How to argue your position

Evidence carries more weight when it is quantified

Numbers are persuasive. Saying that a person is “tall” is vague. “Tall” may not mean the same thing to you as it does to me. Saying that same person measures six feet, nine inches in height gives a much clearer picture of what you mean by “tall.”

Absenteeism, seniority, written reprimands, education, training, and past experience are examples of evidence that can be quantified. You can count the number of absences a person has, or the years of seniority, or the years of experience on the job.

Ability, aptitude, personality, character, dependability, friendliness, and professionalism are terms that cannot be quantified. As much as possible, avoid using terms that cannot be quantified. If you must do so, back them up with quantified facts.

For example, saying, “Joe is dependable” is not very persuasive. It is your judgment of one of Joe’s personal traits, and the arbitrator has no way of knowing what you base your judgment on.

If you add, “Joe has worked seven years at this job with only four absences, and his work has never failed a quality control inspection,” then the arbitrator has a much clearer picture of Joe’s dependability.