{"id":3276,"date":"2021-12-13T21:39:19","date_gmt":"2021-12-13T21:39:19","guid":{"rendered":"https:\/\/law.temple.edu\/aer\/?p=3276"},"modified":"2021-12-16T14:55:39","modified_gmt":"2021-12-16T14:55:39","slug":"the-persuasive-power-of-up","status":"publish","type":"post","link":"https:\/\/law.temple.edu\/aer\/2021\/12\/13\/the-persuasive-power-of-up\/","title":{"rendered":"BRAIN LESSONS: THE PERSUASIVE POWER OF “UP”"},"content":{"rendered":"

Everyone nowadays seems to think they are a photographer and I\u2019m no different.\u00a0 I own too much gear.\u00a0 I have a website.\u00a0 I watch innumerable YouTube videos about Photoshop.\u00a0 The great Dorthea Lange once said, \u201cThe camera is an instrument that teaches people how to see without a camera.\u201d\u00a0 It\u2019s absolutely true.\u00a0 I see all my travels through the eye of a camera lens.\u00a0 I went to Iceland once to put these eyes upon the aurora borealis.\u00a0 On our first night under clear skies, my wife and I spent an hour just looking upward for any hint of something burbling in the heavens. \u00a0We were atop a large and often-photographed rock formation.\u00a0 Windswept Atlantic waves crashed at the cliffs to the south while our eyes were fixed to the north.\u00a0 With no light pollution to speak of, there was so much to see overhead.\u00a0 The Milky Way seemed crisper at its edges.\u00a0 Venus and Jupiter were paired-off to our west like lovers watching and waiting for the same display.\u00a0 Meteors flickered in and out with the rarity and stealth of winter fireflies.\u00a0 We kept looking up.\u00a0 Finally, she emerged in green robes from her darkened closet of the north sky. \u00a0What a beauty.\u00a0 My head slowly tilted backward as the aurora came toward us, booming over us and around us as if its lights were the manifests of a deafening sound.\u00a0 My wife burst into tears.\u00a0 You could have whispered any incredible lie about the cosmos to me in that moment and I\u2019d have believed it.<\/p>\n

We \u201clook up\u201d to both the heavens and our heroes.\u00a0 We seek permissions from authorities above us.\u00a0 We climb mountains to find sages.\u00a0 We make appeals to a higher court.[1]<\/a>\u00a0 We are inclined to the inclined.\u00a0 Would it be possible to leverage these spatial truisms into jury verdicts? \u00a0Can we get a jury to believe what we want them to believe just by getting them to look<\/em> upward? The thought actually isn\u2019t so out of this world.<\/p>\n

A trio of researchers tested the influence of an upward gaze by having participants make judgments on subjective and objective matters, changing the level of the computer screen on which advice about those judgments appeared.\u00a0 The methods were complex, so I will simplify them a bit for the space we have here.[2]<\/a>\u00a0 Participants looked first at a level computer screen and were asked to make guesses on the weights of various on-screen objects.\u00a0 They were also asked to rank, by importance, seven attributes one would consider when looking at applicants for a given internship.\u00a0 Three of those qualifications were considered subjective (\u201cattire, interest, nonverbal behavior\u201d) and four were considered objective (\u201cgrade point average, knowledge of project, prior relevant coursework\u201d).[3]<\/a>\u00a0 Participants recorded their answers on paper and were then asked to change computers where they would answer all the same questions again.\u00a0 The second computer monitor, however, was positioned either below, at, or above the subjects\u2019 eye levels.\u00a0 On the second monitor, elevated or not, participants were shown answers to the same questions from some other hypothetical, previous participant.\u00a0 All of this was conducted under the pretense that researchers were testing office-space ergonomics. Would those participants who saw answers from previous participants be swayed by those answers if this new information appeared above<\/em> their eye level?\u00a0 As it turns out, yes.\u00a0 \u201c[P]articipants gazing upward were significantly more likely to accept the answer of the \u2018previous participant,\u2019 compared with participants gazing straight ahead or down.\u201d[4]<\/a>\u00a0 Interestingly enough, an upward gaze at the \u201cadvice\u201d of other participants affected the subjective<\/em> judgments, but did not work to change participants\u2019 views of the objective job-interview qualifications.[5]<\/a>\u00a0 The idea there being that the subjective guesses dealt with greater uncertainty and uncertainty was more likely to make a participant more susceptible to other influences.[6]<\/a><\/p>\n

The researchers point out that this study didn\u2019t attempt to gauge the durability of the effects on the participants.[7]<\/a>\u00a0 Thus, there isn\u2019t enough data for the trial lawyers present to have confidence that upwardly presented information during closing argument will<\/em> impact deliberations days later.\u00a0 Even so, is there really any harm in using that drop-down screen or in making that exhibit easel a little bit taller?\u00a0 As I raise my eyes upward and stroke my beard in contemplation, I don\u2019t see any harm in it.<\/p>\n

Plato said, \u201cAstronomy compels the soul to look upwards and leads us from this world to another.\u201d[8]<\/a>\u00a0 As I think back on looking up at the greatest heavenly display I can recall, there is something that feels like it has changed within me.\u00a0 Oh, this thing doesn\u2019t have to be so<\/em> weighty or magnanimous.\u00a0 Perhaps the change need only be as simple as recognizing that sometimes the words \u201cspace\u201d or \u201csky\u201d are poor substitutes when the word \u201cheavens\u201d is the richest descriptor.\u00a0 Let\u2019s all take some time this month to stare upward at the stars, away from the glare of city lights.\u00a0 We can go visit that uncle of yours who farms corn on the plains of western Iowa.\u00a0 It\u2019ll be good for us and he\u2019ll be happy for the visit.\u00a0 \u201cSpace\u201d and \u201csky\u201d will leave our mouths as quickly as our winter breaths and, looking upward, it\u2019ll be \u201cheavens\u201d for me and you from here on out.<\/p>\n

\"\"<\/p>\n

 <\/p>\n

[1]<\/a> For more examples, See <\/em>Tara Van Bommel et al., Looking Up for Answers: Upward Gaze Increases Receptivity to Advice<\/em>, Current Research in Social Psychology 60-70 (Sept. 25, 2013), https:\/\/crisp.org.uiowa.edu\/sites\/crisp.org.uiowa.edu\/files\/2020-04\/crisp22_11.pdf<\/p>\n

[2]<\/a> See Id. <\/em><\/p>\n

[3]<\/a> Id. <\/em>at 63.<\/p>\n

[4]<\/a> Id. <\/em>at 66.<\/p>\n

[5]<\/a> Id. <\/em>at 64.<\/p>\n

[6]<\/a> See<\/em> Id. <\/em>at 65.<\/p>\n

[7]<\/a> Id. <\/em>at 67.<\/p>\n

[8]<\/a> I admit I don\u2019t know who authored this translation, but it\u2019s a nicer version than my copy of The Republic <\/em>which says, \u201cIn my opinion it\u2019s plain to everyone that astronomy compels the soul to see what\u2019s above and leads it there away from the things here.\u201d \u00a0The Republic of Plato 208 (Allan Bloom trans., Basic Books 2d ed. 1968).<\/p>\n","protected":false},"excerpt":{"rendered":"

Everyone nowadays seems to think they are a photographer and I\u2019m no different.\u00a0 I own too much gear.\u00a0 I have a website.\u00a0 I watch innumerable YouTube videos about Photoshop.\u00a0 The great Dorthea Lange once said, \u201cThe camera is an instrument that teaches people how to see without a camera.\u201d\u00a0 It\u2019s absolutely true.\u00a0 I see all<\/p>\n","protected":false},"author":31,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"generate_page_header":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[5],"tags":[],"coauthors":[203],"class_list":["post-3276","post","type-post","status-publish","format-standard","hentry","category-brain-lessons"],"yoast_head":"\nBRAIN LESSONS: THE PERSUASIVE POWER OF "UP" - Advocacy and Evidence Resources<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/law.temple.edu\/aer\/2021\/12\/13\/the-persuasive-power-of-up\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"BRAIN LESSONS: THE PERSUASIVE POWER OF "UP" - Advocacy and Evidence Resources\" \/>\n<meta property=\"og:description\" content=\"Everyone nowadays seems to think they are a photographer and I\u2019m no different.\u00a0 I own too much gear.\u00a0 I have a website.\u00a0 I watch innumerable YouTube videos about Photoshop.\u00a0 The great Dorthea Lange once said, \u201cThe camera is an instrument that teaches people how to see without a camera.\u201d\u00a0 It\u2019s absolutely true.\u00a0 I see all\" \/>\n<meta property=\"og:url\" content=\"https:\/\/law.temple.edu\/aer\/2021\/12\/13\/the-persuasive-power-of-up\/\" \/>\n<meta property=\"og:site_name\" content=\"Advocacy and Evidence Resources\" \/>\n<meta property=\"article:published_time\" content=\"2021-12-13T21:39:19+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-12-16T14:55:39+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/law.temple.edu\/aer\/wp-content\/uploads\/sites\/5\/2021\/12\/looking-up-12-21.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"892\" \/>\n\t<meta property=\"og:image:height\" content=\"593\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Grant Rost\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Grant Rost\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"5 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/law.temple.edu\/aer\/2021\/12\/13\/the-persuasive-power-of-up\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/law.temple.edu\/aer\/2021\/12\/13\/the-persuasive-power-of-up\/\"},\"author\":{\"name\":\"Jules M Epstein (hehimhis)\",\"@id\":\"https:\/\/law.temple.edu\/aer\/#\/schema\/person\/ebe47f403ad14e2c5faec834f2d8472e\"},\"headline\":\"BRAIN LESSONS: THE PERSUASIVE POWER OF “UP”\",\"datePublished\":\"2021-12-13T21:39:19+00:00\",\"dateModified\":\"2021-12-16T14:55:39+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/law.temple.edu\/aer\/2021\/12\/13\/the-persuasive-power-of-up\/\"},\"wordCount\":1009,\"publisher\":{\"@id\":\"https:\/\/law.temple.edu\/aer\/#organization\"},\"image\":{\"@id\":\"https:\/\/law.temple.edu\/aer\/2021\/12\/13\/the-persuasive-power-of-up\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/law.temple.edu\/aer\/wp-content\/uploads\/sites\/5\/2021\/12\/looking-up-12-21-300x199.jpg\",\"articleSection\":[\"Brain Lessons\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/law.temple.edu\/aer\/2021\/12\/13\/the-persuasive-power-of-up\/\",\"url\":\"https:\/\/law.temple.edu\/aer\/2021\/12\/13\/the-persuasive-power-of-up\/\",\"name\":\"BRAIN LESSONS: THE PERSUASIVE POWER OF \\\"UP\\\" - 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