Paper

Topics: Dispute resolution, Mediation, Decision tree Pages: 20 (6912 words) Published: December 21, 2012
The One Minute Manager Prepares for Mediation: A Multidisciplinary Approach to Negotiation Preparation Donald R. Philbin, Jr.*
Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . I. Rigorous Legal Analysis Forms the Basis for Negotiation Preparation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . II. Decision Tree Analyses Help Develop and Test Scenarios . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . A. Decision Trees Are Used to Analyze Complex Business Decisions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . B. Legal Claims Share Similarities with Complex Business Decisions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1. Car Buyer Becomes Plaintiff with a “Lemon” . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2. Indignant Dealer Reviews Its Options Too . . . . III. Adjust for Psychological Biases . . . . . . . . . . . . . . . . . . . . . . . A. Risk Tolerance and Loss Aversion Change Our Perspective . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . B. Optimistic Overconfidence: The Lake Wobegon Effect . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . C. Perfect Information – Why We Settle “On the Courthouse Steps” . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . D. Attribution Errors and Anger . . . . . . . . . . . . . . . . . . . . . 250 252 257 260 263 264 270 276 277 281 283 287

* Don Philbin is an AV-rated attorney, mediator, arbitrator, and consultant based in San Antonio, Texas. His experience as a commercial litigator (associate and partner in Bar Register firms), general counsel, and president of hundred-million dollar plus communications and technology related companies augment his business and legal education: B.A. (business), Trinity University; M.B.A., The University of Texas at San Antonio (executive); J.D. and LL.M. (dispute resolution), Pepperdine University School of Law. Mr. Philbin is listed in The Best Lawyers in America (Alternative Dispute Resolution; Woodward/White 2007, 2008) and may be contacted at don.philbin@adrtoolbox.com. The author gratefully acknowledges the contributions of the HNLR editors, especially Katie Kern, to this article.

249

250

Harvard Negotiation Law Review

[Vol. 13:249

IV.

V.

VI.

E. Anchoring – Increasingly Perfect Information Lightens Anchor . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . F. Reactive Devaluation – It’s a Trick Because They Offered It . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . G. Other Factors – And There Are Always Other Factors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Planning for Negotiation – Mapping Out the Path to Success . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . A. Recap of Earlier Analyses and Mathematical Projections . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . B. Identify Party Preferences and Rank Alternatives . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . C. Creative Options May Avert Impasse . . . . . . . . . . . . . D. Offer Alternatives when Possible . . . . . . . . . . . . . . . . . Fit the Forum to the Fuss . . . . . . . . . . . . . . . . . . . . . . . . . . . . A. The Rule of Presumptive Mediation . . . . . . . . . . . . . . . B. “Mediation” Means Different Things to Different People . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . C. Goal is a Tailored Process Through Information . . Conclusion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . If I had six hours to chop down a tree, I’d spend the first hour sharpening the ax. – Abraham Lincoln1

289 290 292 293 295 300 302 302 303 305 307 310 310

INTRODUCTION...
Continue Reading

Please join StudyMode to read the full document

You May Also Find These Documents Helpful

  • Enzymes and Paper
  • General Paper
  • Banana Paper
  • Paper Flower
  • Ancient Paper
  • Paper Charcoal
  • Recycling Paper
  • Maths C1 Papers

Become a StudyMode Member

Sign Up - It's Free