger?§19:71 What Did the Defendant Know About the Danger?§19:72 What Standards Should Have Guided the Defendant’s Response

to the Danger?§19:73 Did the Defendant Consciously Violate Those Standards?§19:74 Why Did the Defendant Consciously Violate Those Standards?§19:75 What Has the Defendant Done Since?§19:76 What Will Make a Difference for the Future?

VI. Addressing Punitive Damages in Voir Dire§19:80 The Topic Must Be Raised Early§19:81 Help Jurors Think About the Deterrent Benefits§19:82 Deal With Concerns§19:83 Help Jurors Think About What They Will Need

VII. Addressing Punitive Damages in Argument§19:90 Address the Ratio of Punitive to Actual Damages§19:91 Focus on the Deterrent Aspect§19:92 Be Cautions About Passion

VIII. Forms & Samples19-1 Model Defense Jury Instructions

Chapter 20Confronting Difficult Issues

I. Aggravation of Prior InjuriesA. The Problem of a Preexisting Condition

§20:01 Viewing a Preexisting Condition as Damaged Goods§20:02 Jury Instructions for Preexisting Conditions

B. Turning the Problem Into a Strength Rather Than a Weakness§20:10 Gather All the Evidence§20:11 Prepare to Negate Other Causes§20:12 Emphasize Vulnerability§20:13 Explain the Fear of Rejection§20:14 Consider the Use of an Expert§20:15 Explain Attacks to the Jury


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II. CRPS/RSD CasesA. Background of CRPS

§20:20 Significance of CRPS/RSD§20:21 Definition and History§20:22 Symptoms of CRPS§20:23 Types of CRPS

B. Presenting the Case§20:30 See the Jury’s Standpoint§20:31 Dealing With the Validity of CRPS§20:32 Using Experts to Establish the Science§20:33 Using Photographs to Demonstrate the Damages

C. Neutralize the Defense Expert§20:40 Know the Literature§20:41 The IASP Criteria§20:42 The AMA Guides§20:43 Ruling Out Other Causes§20:44 The Available Testing§20:45 Get Admissions From the Defense Expert

D. Damages§20:50 Wait Until the Jurors Are Ready§20:51 The Effect on the Family§20:52 Present a Life Care Plan

III. Disfigurement§20:60 Connect Disfigurement to Isolation§20:61 Use Family and Friends as Witnesses§20:62 Questions for Your Client§20:63 Opening Statements and Closing Arguments

IV. Loss of Consortium§20:70 Clarify the Meaning of Consortium§20:71 Look to Case Law for a Definition§20:72 Instruct Clients and Witnesses on the Meaning§20:73 Explain the Meaning to the Jury in Everyday Terms§20:74 Consider Loss of Consortium for Children

V. Vicarious Liability§20:80 Do Not Limit Discussion to the Court§20:81 Jurors Have No Concept of Vicarious Liability§20:82 Some Jurors Will Protect the Employee; Others Protect the

Employer§20:83 Pursue Theories of Direct Fault§20:84 Prepare to Defeat Defendant’s Motion to Dismiss§20:85 Submit Evidence of Both Direct and Vicarious Liability

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VI. Wealth of the Parties and Collateral Sources§20:90 Generally References to Relative Wealth Are Improper§20:91 The Law Does Not Allow Appeals to Prejudice§20:92 References to Relative Wealth Tend to Boomerang

Psychologically With Juries§20:93 Financial Considerations May Be Relevant to Motivation§20:94 Look for Ways to Make Financial Motive Relevant§20:95 Reference to Plaintiff’s Collateral Sources, Insurance, and

Subrogation

Chapter 21Scientific Proof of Injury

I. Mild Traumatic Brain Injury (mTBI)A. General Points

§21:01 The Importance of Understanding the Science§21:02 Teaching Brain Science to Jurors§21:03 The Incidents of Brain Injuries

B. Understanding mTBI§21:10 Definition of mTBI§21:11 Possibility of Recovery§21:12 Causes of mTBI§21:13 Acute Concussion Evaluation (ACE)§21:14 Difficulties in Diagnosing mTBI§21:15 Preexisting Risk Factors§21:16 Useful Resources

C. Diagnostic Options for Identifying mTBI1. Evaluation Methods

§21:20 Glasgow Coma Scale§21:21 American Congress of Rehabilitation Medicine Definition

2. Neuroimaging§21:30 Categories and Use§21:31 Dealing With No Observable Changes§21:32 Defense Attacks to Neuroimaging Results§21:33 Computed Tomographic (CT) Scan§21:34 Magnetic Resonance Imaging (MRI)§21:35 Functional MRI (fMRI)§21:36 Diffusion Tensor Imaging (DTI)§21:37 Single Photon Computed Tomography (SPECT) and Positron

Emission Tomography (PET)§21:38 Magnetic Resonance Spectroscopy (MRS)§21:39 Electroencephalography (EEG), Quantitative EEG (QEEG), and

Brain Electrical Activity Mapping (BEAM)3. Other Techniques

§21:50 Blood-Based Biomarkers§21:51 Effort Testing/Malingering Tests


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BibliographyTable of StatutesTable of Cases

Index

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