Lawyer Negotiation: Theory, Practice, and Law (Aspen Casebook Series)

When you purchase a new version of this casebook from the LIFT Program, you receive 1-year FREE digital access to the corresponding Examples & Explanations in your course area. Now available in an interactive study center, Examples & Explanations offer hypothetical questions complemented by detailed explanations that allow you to test your knowledge of the topics covered in class. Starting July 1, 2017, if your new casebook purchase does not come with an access code on the inside cover of the book, please contact Wolters Kluwer customer service. The email address and phone number for customer service are on the copyright page, found within the first few pages, of your casebook. Designed to prepare law students to negotiate knowledgably and successfully as lawyers representing clients, Lawyer Negotiation: Theory, Practice, and Law, Third Edition, features an integrated approach that combines theory, skills, negotiation strategy, ethics, and law. A very readable, interesting, and lively text for any law school Negotiation course, this book reflects the authors' experience as negotiators, mediators, ADR teachers, and trainers. Interesting notes, thoughtful problems and provocative questions throughout the text raise practical negotiation challenges and policy issues. Excerpts from other leading authors are included, allowing for diverse ideas to be presented on negotiation techniques, and eliminating the need for supplemental material. In addition, examples are included from cases, literature, and the authors' files. Key Features: Retains the same popular format as previous editions while incorporating user recommendations. Updated and new excerpts from leading experts presenting different views on practice challenges. Fresh notes and examples. Additional coverage on causes of conflict, heuristics, the role of emotions, and decision science. New material on telephone, email, and cyber negotiation More helpful advice for effectively representing clients and negotiating in mediation Halftitle Page......Page 2 Editorial Advisors......Page 3 Title Page......Page 4 Copyright Page......Page 5 About Wolters Kluwer Legal & Regulatory Solutions U.S.......Page 6 Dedication......Page 7 Summary of Contents......Page 8 Contents......Page 9 Preface......Page 17 Acknowledgments......Page 19 A. Introduction to Negotiation......Page 23 B. Conflict......Page 24 C. Ripeness......Page 25 D. The Triangle of Conflict and Negotiation......Page 26 Negotiation as a Healing Process — Gerald R. Williams......Page 28 Rashoman Effect......Page 32 The Conflict Helix — R.J. Rummel......Page 33 B. Heuristics — Thinking Fast and Slow......Page 36 The Myth of Professional Objectivity......Page 38 C. The Impact of Fairness......Page 39 The Home-Run Ball Catch......Page 40 Perceptions of Fairness in Negotiation — Nancy A. Welsh......Page 41 D. The Role of Emotions and Emotional Intelligence......Page 43 The Emotionally Attentive Lawyer: Balancing the Rule of Law — Randall Kiser......Page 44 Interpersonal Dynamics: Helping Lawyers Learn the Skills, and the Importance, of Human Relationships in the Practice of Law — Joshua D. Rosenberg......Page 46 Neuroscience and Negotiation......Page 48 Microsoft v. Stac......Page 49 1. Competitive Approach......Page 50 A Primer on Competitive Bargaining — Gary Goodpaster......Page 52 2. Adversarial Approach......Page 53 Note: Responses to Competitive Hardball and Difficult People......Page 54 1. Cooperative Approach......Page 56 Note: Positions vs. Interests......Page 57 2. Problem-Solving Approach......Page 58 Toward Another View of Legal Negotiation: The Structure of Problem Solving — Carrie Menkel-Meadow......Page 59 Pros and Cons of “Getting to YES” — James J. White; and Comment on White’s Review — Roger Fisher......Page 63 C. Creating Value and Claiming Value — The Negotiator’s Dilemma......Page 65 Differences Can Create Joint Gains......Page 66 A. Effectiveness and Style......Page 69 The Inherent Tension Between Value Creation and Value Claiming During Bargaining — Charles B. Craver......Page 71 B. Negotiating Within Your Comfort Zone......Page 75 ‘‘I See a Pattern Here and the Pattern Is You’’: Personality and Dispute Resolution — Sheila Heen & John Richardson......Page 77 The Limits of Integrative Bargaining — Gerald B. Wetlaufer......Page 81 C. Cooperation vs. Competitiveness — Who Decides?......Page 83 Ends vs. Means......Page 84 A. Negotiation Stages and Approaches......Page 86 A Positive Theory of Legal Negotiation — Russell Korobkin......Page 88 Bargaining for Advantage: Negotiation Strategies for Reasonable People — G. Richard Shell......Page 91 3. Negotiation Preparation Checklist......Page 94 Note: Web and Computer-Assisted Preparation......Page 96 1. Trust......Page 97 Note: The Handshake that Shook the Western Hemisphere......Page 98 D. Exchanging and Refining Information......Page 99 1. Listening, Observing, and Questioning......Page 100 A Woman’s Guide to Successful Negotiating — Lee E. Miller & Jessica Miller......Page 101 Negotiation: Theory and Practice — Melissa L. Nelken......Page 104 Legal Negotiation — Gerald R. Williams & Charles Craver......Page 107 F. To Make the First Offer or Not......Page 110 1. Planning and Managing Concessions......Page 112 Beyond Winning: Negotiating to Create Value in Deals and Disputes — Robert H. Mnookin, Scott R. Peppet & Andrew S. Tulumello......Page 114 3. Multiparty Bargaining — Coalitions and Holdouts......Page 116 The Lawyers: Class of ’69 — John M. Poswall......Page 117 1. The Role of Power and Commitment......Page 118 Negotiating Power: Getting and Using Influence — Roger Fisher......Page 119 The Wizard and Dorothy, Patton and Rommel: Negotiation Parables in Fiction and Fact — H. Lee Hetherington......Page 124 Civil Warrior: Memoirs of a Civil Rights Attorney — Guy T. Saperstein......Page 126 Note: The Effect of Scarcity and Deadlines......Page 127 3. Decision Tree Analysis......Page 128 Decision Trees — Made Easy — Richard Birke......Page 129 Note: The Problem with Risk Analysis and Decision Trees......Page 133 A. Impasse or Agreement......Page 135 1. Apologies......Page 136 Apologies and Legal Settlement: An Empirical Examination — Jennifer K. Robbennolt......Page 137 Note: Evidentiary Consequences of Apologies......Page 141 Bargaining for Advantage: Negotiation Strategies for Reasonable People — G. Richard Shell......Page 142 3. Logrolling and Packaging......Page 145 4. Agree to Disagree: Contingent Agreements......Page 146 Contingent Agreements: Agreeing to Disagree About the Future — Michael Moffitt......Page 147 5. Realistically Reconsider and Adjust BATNAs and WATNAs......Page 149 7. Win with a Shrug, Lose with a Smile......Page 150 B. Finalizing and Writing the Agreement......Page 151 2. Structured Settlements......Page 152 4. Single Text Agreements......Page 153 Effective Legal Negotiation and Settlement — Charles B. Craver......Page 154 A. Negotiating by Telephone and Video Communication......Page 157 Take the Deal!......Page 158 Negotiation via (the New) Email — Noam Ebner......Page 159 Rapport in Legal Negotiation: How Small Talk Can Facilitate E-Mail Dealmaking — Janice Nadler......Page 168 Note: Avoiding Costly E-Mail Mistakes......Page 173 C. Computer-Based Negotiation Assistance and Online Dispute Resolution......Page 176 Lawyer Negotiation Meets High Tech......Page 177 A. Moving Beyond Gender Stereotypes......Page 180 Gender: An (Un)Useful Category of Prescriptive Negotiation Analysis — Amy Cohen......Page 181 Note: Good News......Page 183 The Impact of Gender on Negotiation Performance — Charles B. Craver......Page 184 B. Cultural Differences, or Why the World Is Not Boring......Page 185 Caveats for Cross-Border Negotiations — James K. Sebenius......Page 187 Note: Research on Culture and Negotiation......Page 190 Culture and Negotiation Processes — Wendy L. Adair & Jeanne M. Brett......Page 191 C. Is Race a Factor in Negotiations?......Page 194 A. Deception vs. Disclosure......Page 197 Doing the Right Thing: An Empirical Study of Attorney Negotiation Ethics — Art Hinshaw & Jess K. Alberts......Page 198 Beyond Winning: Negotiating to Create Value in Deals and Disputes — Robert H. Mnookin, Scott R. Peppet & Andrew S. Tulumello......Page 202 Ethics in Settlement Negotiations: Foreword — Patrick E. Longan......Page 205 B. Client Control vs. Lawyer Integrity (Conflicts of Interest)......Page 208 C. Fee Arrangements and Settlement......Page 210 D. Good Faith vs. Threats, Exposure, and Coercion......Page 212 When David Meets Goliath: Dealing with Power Differentials in Negotiations — Robert S. Adler & Elliot M. Silverstein......Page 213 1. Reform Proposals and Guidelines......Page 217 2. Collaborative Law, Cooperative Practice, and Mindfulness......Page 218 Mindfulness in the Law and ADR: Can Saints Negotiate? — Scott R. Peppet......Page 221 A. How Law Impacts Negotiation......Page 224 B. Common-Law Limits — Fraud, Misrepresentation, and Duress......Page 225 The Law of Bargaining — Russell Korobkin, Michael Moffett & Nancy Welsh......Page 226 C. FRE 408 and Mediation Confidentiality......Page 227 1. The American Approach......Page 228 BMW of North America, Inc. v. Krathen......Page 229 Marek v. Chesny......Page 232 Note: Does FRCP 68 Create More Risk Taking Rather Than Less?......Page 236 E. Mary Carter Agreements......Page 237 Taxing Matters in Settling Cases — Robert W. Wood......Page 239 G. Negotiation Malpractice......Page 243 Ziegelheim v. Apollo......Page 244 Post-Settlement Malpractice: Undoing the Done Deal — Lynn A. Epstein......Page 248 Note: Preventing Negotiation Malpractice......Page 251 A. Obstacles......Page 253 Why Negotiations Fail: An Exploration of Barriers to the Resolution of Conflict — Robert H. Mnookin......Page 254 B. Negotiation Assistance and Other Alternatives......Page 257 1. What Is Mediation?......Page 258 b. The Opening Session......Page 259 f. Variations in Format......Page 260 Note: An Example of Mediation in Aid of Negotiation......Page 261 a. Resolve a Claim in Litigation on the Best Possible Monetary Terms......Page 263 c. Repair the Parties’ Relationship......Page 264 d. Choices Among Goals......Page 265 Mediator Orientations, Strategies and Techniques — Leonard L. Riskin......Page 266 6. Mediation Techniques to Overcome Negotiation Obstacles......Page 268 b. Allow Participants to Argue and Express Feelings......Page 269 e. Test the Parties’ Alternatives; If Necessary, Evaluate the Adjudication Option......Page 270 7. “Deal Mediation”......Page 272 Contract Formation in Imperfect Markets: Should We Use Mediators in Deals? — Scott R. Peppet......Page 273 1. Judge-Led Settlement Conferences......Page 275 2. Court ADR Programs......Page 276 A. Introduction......Page 280 How Advocacy Fits in Effective Mediation — Jeffrey G. Kichaven......Page 281 B. When to Mediate......Page 282 C. How to Initiate the Process......Page 283 Twenty Common Errors in Mediation Advocacy — Tom Arnold......Page 284 Strategic Considerations in Choosing a Mediator: A Mediator’s Perspective — David S. Ross......Page 288 1. Ensuring the Presence of Necessary Participants......Page 290 3. Planning for Court-Connected Mediation......Page 291 2. Exchanging Information......Page 293 3. Preparing the Client......Page 294 4. Educating the Mediator......Page 295 H. Representing Clients During the Process......Page 296 The Opening Session......Page 297 a. Early Caucuses......Page 299 b. Later Caucuses......Page 301 I. Conclusion......Page 307 Bargaining with the Devil: When to Negotiate, When to Fight — Robert Mnookin......Page 308 B. Is Settlement of Legal Disputes Desirable?......Page 312 Against Settlement — Owen Fiss......Page 313 Three Things to Be Against (“Settlement” Not Included) — Michael Moffitt......Page 318 C. Judicial Encouragement of Settlement......Page 325 Note: Compelled Participation and Good-Faith Bargaining......Page 327 D. Court Approval of Negotiated Settlements......Page 329 E. A New Role for Lawyers — Settlement Counsel and Collaborative Law......Page 330 Why Should Businesses Hire Settlement Counsel? — Kathy A. Bryan......Page 331 Appendix......Page 338 References......Page 340 Table of Cases......Page 346 Index......Page 348 "Designed to prepare law students to negotiate knowledgably and successfully as lawyers representing clients, Lawyer Negotiation: Theory, Practice, and Law, Third Edition, features an integrated approach that combines theory, skills, negotiation strategy, ethics, and law. A very readable, interesting, and lively text for any law school Negotiation course, this book reflects the authors' experience as negotiators, mediators, ADR teachers, and trainers. Interesting notes, thoughtful problems and provocative questions throughout the text raise practical negotiation challenges and policy issues. Excerpts from other leading authors are included, allowing for diverse ideas to be presented on negotiation techniques, and eliminating the need for supplemental material. In addition, examples are included from cases, literature, and the authors' files." --publisher's description