When you’re involved in a negotiation, mediation or litigation if you’re trying to get another person to see things your way what matters is not only what you say but how you say it. A recent study from the University of Michigan looks at how effective speakers were at getting subjects to agree to take a survey. They found that the smoothest, fastest speakers were the least effective.

Science Daily reports that the study looked at how speech characteristics impacted decisions to take a telephone survey. Researchers listened to recordings of 1,380 calls by 100 male and female telephone interviewers. They analyzed speech rates, fluency and pitch, as well as their ability to convince people to take the survey.

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Language is the tool that lawyers use in their trade. For most lawyers they wouldn’t be lawyers if not for their language skills. But when you’re trying to persuade someone, whether it’s an opposing party, opposing counsel, judge, jury or even your client, you may be well served not to show off all those verbal skills or you’ll be seen as too glib, shallow and untrustworthy.

Slow down a little bit, use your natural pitch and punctuate your words with pauses. Trying to convince someone is not a race, take a breath or two. It may be time well spent.

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