Lawyers, Liars, and the Art of Storytelling by
Jonathan Shapiro is probably best
characterized as a “why-to” rather than a “how-to” tell persuasive stories in a
legal setting. To be sure, Shapiro offers numerous suggestions to improve both
written and oral advocacy, but the book is mostly an irreverent mix of
stories—stories about real lawyers and real cases; stories about TV lawyers;
stories about Hollywood types; and stories about non-legal characters who are,
themselves, larger than life. Shapiro adeptly shows readers how to craft a
story and uses the stories he crafts to show why stories are important:
If the book
sometimes reads like an excuse to tell stories rather than as a manual on how
to tell them, then I have done my job. Stories are meant to be instructive and entertaining. Stories that are
instructive but not entertaining are called lectures.
Shapiro makes his criticism of
lawyers clear from the beginning: many lawyers fail to recognize the importance
of storytelling, fail to learn their clients’ stories, and fail to tell those
stories persuasively. Why is legal storytelling so important? According to
Shapiro,
What
lawyers actually do—all of them—is gather information and then share it with
others in the most effective way possible. They do this to persuade others to
do or not to do something or to make a certain decision….Storytelling—what it
is, why it matters, how to do it—is not, therefore, a metaphor for legal
advocacy. It is legal advocacy itself.
Shapiro’s chapters on Aristotle’s
rhetorical triangle, logos, ethos, and pathos, are particularly important to
those of us interested in legal writing. Shapiro argues—rightly, I think—that while
each leg of the triangle is necessary to craft a story that can withstand
scrutiny, no two triangles should be alike:
Every
triangle has three sides. But each triangle has its own unique shape and appearance...It’s
is the lawyer’s job to tell the right story, to build the appropriate triangle
for his or her client, to make subjective judgments based on the variables as
to whether to spend more or less time on establishing ethos, displaying logos,
or eliciting pathos.
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Jonathan Shapiro Photo courtesy of www.artoftellingstories.com |
What
follows is a series of stories designed to both show the power of these
rhetorical techniques and to teach lawyers how to construct their triangles for
maximum effectiveness. Sounds as fun as a dentist appointment, right? Wrong.
The lure of Lawyers is Shapiro’s
ability to entertain and instruct simultaneously. You won’t even realize how
much you’ve learned until you find yourself starting to implement Shapiro’s
storytelling methods in your own work.
Lawyers is a delight throughout, chock full of hilarious quips, anecdotes,
tips, and pointers. Some of my favorites include:
·
Building credibility (“In a robe, [Ruth Bader]
Ginsburg was as commanding as the biblical Ruth. Out of her robe, she was my
mother-in-law.”);
·
Being or having a good editor (“If I could have a
superpower, it would not be invisibility or the ability to fly. It would be the
power to edit.); and
·
Using technology to enhance storytelling (“Technology
requires that all storytellers, including lawyers, rethink how to communicate
with the audience.”).
Lawyers is—as reviewer Paul Reiser promises—informative,
insightful, and funny. The 270-page book is a quick read. But its irreverence
shouldn’t be confused with lack of substance. Lawyers has much to offer both to trial lawyers and those whose
written work is their primary means of advocacy. No need to bring a highlighter
or take notes, though. Thanks to Shapiro’s own ability to tell stories, you
won’t need either to learn (and remember) lots from Lawyers!