University of Virginia Library

Section 30. (h) Persuasion and Explanation.

How in the course of trial are people convinced? The criminalist has as presiding officer not only to provide the truth which convinces; it is his business as state official to convince the defendant of the correctness of the arguments adduced, the witness of his duty to tell the truth. But he again is often himself convinced by a witness or an accused person—correctly or incorrectly. Mittermaier[1] calls conviction a condition in which our belief-it-is-true depends on full satisfactory grounds of which we are aware. But this state of conviction is a goal to be reached and our work is not done until the convincing material has been provided. Seeking the truth is not enough. Karl Gerock assures us that no philosophical system offers us the full and finished truth, but there is a truth for the idealist, and to ask Pilate's blasé question is, as Lessing suggests, rendering the answer impossible. But this shows the difference between scientific and practical work; science may be satisfied with seeking truth, but we must possess truth. If it were true that truth alone

is convincing, there would not be much difficulty, and one might be content that one is convinced only by what is correct. But this is not the case. Statistically numbers are supposed to prove, but actually numbers prove according to their uses. So in the daily life we say facts are proofs when it would be more cautious to say: facts are proofs according to their uses. It is for this reason that sophistical dialectic is possible. Arrange the facts in one way and you reach one result, arrange the facts another way and you may reach the opposite. Or again, if you study the facts in doubtful cases honestly and without prejudice you find how many possible conclusions may be drawn, according to their arrangement. We must, of course, not have in mind that conviction and persuasion which is brought about by the use of many words. We have to consider only that adduction of facts and explanation, simple or complex, in a more or less skilful, intentional or unintentional manner, by means of which we are convinced at least for a moment. The variety of such conviction is well known to experience.

"The naïveté of the first glance often takes the prize from scholarship. All hasty, decisive judgment betrays, when it becomes habitual, superficiality of observation and impiety against the essential character of particular facts. Children know as completely determined and certain a great deal which is doubtful to the mature man" (V. Volkmar).

So, frequently, the simplest thing we are told gets its value from the manner of telling, or from the person of the narrator. And inasmuch as we ourselves are much more experienced and skilful in arranging and grouping facts than are our witnesses and the accused, it often happens that we persuade these people and that is the matter which wants consideration.

Nobody will assert that it will occur to any judge to persuade a witness to anything which he does not thoroughly believe, but we know how often we persuade ourselves to some matter, and nothing is more conceivable than that we might like to see other people agree with us about it. I believe that the criminalist, because, let us say, of his power, as a rule takes his point of view too lightly. Every one of us, no doubt, has often begun his work in a small and inefficient manner, has brought it along with mistakes and scantiness and when finally he has reached a somewhat firm ground, he has been convinced by his failures and mistakes of his ignorance and inadequacy. Then he expected that this conviction would be obvious also to other people whom he was examining. But this obviousness

is remarkably absent, and all the mistakes, cruelties, and miscarriages of justice, have not succeeded in robbing it of the dignity it possesses in the eyes of the nation. Perhaps the goodwill which may be presupposed ought to be substituted for the result, but it is a fact that the layman presupposes much more knowledge, acuteness, and power in the criminalist than he really possesses. Then again, it is conceivable that a single word spoken by the judge has more weight than it should have, and then when a real persuasion— evidently in the best sense of the word—is made use of, it must be influential. I am certain that every one of us has made the frightful observation that by the end of the examination the witness has simply taken the point of view of the examiner, and the worst thing about this is that the witness still thinks that he is thinking in his own way.

The examiner knows the matter in its relation much better, knows how to express it more beautifully, and sets pretty theories going. The witness, to whom the questions are suggestive, becomes conceited, likes to think that he himself has brought the matter out so excellently, and therefore is pleased to adopt the point of view and the theories of the examiner who has, in reality, gone too far in his eagerness. There is less danger of this when educated people are examined for these are better able to express themselves; or again when women are examined for these are too obstinate to be persuaded, but with the great majority the danger is great, and therefore the criminalist can not be told too often how necessary it is that he shall meet his witness with the least conceivable use of eloquence.

Forensic persuasion is of especial importance and has been considered so since classical days, whether rightly, is another question. The orations of state prosecutors and lawyers for the defense, when made before scholarly judges, need not be held important. If individuals are ever asked whether they were persuaded or made doubtful by the prosecutor or his opponent they indicate very few instances. A scholarly and experienced judge who has not drawn any conclusions about the case until the evidence was all in need hardly pay much attention to the pleaders. It may indeed be that the prosecution or defense may belittle or intensify one or another bit of evidence which the bench might not have thought of; or they may call attention to some reason for severity or mercy. But on the one hand if this is important it will already have been touched in the adduction of evidence, and on the other hand such points are

generally banal and indifferent to the real issue in the case. If this be not so it would only indicate that either we need a larger number of judges, or even when there are many judges that one thing or another may be overlooked.

But with regard to the jury the case is quite different; it is easily influenced and more than makes up for the indifference of the bench. Whoever takes the trouble to study the faces of the jury during trial, comes to the conclusion that the speeches of the prosecution and defense are the most important things in the trial, that they absorb most of the attention of the jury, and that the question of guilt or innocence does not depend upon the number and weight of the testimony but upon the more or less skilful interpretation of it. This is a reproach not to the jury but to those who demand from it a service it can not render. It is first necessary to understand how difficult the conduct of a trial is. In itself the conduct of a jury trial is no art, and when compared with other tasks demanded of the criminalist may be third or fourth in difficulty. What is difficult is the determination of the chronological order in which to present evidence, i. e., the drawing of the brief. If the brief is well drawn, everything develops logically and psychologically in a good way and the case goes on well; but it is a great and really artistic task to draw this brief properly. There are only two possibilities. If the thing is not done, or the brief is of no use, the case goes on irrelevantly, illogically and unintelligibly and the jury can not understand what is happening. If the trick is turned, however, then like every art it requires preparation and intelligence. And the jury do not possess these, so that the most beautiful work of art passes by them without effect. They therefore must turn their attention, to save what can be saved, upon the orations of the prosecution and defense. These reproduce the evidence for them in some intelligible fashion and the verdict will be innocence or guilt according to the greater intelligence of one or the other of the contending parties. Persuasiveness at its height, Hume tells us, leaves little room for intelligence and consideration. It addresses itself entirely to the imagination and the affections, captures the well-inclined auditors, and dominates their understanding. Fortunately this height is rarely reached. In any event, this height, which also dominates those who know the subject, will always be rare, yet the jury are not people of knowledge and hence dominations ensue, even through attempts at persuasiveness which have attained no height whatever. Hence the great danger.

The only help against this is in the study by the presiding justice, not as lawyer but as psychologist, of the faces of the jury while the contending lawyers make their addresses. He must observe very narrowly and carefully every influence exercised by the speeches, which is irrelevant to the real problem, and then in summing up call it to the attention of the jury and bring them back to the proper point of view. The ability to do this is very marvelous, but it again is an exceedingly difficult performance.

Nowadays persuadability is hardly more studied but anybody who has empirically attained some proficiency in it has acquired the same tricks that are taught by theory. But these must be known if they are to be met effectively. Hence the study of the proper authors can not be too much recommended. Without considering the great authors of the classical period, especially Aristotle and Cicero, there are many modern ones who might be named.