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PRzFACE．．．．．．．．．．．．．．．．．．．．．III
TABLE OF CASES……………………………XVI
Chapter 1． Negotiation in Law Practice 1
A． Introduction………………………………… 1
B． Representing Clients in Legal Negotiation 7
1．The Obligation of Competent Repre-
sentation……………………………… 8
a．Professional Ethical Rules…… 8
b． A88e88ing Negotiating Compe．
tence or Effectiveness………… 9
c．Legal Malpractice………………… 11
2． ProfessiOnal Obligation to Keep Cli．
ent8 Informed……………………… 13
3． Infovined Client DecisiOn Making
and Consent………………………… 15
4．The Lawyer as the Client’s Agent 19
C． Basic Type8 Of Legal Negotiations……… 20
1．Contractual Transactions…………… 21
2． Civil Di8putes………………………… 23
3．Labor-Management Negotiations…25
4．Criminal Case8………………………… 27
5． Divorce and Domestic Relations
Problem8……………………………… 29
6． InternatiOnal Legal Negotiations… 30
Chapter 2- Cue Evaltlation，8utmtantive
Preparation for Legal Nego-
tiations,and Working With
the Client………………………32
A． Case Evaluation Skill8 Among Lawyers 32
B． Rasic EIement8 Of Case Value…………… 34
1．Certainty of Liability………………… 34
2．Element8 and Measures of Damage 35
a．Judicial Remedies………………… 35
b．General Damages……………… 36
c．Special Damages…………………37
3．Timing of Payment8…………………38
a． CadCUlating the Present or Fu．
ttire Value Of Any One Future
Payment or Receipt．．．．．．．．．．．．．．．．39
b．Calculating the Present Value Of
a Stream Of FutUre Payment8
or Receipts……………………… 43
4．Taxation………………………………… 46
a． Plaintiffs…………………………… 46
b．Deflendant8…………………………48
5．Effectiveness of Counsel．……………48
6．Leverage………………………………… 49
7．Insurance Coverage………………… 49
C． Case Evaluation Methods…………………49
1．Past Jury Verdict8 in Similar Case8 50
a． Likelihood Of a Favorable Vero
dict………………………………… 50
b．Ran．ge of Damages………………51
2．Rule8 0f Thumb……………………… 52
C． Case Evaluation Methods--Continued
3．Formula8………………………………52
4．Group Evaluation……………………55
5．Professional Economic Analysis……56
D· Goa~p Interests,Target Point8，Minimum
Dispositions,the”Best A1ternative to a
Negotiated Agreement，’’and Working
With the CIient………………………57
E．Other Legsi Aspects That Should Be Con．
sidered Prior to Entel．ing Int0 Negotia-
ti0118…………………………………………69
1．Settlement Offer8 and Discussi0
Evidence at Trial…………………70
2．Procedural RulAffecting Offer8 of
Compromise…………………………75
3．Effect 0fNegotiations on the Statute
Of Limitationfl………………………77
F．Legal Disputes That ShOUld N0t Be Nego-
tiated…………………………………………77
1． FriVOlOUS Or Pure Nuisance Suits… 78
2．Development Or Clarification 0f the
Law．…………………………………79
3．Satisfaction of the Demand for Trial
by One 0r Both 0f the Parties…79
4．Impossibly Dimcult Cases in Which
Extreme Uncertainties or Differ．
ences Of Opinion Exist．……………80
5．Obnoxious and Intolerably Offensive
Opponent8……………………………80
F．Legal Di8putes That ShOUld Not Be Nego-
tiated--Continued
6． Unwillingne~m Of the Oppoeing Party
to Compromise……………………81
Chapter 3． The Basic Negotiating
t．Styles” and ¨Strategies"
and the¨Stages"of Legsl
Negotiation……………………82
A．Ial Negotiating Styles…………………82
1．Self-Test l……………………………83
2．Self-Test 2……………………………… 87
3．The Cooperative Style………………88
a．Basic Element8……………………89
b．Effective Cooperative8…………… 90
c．Ineffective Cooperatives………… 92
d．Daylge瑙ofthe Cooperative Style 92
4．The Competitive Style……………… 95
a．Basic Element8…………………… 95
b．Effective Competitiyes…………… 96
c．Ineffective Competitives．．．．．．．．．．．．97
d．DangIger8 Of the Competitive Style 100
B．Legal Negotiating Strategies……………103
1．Self-Test 3……………………………103
2． “Adversarial” Verflus ”P(pán)roblem．
Soling”(Integrative)Strategies105
C． CombinatiOnfl of Style8 and Strategies…110
D． Srages 0f Legal Negotiation………………1 12
1．Stage One：Orientation and Posi-
tioning…………………………………114
a．Orientation…………………………114
D．Stages 0f Legal Negotiation--Continued
b·PositiOning．………………………115
c．Duration of Stage One…………120
2·Srage Two：Argumentation。Compro-
mise，and Soarch for Altemative
Solutions………………………………121
3·Stage Thlee：Emergerice and Crisi8 123
4·Srage Four：Agreement or Final
Breakdown…………………………125
5· Interplay Between the Litigation
Process and the Stages of Litiga-
tion……………………………………125
Chapter 4．Opening the Negotiation,Bal
gaining， InformatiOn Ex．
change，Tactics．a(chǎn)nd P61
suasion………………………128
A·Environmental Con$iderations and
Ground Rules for Negotiating…………128
1·Location…………………………………129
a·Being the Hcet……………………130
b·Being the Guest…………………131
2·The Physical SOtting…………………132
a．Seating…………………………133
b．CIimatic Condition8 and Other
Amenities………………………136
3．Time ConsideratiOll8…………………137
4．The Partie8 Involved，Surveillance．
and Publicity………………………139
5·Negotiating Format………………142
6．Negotiation Agenda………………144
A． Environmental Considerations and
Ground Rules for Negotiating--Contin-
ued
7．Single Negotiating Text……………144
B． Opening the Negotiation and Making
ODening Offers……………………………145
C．Presenting a Favorable Conceptualization
Of the Case，Making Argument8，and
Inventing OptiOns…………………………153
1．Conceptualizing the Facts…………154
2．AdjUSting the Order of Presenting
Argument8……………………………157
3． Making Argument8 and AVOiding
Game PIayillg………………………158
4．Inventing and Discussing Options…162
5． Vi8ual Aids……………………………163
6.Settlement Brochure8………………163
7． Using the C1ient………………………166
D． Communication and Information Ex-
chaElge During Negotiating Sessions…166
1． Effects of Poor Communication……168
2． Casual Conversation in Negotiation 168
3． Li8tening…………………………………169
4． Questions During Negotiating Ses-
8ions……………………………………17l
5． Communicating Offer8 and Conces-
8ion8…………………………………177
6．Nonverbal Behavior iII Negotting
SessiOns……………………………179
E． Reacting to Offer8…………………………180
F· Truth in LegaNegotiation………………188
l·Prof~ional andSafeguards
Anst Dishonesty in Lel Nego-
tiation………………………………186
2．Special Duties Impo~d on Fiducia．
rie，Insurer8，Prosecutors。and
Other8…………………………………190
3．stretching the Facts ofthe Case…192
4．Bluffs……………………………………192
5． Maintaining a Reputation for Being
Ethical and Trustworthy…………193
G· IntimidatiOn…………………………………193
H·Face Saying…………………………198
I．Transference Factors………………………200
J·Threars and Promises………………………201
1．Legal Safeguards Again．t Impermis-
sible Threat8…………………………202
2．Effect Of Th．reat8 on the Negotiation 206
3．Communicating Threats and Promis-
es……………………………………207
K·Connict Escalation and Entrapment…208
L· Negotiating Break8 and Restarting
Sta]led Negotiations………………………209
M．VeXing With Irritating,Ineffective Com．
petitive Negotiators………………………211
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