Abramson HNLR

8/11/2019 Abramson HNLR

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PROBLEM-SOLVING ADVOCACY IN MEDIATIONS: A MODEL OF CLIENT REPRESENTATION

10 Harvard Negotiation Law Review 103 (2005)

Harold Abramson [FNd1]!e "roblem# Adversarial Advo$a$%

& !e sort o' advo$a$% $ari$at red in t!e negotiation session o' t!e movie rin *ro$+ovi$! [FN1,] !as not beenn$ommon in mediations- Let me des$ribe t!e s!ar. e/$!ange o' settlement o''ers in t!at negotiation- ring t!e rest o' t!isarti$le t!is dis. te [FN20] will be sed as a basis 'or demonstrating t!e elements o' a 'orm la s itable 'or re.resenting$lients in a .roblem solving .ro$ess-

Here is t!e s$ene and t!e trans$ri.t#

!e dge st dismissed ea$! o' t!e eig!t% 'o r motions to stri+e 'iled b% t!e de'endant and .!eld t!e .lainti''s4$a ses o' a$tion in a laws it bro g!t b% t!e residents o' Hin+le% w!o $laimed t!at t!e de'endant "a$i'i$ as andle$tri$ [" 6 ] !ad .oll ted t!eir gro ndwater- !e dge dire$ted t!e de'endant4s attorne%s to 7tell %o r $lientst!e%4re going to trial-8 As a res lt t!e attorne%s 'or bot! sides agreed to meet at t!e law o''i$e o' t!e .lainti''s4 attorne%to dis$ ss settling t!e laws it-

9$ene# !e :aiting Room-

d ;asr% t!e attorne% rin *ro$+ovi$! wor+s 'or glan$es at t!e de'endants4 attorne%s w!o 7oo


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R?N# *% t!e wa% we !ad t!e water bro g!t in s.e$ial 'or %o 'ol+s- ?t $ame 'rom one o' Hin+le%4s water wells-

9AN=H > stares at t!e water and . ts it down and sa%s# ? t!in+ t!is meeting is over-

res.onds wit!# amn rig!t it is-

[ rin gets . and storms o t 'irst-]

!is sort o' intensive adversarial .ost ring $an damage i' not derail a .roblem solving .ro$ess w!et!er $ond $tedwit! or wit!o t a mediator- ;ediation advo$ates w!o .re'er a .roblem solving .ro$ess need a more s itable a..roa$! to$lient re.resentation-

- 9ol tion# !e ;ediation Re.resentation Form la

;ediation Re.resentation .resents a 'ive $om.onent mediation re.resentation 'orm la in w!i$! attorne%s advo$ate b%sing (1) a $reative .roblem solving a..roa$! to a$!ieve t!e two goals o' (2) satis'%ing t!eir $lient4s interests and (3)over$oming an% im.ediments to settlement- ring t!e mediation t!e attorne%s (B) enlist t!e assistan$e o' t!e mediator w!ilenegotiating wit! t!e ot!er side at (5) +e% n$t res in t!e .ro$ess-

!e 'irst t!ree $om.onents o' t!e model 'o$ s .rimaril% on !ow to negotiate in t!e mediation-

A- Negotiation A..roa$!# =reative "roblem 9olving

9ele$ting t!e negotiation a..roa$! was eas%- ?' an advo$ate views mediation as a .roblem solving .ro$ess t!en t!eattorne% s!o ld negotiate as a .roblem solver-

*113 A .roblem solving negotiator w!o is $reative [FN21] does more t!an st tr% to settle t!e dis. te- 9 $! a negotiator

$reativel% sear$!es 'or sol tions t!at go be%ond t!e traditional ones based on rig!ts obligations and .re$edent- Rat!er t!ansettling 'or win lose o t$omes t!e negotiator sear$!es 'or sol tions t!at $an bene'it bot! sides- [FN22] o $reativel% .roblemsolve t!e negotiator develo.s a $ollaborative relations!i. wit! t!e ot!er side and .arti$i.ates t!ro g!o t t!e .ro$ess in a wa%t!at is li+el% to res lt in sol tions t!at are end ring as well as inventive- 9ol tions are li+el% to be end ring be$a se bot!sides wor+ toget!er to 'as!ion n an$ed sol tions t!at ea$! side ' ll% nderstands $an live wit! and +nows !ow toim.lement- 9ol tions are li+el% to be inventives be$a se bot! sides advo$ate 'or t!eir $lient4s interests instead o' legal

.ositionsC [FN23] se s itable te$!niD es 'or over$oming im.edimentsC sear$! e/.ansivel% 'or m lti.le o.tionsC and eval ateand .a$+age o.tions imaginativel% to meet t!e vario s interests o' all .arties-

*114 For .roblem solving advo$a$% to be e''e$tive an attorne% o g!t to engage .roa$tivel% at ever% stage o' re.resentation 'rom t!e moment o' t!e 'irst $lient interview ntil t!e negotiation in t!e mediation is $on$l ded- !e attorne%s!o ld be a $onstant .roblem solver- ?t is relativel% eas% to engage in sim.le moves s $! as res.onding to a demand wit! t!eD estion 7w!%E8 in order to bring t!e ot!er .art%4s interests to t!e s r'a$e- However it is m $! more di''i$ lt to sti$+ to t!is

a..roa$! t!ro g!o t t!e mediation .ro$ess es.e$iall% w!en 'a$ed wit! an adversarial .ositional o..onent- r st t!e .roblem solving a..roa$!- :!en t!e ot!er side engages in adversarial ta$ti$s a 'reD ent o$$ rren$e in .ra$ti$e t!eattorne% s!o ld rea$t wit! .roblem solving res.onses res.onses t!at mig!t even $onvert t!e ot!er side into a .roblem solver-[FN2B]

?n t!is .it$! 'or a .roblem solving a..roa$! ? do not blindl% $laim t!at it is t!e onl% one t!at res lts insettlements- Attorne%s 'reD entl% $ite s $$ess stories w!en t!e% se nvarnis!ed adversarial ta$ti$s as o$$ rred in rin*ro$+ovi$! or a !%brid o' adversarial and .roblem solving strategies- [FN25] !e !%brid s ..orters $laim t!at t!e best


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a..roa$! is a 'le/ible one a .!iloso.!% t!at s rel% is advisable in li'e generall% as well as in legal negotiations- However'le/ibilit% s!o ld not be $on' sed wit! in$onsisten$%- 9!i'ting between adversarial and .roblem solving ta$ti$s d ring t!e$o rse o' mediation $an nder$ t $reative .roblem solving .otential- A $onsistent ad!eren$e to .roblem solving will moreli+el% .rod $e t!e best res lts 'or $lients-

Finall% t!is .it$! 'or .roblem solving is bo nd to be resisted b% t!ose w!o 'ail to see an% bene'its 'or t!e legal $ases t!att!e% t%.i$all% !andle- !ese s+e.ti$s see .roblem solving o..ort nities 'or ot!er attorne%s4 $ases b t not 'or t!eir own

be$a se t!eir $ases are onl% abo t mone%- !is $ommon rea$tion re'le$ts a mis nderstanding o' t!e o..ort nities o''ered b% .roblem solving-

First w!et!er a legal dis. te is mostl% abo t mone% varies 'rom $ase to $ase- [FN2 ] An attorne% !as little $!an$e o' dis$overing w!et!er a *115 dis. te is abo t more t!an mone% i' t!e attorne% a..roa$!es t!e dis. te as i' it is onl% abo tmone%- [FN2G] 9 $! a .re$on$eived view ba$+ed b% a narrowl% 'o$ sed adversarial strateg% will li+el% blind t!e attorne% tot!e ot!er .art%4s needs and inventive sol tions- *ot! sides are more li+el% to dis$over $om.re!ensive and $reative sol tions i' t!e% a..roa$! t!e dis. te wit! o.en minds and .roblem solving orientations-

9e$ond i' t!e dis. te or an% remaining iss es t rn o t to be .redominantl% abo t mone% t!en at least t!e attorne%'ollowed a re.resentation a..roa$! t!at ma% !ave $reated a !os.itable environment 'or resolving t!e mone% iss es- A!os.itable environment $an even be bene'i$ial w!en t!ere is no e/.e$tation o' a $ontin ing relations!i. between t!edis. ting .arties-

!ird t!e .roblem solving a..roa$! $an .rovide a 'ramewor+ 'or resolving mone% iss es- !is t%.e o' dis. te $ansometimes be resolved b% resorting to t!e s al .roblem solving initiatives s $! as t!e se o' ob e$tive $riteria- [FN2 ] ?' t!e% 'ail an attorne% mig!t t rn to t!e 'amiliar adversarial negotiation dan$e o' o''ers and $o nter o''ers b t a version t!at!as been tem.ered 'or a .roblem solving .ro$ess- [FN2,]

?n s!ort .roblem solving .rovides a $om.re!ensive and $o!erent str $t re 'or re.resentation t!at $an g ide an attorne%t!ro g!o t t!e negotiation in t!e mediation- *% sti$+ing to t!is a..roa$! t!e attorne% will be .re.ared to deal wit! t!em%riad o' nanti$i.ated $!allenges t!at inevitabl% arise as an% negotiation n'olds-

*116 es.ite t!ese bene'its law%ers gravitate toward an adversarial a..roa$!- !e reason ma% seem sim.listi$ i' nots .er'i$iall% glib# law%ers are too .reo$$ .ied wit! litigating- Negotiations are so enmes!ed in t!e litigation .ro$ess t!atnegotiations and litigation !ave be$ome an integrated single .ro$ess o' dis. te resol tion- [FN30] ! s law%ers are li+el% toa..roa$! t!e negotiated settlement o' a $o rt $ase wit! a litigator4s mindset [FN31] one molded b% an intensel% adversariallegal $ lt re and rein'or$ed b% attorne% 'ee arrangements-

;an% law%ers relis! and man% $lients $rave a 'ier$el% $ombative a..roa$! to legal re.resentation- @verl% o.timisti$ aswell as inse$ re $lients want to be .rote$ted b% aggressive !ired g ns- !e% are not ver% re$e.tive to realit% $!e$+s and $an

be$ome .ert rbed wit! law%ers w!o ma% not a..ear 'ait!' l to t!e $a se w!en t!e% 'lag legal ris+s and inD ire abo t t!eot!er side4s .ers.e$tive and needs-

Legal training and e/.erien$e tea$! law%ers to view legal dis. tes as


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!e litigator4s mindset is also molded b% t!e onl% too 'amiliar ro tine 'or . rs ing litigation- First a litigator4s$on$e.tion o' a dis. te is s!a.ed b% t!e wa% !e or s!e $onverts t!e dis. te into a legal $ase- :!en dra'ting a $om.laint or answer t!e attorne% s$ l.ts and 'its t!e dis. te into re$ogni


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as a g iding lig!t t!ro g!o t t!e negotiation in t!e mediation- [FN3G]

?n rin *ro$+ovi$! ;s- *ro$+ovi$! $o ld !ave s!i'ted t!e negotiation 'rom adversarial to .roblem solving b% 'o$ singon t!e interests o' bot! sides- ?nterests re'le$t .arties4 needs- !e .ositions t!at attorne%s t%.i$all% advo$ate are sol tions- ?nrin *ro$+ovi$! t!e de'endant o''ered twent% million dollarsC t!e .lainti''s $o nter o''ered wit! a ! ndred times t!e val eo' a s.ine or ter s- !ese monetar% sol tions were o''ered to meet ea$! side4s interests- However t!ere mig!t !ave beenot!er sol tions- *% swit$!ing t!e beginning o' t!e negotiation 'rom e/$!anging initial o''ers to e/$!anging in'ormation ont!e needs o' ea$! .art% an attorne% $an o.en t!e door to a sear$! 'or $reative sol tions- ?t is t!e 'irst ste. in a .roblemsolving negotiation-

?n rin *ro$+ovi$! $onsider w!at mig!t !ave been t!e interests o' ea$! side and !ow identi'%ing t!em wo ld !aveo.ened t!e wa% to m lti.le .ossible sol tions- !e interests o' t!e ill and s$ared .lainti''s be$ame $lear as t!e stor% in t!emovie n'olded- !e% wanted re$ognition t!at t!e% !ad been .oorl% treated and lied to b% t!e de'endantC t!e% wanted to betreated wit! res.e$t and dignit%C and t!e% des.eratel% needed !ealt! $are and a sa'e .la$e to live 'or t!emselves and t!eir 'amilies- ?n view o' t!ese interests sol tions ot!er t!an or in$l ding t!e .a%ment o' a l m. s m mig!t !ave in$l dedre$eiving li'etime !ealt! ins ran$e b %ing o t t!eir !omes $leaning . t!e $ontaminated gro ndwater andKor a . bli$ andsin$ere a.olog%-

For t!e de'endant " 6 w!at were its nderl%ing interestsE !e $om.an% mig!t !ave wanted to avoid bad . bli$it%and 'inan$ial distress i' not ban+r .t$%- ?n view o' t!ese interests ot!er .ossible sol tions mig!t !ave in$l ded b rnis!ingits re. tation as a res.onsible $or.orate $iti


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Relations!i. =on'li$ts $an arise w!en .arti$i.ants are dee.l% .set wit! ea$! ot!er $ling to destr $tive mis.er$e.tionsor stereot%.es o' ea$! ot!er or s ''er 'rom .oor $omm ni$ation- !ese t%.es o' $on'li$ts are $ommon in dis. tes w!ere

.arties distr st ea$! ot!er and are o$$ .ied wit! ! rling t!reats- !ese disabling tensions $an arise between $lients betweenattorne%s and between an attorne% and !is or !er $lient- =learl% a bad relations!i. between t!e attorne%s in rin *ro$+ovi$!$ontrib ted to t!at 'ailed negotiation-

ata =on'li$ts $an be $a sed b% inadeD ate ina$$ rate or ntr stwort!% in'ormation- Alternativel% t!e% $an be $a sed b% di''erent views o' w!at is relevant in'ormation or di''erent inter.retations o' relevant data- ata $on'li$ts are $ommon in$o rt $ases w!ere .arties ma% !old $on'li$ting views o' w!at !a..ened w!at mig!t !a..en in $o rt or w!at is ana..ro.riate inter.retation o' de$isive data s $! as 'inan$ial statements-

A $ommon data $on'li$t in legal dis. tes arises 'rom $on'li$ting views o' !ow a $o rt will li+el% r le- oo man% law%ersand $lients 'ail to t!oro g!l% and ob e$tivel% anal%


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environmental gro . 'or instan$e ma% !ave di''i$ lt% settling wit! a !o sing develo.er be$a se to do so mig!t $om.romiset!e gro .4s ideolog% o' .reserving all large tra$ts o' o.en s.a$e-

al e $on'li$ts $an be di''i$ lt to re$ogni


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to.i$ ? as+ *125 t!e same sim.le D estion# does +nowing t!at t!e mediator mig!t o''er an eval ation in'l en$e !ow %owo ld re.resent %o r $lient in mediationE !e answer is 7%es8 ever% time-

;ediation eval ations $an ta+e a variet% o' 'orms- For instan$e mediators ma% assess t!e reasonableness o' settlemento.tions assess $onseD en$es o' not settling or re$ommend settlement .ro.osals eit!er as t!e mediation n'olds or as a7mediator4s .ro.osal-8

Mnowing t!at t!e mediator ma% 'orm late one or more o' t!ese t%.es o' eval ations $an ind $e t!e attorne% to a..roa$!t!e mediation more li+e an ad di$ator% .ro$ess t!an a negotiation- !is mediator role $an $!ange t!e nat re o' t!emediation .ro$ess- ?nstead o' viewing t!e mediator as a 'a$ilitator wit! w!om t!e attorne% $an !ave $andid $onversationst!e attorne% is li+el% to view t!e mediator as a de$ision ma+er w!o m st be .ers aded- ?nstead o' 'orm lating a negotiationstrateg% based on meeting .arties4 interests t!e attorne% is li+el% to 'orm late a strateg% designed to $onvin$e t!e mediator tore$ommend a 'avorable eval ation-

=onsider in w!at s.e$i'i$ wa%s an attorne% wo ld $ir$ ms$ribe !is or !er re.resentation i' t!e attorne% t!o g!t t!emediator mig!t eval ate- :o ld t!e attorne% and !is or !er $lient tal+ less $andidl% i' t!e attorne% were to ta+e into a$$o ntt!e .ossibilit% o' t!e mediator .er'orming an% o' t!ese ot!er rolesE :o ld t!e attorne% avoid re$ogni


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mig!t eval ate- " 6 wo ld li+el% be rel $tant to dis$lose its interest in avoiding bad . bli$it% be$a se t!is in'ormationmig!t be e/.loited b% t!e mediator- !e mediator mig!t atta$! a 'inan$ial val e to a $on'idential settlement and t!en add t!eval e to a re$ommended .a%ment b% *127 " 6 - is$losing t!at interest !owever mig!t lead t!e .arties to devise ot!er

bene'i$ial sol tions-

!e tilit% $om.an% wo ld li+el% be restrained w!en brainstorming 'or $reative sol tions be$a se it ma% want to avoidrevealing too m $! 'le/ibilit%- ?t ma% not want to im.l% t!at it wo ld be willing to a$$e.t somet!ing D alitativel% or D antitativel% less t!an w!at it is see+ing in $o rt- 9o even t!o g! t!e tilit% $om.an% mig!t 'ind it desirable to devisesol tions t!at wo ld avoid negative . bli$it% 'or instan$e it ma% not want an% a..earan$e o' 'le/ibilit% to in'l en$e t!emediator w!en 'orm lating an% eval ations or settlement .ro.osals-

?n view o' t!is strategi$ need to !ide in'ormation and 'le/ibilit% an attorne% ma% be ind $ed to 'as!ion t!is $onstri$ted'orm o' .roblem solving advo$a$% one t!at is based on a narrowl% 'o$ sed adversarial .lan and .resentation- 9 $! ana..roa$! wo ld reD ire a so.!isti$ated and n an$ed 'orm o' advo$a$% in order to minimi


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:!en a data $on'li$t is over (t!e li+el% di$ial o t$ome) instead o' as+ing t!e mediator to give a .redi$tion (aneval ation) a reD est t!at wo ld li+el% $om.romise t!e .roblem solving .ro$ess [FNB,] t!e attorne% $an as+ t!e mediator to !el. ea$! side ' rt!er anal%


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A str $t ral im.asse in an attorne% $lient $on'li$t $an arise d e to t!e in!erent str $t re o' t!e relations!i. a badrelations!i. between t!e attorne% and $lient or bot!- A .er$e.tive advo$ate mig!t soli$it t!e mediator to !el. t!e ot!er sideover$ome an attorne% $lient $on'li$t- ?' it !as arisen be$a se t!e ot!er attorne% t!in+s !is or !er $lient s!o ld settle w!ile !isor !er $lient wants to . rs e t!e litigation 'or instan$e t!e mediator $an 'a$ilitate a dis$ ssion o' t!e di''erent views and

wa%s to bridge .ossible di''eren$es-

:!en an advo$ate re$ogni


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mediation session w!en (B) .resenting o.ening statements (5) .arti$i.ating in oint sessions and ( ) .arti$i.ating in$a $ ses-

Ass ming t!at ;s- *ro$+ovi$! t!in+s !er $lients s!o ld $onve% .ersonall% and vividl% t!at t!e% !ave m lti.le interestsand t!at t!e two sides are li+el% to rea$! an im.asse over w!et!er t!e de'endant $ontrib ted to .oll ting t!e town4s water (adata $on'li$t) s!e mig!t .re.are a re.resentation .lan 'or 'o r o' t!e n$t res as 'ollows- :!en sele$ting t!e mediator ( n$t re one) s!e wo ld $!oose someone w!o wo ld dee.l% involve !er $lients and w!o wo ld +now !ow to !andle$om.le/ s$ienti'i$ data- :!en .re.aring a .re mediation s bmission ( n$t re two) s!e wo ld want to e/.lain t!es bstantial data $on'li$t so t!at t!e mediator wo ld $ome .re.ared to deal wit! it- ring t!e mediation session s!e ma%want to reD est a $a $ s wit! t!e mediator ( n$t re si/) to s!are an% in'ormation t!at is es.e$iall% damaging to t!e ot!er side and to dis$ ss wit! t!e mediator !ow to .rod $tivel% .resent t!is in'ormation to t!e ot!er side in t!e oint session( n$t re 'ive)-

?- =on$l sion

!is arti$le des$ribed t!e 'ive $om.onents o' t!e mediation re.resentation 'orm la as well as !ow t!e 'orm la wasderived- !is model o' $lient re.resentation t!at 'orms t!e 'o ndation o' ;ediation Re.resentation o''ers t!e advo$ate ana..roa$! to re.resenting $lients t!at ta+es ' ll advantage o' t!e distin$tive o..ort nities in a .roblem solving mediation

.ro$ess-

?n rin *ro$+ovi$! t!e .lainti''s did not se t!is a..roa$! !owever- !e% sed a traditional adversarial a..roa$! anda$!ieved a settlement t!at was im.ressive as least based on one $riterion- !e% negotiated t!e largest .a%ment ever in adire$t a$tion laws it alt!o g! a'ter a .rotra$ted .eriod o' angst and n$ertaint% 'or t!e .lainti''s and t!eir attorne%s- !e

.lainti''s were t!rilled wit! t!e settlement be$a se t!e .a%ment vindi$ated t!em and seemed to o''er t!em am.le 'inan$ialreso r$es to meet t!eir ' t re needs- ?t was too *134 late !owever 'or t!ose w!o died or were destined to die 'rom e/.os reto t!e $ontaminated water- ?n addition w!et!er t!is was t!e best sol tion 'or bot! sides will never be +nown- "arties arenli+el% to +now w!et!er t!e% a$!ieved o.tim m resol tions i' t!e% a..roa$! dis. tes as i' t!e% are onl% abo t mone%-

?magine !ow di''erent t!e re.resentation and t!e res lts mig!t !ave been i' ;s- *ro$+ovi$! !ad identi'ied bot! sides4interests and t!e im.ediments to agreement and !ad enlisted !el. 'rom a mediator at +e% n$t res sear$!ing 'or sol tionst!at advan$ed bot! sides4 interests- *% 'i/ating less on t!e si Net M at !tt.#KK reviews-


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?nstit te 'or is. te Resol tion)-

[FN3] - 9ee e-g- wig!t olann ;ediating Legal is. tes# ''e$tive 9trategies 'or Law%ers and ;ediators 1B 2 (1,, )C =!risto.!er :- ;oore !e;ediation "ro$ess# "ra$ti$al 9trategies 'or Resolving =on'li$t 1 1, 55 5 (2d ed- 1,, )C Ia% Folberg 6 Alison a%lor ;ediation# A =om.re!ensive ideto Resolving =on'li$ts :it!o t Litigation G , 3 G2 (1, B)-

[FNB]- ven t!o g! ? $o ld not 'ind a rigoro s st d% o' t!e a..roa$!es ta g!t in mediation training .rograms ? $ame a$ross am.le ane$dotal eviden$e t!ats ggests t!at man% i' not most training .rograms tea$! mediators t!e interest based or .roblem solving a..roa$!- ?n in'ormal s rve%s o' mediators$om.iled w!en ? !ave $ond $ted advan$ed mediation training 'or instan$e ? was in'ormed t!at most i' not all o' t!e .arti$i.ants re$eived basi$ training insome variation o' .roblem solving- !is a..roa$! also seems to be ta g!t in man% $o rt $onne$ted .rograms b% man% .rivate trainers and at Harvard Law9$!ool (w!ere "ro'essors Fis!er 9ander and ;noo+in train negotiators and mediators 'rom aro nd t!e world)- Also alt!o g! a signi'i$ant n mber o' mediators are trained in t!e trans'ormative a..roa$! a n mber o' t!em a lso seem to !ave been trained in .roblem solving-

[FN5] - ;% boo+ is t!e 'irst one to 'o$ s e/$l sivel% on !ow to be a .roblem solving advo$ate- ?t develo.s a $o!erent t!eor% and $om.re!ensive a..roa$! tore.resentation- @t!er boo+s !ave abl% .resented an amalgam o' strategies 'or advo$ates in mediation- For e/am.le one boo+ e/.lains !ow to $ond $t atraditional negotiation dan$e o' o''er and $o nter o''ers in mediation- 9ee ;i$!ael "- 9ilver ;ediation and Negotiation# Re.resenting Jo r =lients 121 2G(2001)-

[FN ] - 9ee ;ar$ alanter !e anis!ing rial# An /amination o' rials and Related ;atters in Federal and 9tate =o rts ("reliminar% ersion @$t- 2B2003) (.re.ared 'or t!e 9%m.osi m on t!e anis!ing rial s.onsored b% t!e Litigation 9e$tion o' t!e Ameri$an *ar Asso$iation 9an Fran$is$o =A e$-12 1B 2003) (do$ menting t!at w!ile t!e n mber o' 'ederal laws its 'iled !as in$reased t!e n mber o' trials !as de$reased 'rom 11-5 in 1, 2 to 1- in2002 wit! $om.arable trends in t!e state $o rts- @ne o' t!e do$ mented re.la$ements 'or trials is mediation-)C see also Io!n Lande etting t!e Fait!# :!%* siness Law%ers and /e$ tives *elieve in ;ediation 5 Harv- Negot- L- Rev- 13G (2000) -

[FNG]- 9ee generall% Abramson s .ra note 2C ri$ alton Re.resenting =lients in ;ediation (1,,B)C Ia$+ =oole% ;ediation Advo$a$% (2d ed- 2002)Colann s .ra note 3C ideota.e# Re.resenting =lients in ;ediation# How Advo$ates =an 9!are a ;ediator4s "owers ( wig!t olann 2000) (on 'i le wit! t!eA*A 9e$tion o' Litigation)C ;oore s .ra note 3C Roger Fis!er :illiam r% 6 *r $e "atton etting to Jes# Negotiating Agreement wit!o t iving in("eng in *oo+s 1,,1) (1, 1) [!ereina'ter Fis!er et al-]-

[FN ] - ;a%tag =or.oration ran a national television advertisement t!at it $alled 7 !e reat ;ediator (.i


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;ediators-8

[FN1G]- 9ee generall% Mova$! s .ra note ,C olann s .ra note 3 $!s- 2 6 3C ;oore s .ra note 3C Folberg 6 a%lor s .ra note 3-

[FN1 ] - 9ee Andrea M .'er 9$!neider 9!attering Negotiation ;%t!s# m.iri$al viden$e on t!e ''e$tiveness o' Negotiation 9t%le G Harv- Negot- L- Rev-

1B3 1, (2002) (in an e/tensive st d% o' negotiation st%les G5 .er$ent o' tr e .roblem solving negotiators were $onsidered e''e$tive as $om.ared wit! lesst!an 50 .er$ent o' adversarial bargainers a .er$entage t!at s!r n+ to 25 .er$ent w!en e/amining adversarial bargainers w!o were net!i$al)C Robert H-;noo+in et al- *e%ond :inning# Negotiating to =reate al e in eals and is. tes 321 322 (2000)C - Ri$!ard 9!ell *argaining 'or Advantage#

Negotiation 9trategies 'or Reasonable "eo.le 12 1B (1,,,)- !e a t!ors $on$l ded t!at $lients are s all% better o'' w!en a law%er ado.ts a .roblem solvinga..roa$! over an adversarial one- @t!er st dies are $ited t!at s ggest t!at $oo.erative negotiators are more e''e$tive t!an $om.etitive ones-

[FN1,] - rin *ro$+ovi$! ( niversal 9t dios 2000)-

[FN20] - rin *ro$+ovi$! was not a law%er in t!e movieC s!e was assisting t!e attorne% as a sort o' .aralegal- Rat!er t!an dealing wit! t!e relations!i. between a .aralegal and t!e attorne% w!o m st ma+e all t!e $riti$al re.resentation de$isions ? sim.li'ied t!e dis$ ssion in t!e arti$le b% 'o$ sing on ;s-*ro$+ovi$!4s re.resentation $!oi$es as i' s!e were an attorne%- ?d-

[FN21] - 9ee e-g- ;noo+in et al- s .ra note 1 C Fis!er et al- s .ra note GC 9%m.osi m =on$eiving t!e Law%er As =reative "roblem 9olver 3B =al- :- L-Rev- 2 G (1,, ) C !omas - *arton =reative "roblem 9olving# " r.ose ;eaning and al es 3B =al- :- L- Rev- 2G3 (1,, ) C "a l *rest 6 Linda HamiltonMrieger Law%ers As "roblem 9olvers G2 em.- L- Rev- 11 (1,,,) C 9eam s nn =ase 9t d%# !e Nort!ern ?reland /.erien$e "ossibilities For =rossFertili


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[FN30] - 9ee id- at 13 1B-

[FN31] - 9ee ;noo+in et al- s .ra note 1 at 10 1 1 G G2-

[FN32] - 9ee an obbs Law o' Remedies# amages D it% Restit tion T2-5 (2d ed- 1,,3)-

[FN33] - @ne $reative sol tion 'or $!anging t!e litigator4s mindset is to $!ange t!e attorne% w!o tries to settle t!e $ase- ?nstead o' t!e litigator . rs ing bot!t!e litigation and t!e negotiations t!e litigator onl% litigates- An% negotiations wo ld be !andled b% a se.arate settlement $o nsel w!o is $ommitted to a

.roblem solving a..roa$!- For a t!o g!t' l develo.ment o' t!is sol tion see :illiam F- =o%ne Ir- !e =ase 'or 9ettlement =o nsel 1B @!io 9t- I- onis.- Resol- 3 G 3 G G0 (1,,,) - !e a t!or $on$l ded t!at 7t!e mind set needed to do e''e$tive .roblem solving is in$om.atible wit! t!e mind set neededto . rs e litigation w!ole !eartedl%-8 ?d- at 3,3-

[FN3B]- 9ee He mann 6 H%man s .ra note 12-

[FN35] - ?d- at 2,5 30,-

[FN3 ] - A .art% settles w!en t!e negotiated sol tion is better t!an t!e alternative to settlement +nown as t!e *A NA (*est Alternative o A NegotiatedAgreement)- 9ee Fis!er et al- s .ra note G at 101 11 ($oining t!e term 7*A NA8)- !e *ANA is %o r $lient4s best o.tion i' t!e negotiation 'ails-

[FN3G]- !e attorne% s!o ld develo. a sol tion t!at meets !is or !er $l ient4s interests better t!an t!e sol tion o''ered b% !is or !er $lient4s *ANA- For a ' lldis$ ssion o' !ow to identi'% $lient4s interests as o..osed to .ositions see Abramson s .ra note 2 at , 10BC Fis!er et al- s .ra note G at B1 5G-

[FN3 ] - ? served as =!air o' t!is $ommittee as well as !ost o' t!e ina g ral regional $om.etition 'or t!e New Jor+ =it% area law s$!ools- !e ann al$om.etition in$l des abo t ten regional $om.etitions wit! t!e 'inal ro nds !eld ea$! %ear in $on n$tion wit! t!e ann al meeting o' t!e A*A 9e$tion onis. te Resol tion- !e dging $riteria are based on st dents .er'orming a .roblem solving law%er role-

[FN3,] - * ilding a relations!i. wit! t!e ot!er side also is im.ortant- A se.arate $riterion 'o$ ses on 7"roblem 9olving Relations!i. * ilding-8 However t!etwo $riteria do not $om.ete wit! ea$! ot!er- !e Rles =ommittee o' t!e ;ediation Re.resentation =om.etition o' t!e A*A 9e$tion o' is. te Resol tion dra'ted t!e assessment $riteria d ring2000 2001 t!at be$ame e''e$tive 'or t!e 2001 2002 $om.etition %ear- 9ee Ameri$an *ar Asso$iation 9e$tion o' is. te Resol tion Re.resentation in;ediation =om.etition 2005# R les and ?nstr $tions ( e$- 1 200B) at !tt.#KK www-abanet-orgKdis. teKr lesandinstr $tions200B-do$ ($ rrent version o' t!e$riteria)-

[FNB0]- 9ee Iean R- 9ternlig!t Law%ers4 Re.resentation o' =lients in ;ediation# sing $onomi$s and "s%$!olog% to 9tr $t re Advo$a$% in a Nonadversarial 9etting 1B @!io 9t- I- on is.- Resol- 2 , 2,G 331 (1,,,) (identi'%ing barriers to negotiations based on e$onomists4 insig!ts .s%$!ologists4insig!ts 'laws in t!e rationalit% ass m.tion and .rin$i.alKagent $on'li$ts)C ;oore s .ra note 3 at 0 1 (identi'%ing 'ive $a ses o' $on'li$ts# data $on'li$tsinterest $on'li$ts str $t ral $on'li$ts relat ions!i. $on'li$ts and val e $on'li$ts)C olann s .ra note 3 at 153 2B1 (identi'%ing t!ree $ategories o' im.asses

.ro$ess .s%$!ologi$al and merits)C Fran+ -A- 9ander 6 9te.!en *- oldberg Fitting t!e For m to t!e F ss# A ser Friendl% ide to 9ele$ting an A R

"ro$ed re 10 Negot- I- B, 5B 5, (1,,B) (identi'%ing ten im.ediments to settl ement)-

[FNB1]- 9ee ;oore s .ra note 3 at 0 1 (.resenting a =ir$le o' =on'li$t in w!i$! 'ive so r$es o' $on'li$ts are identi'ied along wit! .ossible strategies 'or intervention)-

[FNB2]- 9everal litigators w!o !ave seen t!e 'ilm segment !ave told me t!at t!e% wo ld !ave si..ed t!e water o''ered b% rin *ro$+ovi$!- !e% 'ig red t!atdrin+ing so little water wo ld !ave been !armless and wo ld !ave t!oro g!l% de' sed t!e ta$ti$- !is rea$tion reminds s !ow ast te attorne%s $anne trali


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o+%o *ar Ass4n R les o' "ro$ed re 'or Arbitration and ;ediation art- 25 (Advisor% @.inion) (I ne , 2000) available at !tt.#KKwww-niben-or- .K$!saiKeQ$! saiKeQDandaKeQr les-!tm (last visited Ian- 2 2005)-

[FNB ] - 9ee = R s .ra note BG idan$e Notes# !e ;ediation , 12- 9ee also ="R ?nstit te 'or is. te Resol tion ;ediation "ro$ed re 'or * sinessis. tes in ro.e R- (1,, ) available at !tt.#KK www-$.radr-orgK'ormboo+K.d'sK1Kmed.ro$ed res2-.d' (limiting t!e re$ommendation .ower to a'ter t!e

.arties 'ail to rea$! a settlement and a'ter .arties $onsent to re$eiving t!e mediator4s 'inal settlement .ro.osal)-

[FNB,] - 9ee in'ra "art -1 (s ggesting t!at i' an attorne% +nows t!at a mediator mig!t o''er !is or !er own eval ation o' t!e legal merits t!e attorne% willli+el% s!i't 'rom a .roblem solving to an adversarial mode o' advo$a$% in an e''ort to ind $e a 'avorable assessment)-

[FN50] - A de$ision tree is a mat!emati$al te$!niD e 'or estimating t!e val e o' an n$ertain o t$ome (e-g- winning in $o rt) b% m lti.l%ing t!e .robabilit%o' an event !a..ening times t!e li+el% o t$ome i' it !a..ens (e-g- !ow li+el% to win in $o rt)- !e .l s $om.onent involves as+ing a .arti$ lar set o' D estions t!at will !el. a $lient atta$! a val e to a set o' .ersonal $osts and bene'its- 9ee Abramson s .ra note 2 at a..- A-

[FN51] - !e ;ediation Re.resentation boo+ does re$ogni

Abramson HNLR

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