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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.

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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

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INTRODUCTION...
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