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65. Everything You Want: The Neuroscience of Power, Persuasion, and Getting to 'Yes' w/ Jennifer Gardner
Manage episode 474785565 series 3289314
"Everything we want is on the other side of the word ‘yes’... Power is getting people to do things that you want them to do. Influence is the definition of power. And it means impacting the decision-making process…. Every communication is an opportunity to influence through body language, eye contact, cadence, energy, and word choice." - Jennifer Gardner
Law schools drill attorneys to be logical. Rational. Fact-driven. But what if that approach is fighting against human biology? What if everything we've been taught about legal persuasion is backward?
In this mind-shifting episode, trial attorney Jennifer Gardner reveals the neuroscience that's turning legal education on its head: emotions, not facts, drive decisions in the courtroom. After 35 years winning cases others deemed "unwinnable," Jennifer has cracked the code on legal persuasion—and it's not what they teach in law school.
Through brain science and battle-tested techniques, Jennifer shows how attorneys who rely solely on logic are missing the biological reality of how humans actually make decisions. She demonstrates how understanding emotional decision-making doesn't just supplement case preparation—it transforms outcomes and verdict sizes for clients.
About Jennifer Gardner
Jennifer Gardner holds certification from the Wharton School of Business in Neuroscience and Business Strategy, studied at the Gerry Spence Trial Lawyers College, and has extensively studied the work of Carl Jung, Joseph Campbell, and James Hillman. This unique background informs her approach to persuasion, storytelling, and emotional intelligence in legal practice.
In addition to her legal work, Jennifer is an educator and speaker at The Edge Education, runs "Power: The Art of Influence" workshop program through her Power Lab, and founded Roamhowl Creative, which consults on video and digital marketing.
What’s in This Episode:
- The Emotional Courtroom: Discover the revolutionary neuroscience showing that judges and juries make decisions primarily through emotion, not facts—and how this contradicts everything law schools teach about persuasion.
- The Decision-Making Brain: Learn why leading cognitive scientists now understand that emotions and stories bypass logical defenses, creating a direct pathway to influence that traditional legal arguments can't access.
- From Theory to Verdicts: Hear how Jennifer's application of emotional intelligence and storytelling techniques helped her win "unwinnable" cases, including a unanimous fraud verdict that shocked her colleagues.
- Hacking Your Legal Performance: Explore simple, scientifically-validated techniques that help attorneys regulate their nervous systems under pressure, allowing them to access emotional intelligence when it matters most.
72 episodes
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