Susan Cain, in her book Quiet: The Power of Introverts in a World that Can’t Stop Talking, discusses the difficulties of working in a career field that values extroversion over introversion and introduces some strategies on how to succeed and even thrive as an introvert in a world that elevates extroversion as the ideal. The extrovert ideal is a relatively new societal belief that Cain argues began in the early 1900s. Dale Carnegie was an influential leader in this movement. Carl Jung, in 1921, noticed this shift, as Cain points out:
“[He] noted the newly precarious status of introversion. Jung himself saw introverts as ‘educators and promoters of culture’ who showed the value of the ‘interior life which is so painfully wanting in our civilization.’ But he acknowledged that their ‘reserve and apparently groundless embarrassment naturally arouse all the current prejudices against this type.’”
Cain, an honors graduate of Princeton and Harvard Law School and later a Wall Street Lawyer, noticed that no matter your career and no matter your personality type if you are pursuing something because it is a goal you deem worthy and which you “identify as your core personal project,” then pursuing such a goal will not work against your personality but be emphasized by it.
One of the major roadblocks to success is a fear of public speaking. Glossophobia, or the fear of public speaking, is the number one fear for about 75% of the US population, often outranking even the fear of death. “Depending on which study you consult, one-third to one-half of Americans are introverts - in other words, one out of every two or three people you know.” So, it is not only introverts who suffer from this phobia. That said, Cain mentions that it is often harder for introverts to speak off the top of their head, so taking time to develop their thoughts before a speech, meeting, or trial presentation is important. Amanda Panagakis, PhD. speaks to preparation for trial attorneys across the board: “Being well-prepared allows you to lead with confidence and respond effectively to unexpected developments. Confidence is crucial in conveying your expertise and persuading others. Confidence comes from thorough preparation and a deep understanding of your case.” Thus, introverts greatly benefit from thorough preparation before public speaking, but so do all legal professionals - personality aside.
Although public speaking and storytelling might not come as naturally to the introvert, introverts have inborn talents that are of great advantage in the courtroom. One such skill is listening. As the saying goes, “we have two ears and one mouth, and we should use them proportionately.” One domain where listening can contribute to success is during voir dire. Although it may seem counterintuitive, when you are in the spotlight speaking to a large panel of people, the skill of listening can play a major part in the outcome. First Court trial consultant Kristi Harrington writes, “The art of advocacy begins with listening, the quiet skill that still changes everything. Listening changes everything, especially before trial. Every case begins with a story worth hearing, and the best trial teams start by finding out what jurors will say in response.”
When you listen with intention, you often catch or remember items that others might miss. One simple way to build trust with the jurors in voir dire or with individuals in any corporate setting is to remember both their first and last names. The classic quote by Dale Carnegie, “Remember that a person’s name is to that person the sweetest and most important sound in any language,” is helpful if used intentionally and not excessively. As Michael Liffrig, J.D., states: “Although difficult, remembering the last names of all the jurors is impressive. It will make the jurors feel valued. Remembering their names will also show that you are intelligent and thus make it easier for the jurors to respect you and want to follow your lead.”
Another way to build trust with the venire from the start is purposeful eye contact. Although introverts thrive on creating one-on-one connections, in group settings, they often retreat into their shell. This is the time when introverts need to be cognisant of eye contact. Although lack of eye contact can indicate dishonesty or uncertainty, for an introvert, it is often caused by a need to recharge. When you notice your social energy lagging, remind yourself to be conscious of eye contact.
Drawing from her experience as a circuit court judge, Kristi Harrington pointed out that eye contact is a major determinant of trust. Pointing to articles by Judge Richard Markus and the American Bar Association, Harrington states: “Both sources agree on this point. Trust is built through nonverbal behavior. Jurors decide whether they trust the attorney before evaluating any fact. When eye contact is steady and intentional, credibility rises. When it drifts, credibility drops.” She further explained that eye contact also builds a bridge between the attorney and the jurors and creates space for them to open up honestly and authentically disclose their opinions or experiences.
Building trust doesn’t only come from the way you speak but also from the way you present yourself. First impressions are lasting, and the very first impression you make is your appearance. While this applies to the way you dress, your stance and overall presence play into this as well. Panagakis explains: “Attire can be a form of nonverbal communication. An attorney’s choice of clothing can convey their intentions, seriousness, and approachability, which will influence how others perceive and interact with them. It exudes professionalism, credibility, and confidence.” Importantly, Panagakis notes that you should dress for the community. One attorney we worked with relayed a trial experience where overdressing hurt the credibility of a trial lawyer. The case was in a small venue in the Mountain West region. Our client relayed that the day the trial began, in walked a big-shot attorney from LA wearing a suit that must have cost a couple of grand. Immediately, the expressions of the jury panel became skeptical. Our client noted that from that point on, he knew the outcome of the case would be in his favor.
In the ABA’s article The Five Secrets to Speaking with Confidence, they describe your stance as an indicator of confidence. Dr. Aziz Gazipura indicates that a stance of openness reveals a desire to connect: “Displaying openness in your posture communicates trust and warmth.” For introverts, an open and vulnerable stance might be even less comfortable than for the extrovert. Practice at home until it becomes increasingly natural to you, and slowly incorporate it into everyday conversations before translating it into the corporate world.
There are many strategies for becoming successful as an introvert in an extroverted field. One of the most important things is to realize that there are pros and cons to every personality type. It is important to push yourself outside of your comfort zone, but it is equally important to realize the skills you already naturally possess and to build off of them. Instead of trying to become an extrovert, become the best version of your introverted self.
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