Lawyer negotiation : theory, practice, and law / Jay Folberg, Dwight Golann.
2011
KF9084 .F65 2011 (Map It)
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Details
Author
Title
Lawyer negotiation : theory, practice, and law / Jay Folberg, Dwight Golann.
Published
New York : Aspen Publishers, [2011]
Copyright
©2011
Call Number
KF9084 .F65 2011
Edition
Second edition.
ISBN
9780735599703 (alk. paper)
073559970X (alk. paper)
073559970X (alk. paper)
Description
xxv, 416 pages : illustrations ; 26 cm
System Control No.
(OCoLC)676923229
Bibliography, etc. Note
Includes bibliographical references (pages 389-402) and index.
Record Appears in
Added Author
Table of Contents
Preface
xix
Acknowledgments
xxi
ch. 1
Negotiation And Conflict
1
A.
Introduction To Negotiation
1
B.
Conflict Is What We Make It
2
Some Wise And Mistaken Assumptions About Conflict And Negotiation / Jeffrey Z. Rubin
3
C.
The Triangle Of Conflict And Negotiation
6
Tiger Attack
8
Negotiation As A Healing Process / Gerald R. Williams
9
ch. 2
Perception, Fairness, Psychological Traps, And Emotions
13
A.
The Role Of Perceptions
13
The War Of The Roses / Warren Adler
14
The Conflict Helix / R.J. Rummel
14
B.
The Impact Of Fairness
18
The Home-Run Ball Catch
18
Perceptions Of Fairness In Negotiation / Nancy A. Welsh
20
C.
Psychological Traps And Professional Objectivity
22
D.
The Role Of Emotions And Emotional Intelligence
26
Interpersonal Dynamics: Helping Lawyers Learn The Skills, And The Importance, Of Human Relationships In The Practice Of Law / Joshua D. Rosenberg
27
ch. 3
Competitive And Cooperative Negotiation
31
Microsoft V. Stac
31
Note: Game Theory And The Prisoners' Dilemma
34
A.
Competitive/Adversarial Approach
36
A Primer On Competitive Bargaining / Gary Goodpaster
36
Note: Responses To Competitive Hardball And Difficult People
41
B.
Cooperative/Problem-Solving Approach
42
Note: Positions Vs. Interests
43
Toward Another View Of Legal Negotiation: The Structure Of Problem Solving / Carrie Menkel-Meadow
45
C.
The Tension Between Creating Value And Claiming Value
49
Pros And Cons Of "Getting To Yes" / Roger Fisher
49
ch. 4
A Combined Approach And Choosing A Style
53
A.
Combined Approach --- Creating Value And Claiming Value
53
The Manager As Negotiator: Bargaining For Cooperation And Competitive Gain / James K. Sebenius
53
Note: Differences Can Create Joint Gains
57
The Limits Of Integrative Bargaining / Gerald B. Wetlaufer
58
1.
Cooperation Vs. Competitiveness---Who Decides?
61
2.
Ends Vs. Means
62
B.
Choosing An Effective Approach
63
1.
Negotiating Within Your Comfort Zone
63
"I See A Pattern Here And The Pattern Is You": Personality And Dispute Resolution / John Richardson
65
2.
Effectiveness And Style
68
Perception, Reputation And Reality: An Empirical Study Of Negotiation Skills / Andrea Kupfer Schneider
69
Note: A Critique Of The Studies
73
ch. 5
Negotiation Step By Step --- The Beginning
75
A.
Negotiation Stages And Approaches
75
B.
Getting Ready To Negotiate
77
1.
Preparation
78
A Positive Theory Of Legal Negotiation / Russell Korobkin
78
2.
Setting Goals
80
Bargaining For Advantage: Negotiation Strategies For Reasonable People / G. Richard Shell
81
3.
Negotiation Preparation Checklists
84
Note: Web And Computer-Assisted Preparation
86
C.
Initial Interaction
87
1.
Trust And Rapport
87
Terry Waite: A Study In Authenticity / Robert Benjamin
88
Note: Rapport And Reciprocity
89
D.
Exchanging And Refining Information
90
1.
Listening And Questioning
90
A Woman's Guide To Successful Negotiating / Jessica Miller
91
2.
Managing Information
94
Negotiation: Theory And Practice / Melissa L. Nelken
95
E.
Opening Demands And Offers
98
Legal Negotiation / Charles Craver
99
Negotiation Genius / Max H. Bazerman
102
A Civil Action / Jonathan Harr
105
ch. 6
Negotiation Step By Step --- The Middle
107
A.
Bargaining
107
1.
Managing Concessions
107
Planning And Executing An Effective Concession Strategy / Theron O'Connor
108
2.
Value-Creating Trades And Brainstorming
111
Beyond Winning: Negotiating To Create Value In Deals And Disputes / Andrew S. Tulumello
111
3.
Multiparty Bargaining---Coalitions And Holdouts
113
The Lawyers: Class Of ̀69 / John M. Poswall
115
B.
Moving Toward Closure
116
1.
The Role Of Power And Commitment
116
Negotiating Power: Getting And Using Influence / Roger Fisher
117
Note: Irrational Threats, Absolute Commitments, And Perception Of Power
122
The Wizard And Dorothy, Patton And Rommel: Negotiation Parables In Fiction And Fact / H. Lee Hetherington
124
2.
Deadlines And Final Offers
127
Civil Warrior: Memoirs Of A Civil Rights Attorney / Guy T. Saperstein
127
Note: The Effect Of Scarcity And Deadlines
128
Defusing The Exploding Offer: The Farpoint Gambit / Robert J. Robinson
129
3.
Decision Tree Analysis
132
Decision Trees --- Made Easy / Richard Birke
133
Note: The Problem With Risk Analysis And Decision Trees
137
ch. 7
Negotiation Step By Step --- The End
139
A.
Impasse Or Agreement
139
1.
Apologies
139
Apologies And Legal Settlement: An Empirical Examination / Jennifer K. Robbennolt
140
Note: Evidentiary Consequences Of Apologies
145
2.
Splitting The Difference And Dealing With Impasse
147
Bargaining For Advantage: Negotiation Strategies For Reasonable People / G. Richard Shell
147
3.
Logrolling And Packaging
150
4.
Agree To Disagree: Contingent Agreements
151
Contingent Agreements: Agreeing To Disagree About The Future / Michael Moffitt
152
B.
Finalizing And Writing The Agreement
155
1.
Release Of Claims
156
2.
Structured Settlements
157
3.
Ratification
157
4.
Single Text Agreements
158
Effective Legal Negotiation And Settlement / Charles B. Craver
158
ch. 8
Telephone And Cyber Negotiation
163
A.
Negotiating By Telephone And Video Communication
163
Take The Deal!
165
B.
E-Mail And Texting Negotiation
165
Cyber E-Mail Negotiation Vs. Traditional Negotiation: Will Cyber Technology Supplant Traditional Means Of Settling Litigation? / Lynn A. Epstein
166
Rapport In Legal Negotiation: How Small Talk Can Facilitate E-Mail Dealmaking / Janice Nadler
170
Note: Avoiding Costly E-Mail Mistakes
177
C.
Online Dispute Resolution
180
A Numbers Game / Douglas S. Malan
181
Online Dispute Resolution / Ethan Katsh
183
ch. 9
Gender, Culture, And Race
187
A.
Moving Beyond Gender Stereotypes
187
The Shadow Negotiation: How Women Can Master The Hidden Agendas That Determine Bargaining Success / Judith Williams
188
Gender: An (Un)Useful Category Of Prescriptive Negotiation Analysis / Amy Cohen
193
The Power Of Underestimation
195
B.
Cultural Differences, Or Why The World Is Not Boring
195
Caveats For Cross-Border Negotiations / James K. Sebenius
196
Note: Research On Culture And Negotiation
200
Culture And Negotiation Processes / Jeanne M. Brett
201
C.
Is Race A Factor In Negotiations?
205
Race And Negotiation Performance: Does Race Predict Success As A Negotiator? / Charles B. Craver
206
Note: Response Of An African-American Law Professor
209
ch. 10
Negotiation Ethics
211
A.
Deception Vs. Disclosure
211
Ethics In Settlement Negotiations: Foreword / Patrick E. Longan
213
B.
Client Control Vs. Lawyer Integrity (Conflicts Of Interest)
217
The Moral Compass Of The American Lawyer / Carol M. Langford
218
Bargaining In The Dark: The Normative Incoherence Of Lawyer Dispute Bargaining Role / Robert J. Condlin
220
Beyond Winning: Negotiating To Create Value In Deals And Disputes / Andrew S. Tulumello
224
Fee Arrangements And Negotiation / Herbert M. Kritzer
227
C.
Good Faith Vs. Threats, Exposure, And Coercion
228
When David Meets Goliath: Dealing With Power Differentials In Negotiations / Elliot M. Silverstein
229
D.
Ethics Reform And New Forms Of Practice
234
1.
Reform Proposals And Guidelines
234
2.
Collaborative Law, Cooperative Practice, And Mindfulness
234
Mindfulness In The Law And Adr: Can Saints Negotiate? / Scott R. Peppet
237
ch. 11
The Law Of Negotiation
241
A.
How Law Impacts Negotiation
241
B.
Offers Of Settlement And Fee Shifting
242
Note: Rule 68 Requirements
243
Bmw Of North America, Inc. V. Krathen
244
Marek V. Chesny
246
Is The Gummy Rule Of Today Truly Better Than The Toothy Rule Of Tomorrow? How Federal Rule 68 Should Be Modified / Anna Aven Sumner
251
Note: Does Frcp 68 Create More Risk Taking Rather Than Less?
254
C.
Mary Carter Agreements
255
Abbot Ford, Inc. V. The Superior Court Of Los Angeles County; Ford Motor Co.
256
D.
Common-Law Limits --- Fraud, Misrepresentation, And Duress
261
The Law Of Bargaining / Nancy Welsh
261
E.
Tax Considerations
263
Taxing Matters In Settling Cases / Robert W. Wood
264
F.
Negotiation Malpractice
268
Nicolet Instrument Corp. V. Lindquest & Vennum
269
Note: Gravamen Of Malpractice
271
Ziegelheim V. Apollo
272
Post-Settlement Malpractice: Undoing The Done Deal / Lynn A. Epstein
276
Note --- Preventing Negotiation Malpractice
279
ch. 12
Obstacles To Agreement And Negotiation Assistance
281
A.
Obstacles
281
Why Negotiations Fail: An Exploration Of Barriers To The Resolution Of Conflict / Robert H. Mnookin
282
B.
Negotiation Assistance
286
C.
Mediation
288
1.
What Is Mediation?
288
2.
What Do Mediators Do?
288
3.
What Is The Structure Of Mediation?
289
a.
Pre-Mediation
289
b.
The Opening Session
289
c.
Private Caucusing
289
d.
Moderated Discussions
290
e.
Follow-Up Contacts
290
f.
Variations In Format
290
Death Of A Student
291
Note: An Example Of Mediation In Aid Of Negotiation
291
4.
Goals For The Process
293
a.
Resolve A Claim In Litigation On The Best Possible Monetary Terms
293
b.
Develop A Broad, Interest-Based Resolution
294
c.
Repair The Parties' Ruptured Relationship
294
d.
Change The Parties' Perspectives
294
e.
Choices Among Potential Goals
295
5.
Mediator Styles
296
a.
Classifying Styles
296
Mediator Orientations, Strategies And Techniques / Leonard L. Riskin
296
b.
Do Mediators Have A Single Style?
298
6.
Mediation Techniques To Overcome Negotiation Obstacles
299
a.
Build A Foundation For Settlement
300
b.
Allow Participants To Argue And Express Feelings
300
c.
Moderate The Bargaining And Offer Coaching
301
d.
Seek Out And Address Hidden Issues
301
e.
Test The Parties' Alternatives; If Necessary, Evaluate The Adjudication Option
302
f.
Break Bargaining Impasses
303
7.
"Deal Mediation"
304
Contract Formation In Imperfect Markets: Should We Use Mediators In Deals? / Scott R. Peppet
304
D.
Judicial Settlement Conferences And Court Adr Programs
307
1.
Judge-Led Settlement Conferences
307
2.
Court Adr Programs
308
Alternative Dispute Resolution: An Empirical Analysis / Jay Folberg
309
3.
A Perspective On Adr Principles
313
A Judge's Perspective On Lawyering And Adr / Wayne Brazil
313
ch. 13
Mediating For Negotiation Advantage
317
A.
Introduction
317
B.
Initial Strategy
318
1.
General Advice
318
How Advocacy Fits In Effective Mediation / Jeffrey G. Kichaven
319
Twenty Common Errors In Mediation Advocacy / Tom Arnold
320
Mediation Representation: Advocating In A Problem-Solving Process / Harold Abramson
325
2.
When To Mediate
326
3.
How To Initiate The Process
328
C.
Structuring The Mediation
329
1.
Selecting A Mediator
329
Strategic Considerations In Choosing A Mediator: A Mediator's Perspective / David S. Ross
329
2.
Ensuring The Presence Of Necessary Participants
331
A Mediator's Tip: Talk To Me! / Jerry Spolter
332
3.
Influencing The Format
333
4.
Planning For Court-Connected Mediation
334
D.
Preparing To Mediate
335
1.
Developing A Negotiating Plan
335
2.
Exchanging Information
336
a.
Exchanging Data With The Other Party
336
b.
Educating The Mediator
337
3.
Preparing The Client
338
E.
Representing Clients During The Process
339
1.
Joint Meetings
340
a.
The Opening Session
340
b.
Other Joint Formats
342
2.
Caucusing
343
a.
Early Caucuses
343
b.
Later Caucuses
345
F.
Conclusion
353
ch. 14
Negotiated Settlement Policy And Limits
355
A.
Is Settlement Desirable?
355
Against Settlement / Owen M. Fiss
355
Three Things To Be Against ("Settlement" Not Included) / Michael Moffitt
361
B.
Should You Always Negotiate?
367
Family War
367
Bargaining With The Devil: When To Negotiate, When To Fight / Robert Mnookin
369
C.
Judicial Encouragement Of Settlement
373
Note --- Compelled Participation And Good-Faith Bargaining
375
D.
Court Approval Of Negotiated Settlements
378
Note --- Class Settlement Fairness And Objectors
379
E.
A New Role For Lawyers --- Settlement Counsel
380
Why Should Businesses Hire Settlement Counsel? / Kathy A. Bryan
380
Appendix
387
Bibliography And References
389
Table Of Cases
403
Index
405