BUILDING A CASE FOR SETTLEMENT

I.          Initial Interview – Who is the client & What are their goals?

            A.        Controlling Expectations of Your Clients.
            B.        Controlling Your Egocentric Bias.
            C.        Challenging their “Bottom-Line”.
            D.        Cost of Achievement.
            E.         Apples to Apples.
            F.         Responsibilities of the Parties
            G.        Written Agreement.
            H.        Communication…You Didn’t Call Me Back!!
            I.          Timing.
            J.         Appearance

II.        Identifying – The Good, The Bad and The Ugly…Using Focus Groups

            A.        What is a Focus Group.
            B.        Developing a Credible Group.
            C.        When?  Early After The Positions Are Established
            D.        Options For Use
            E.         Fact Presentation.
            F.         Issue Identification
            G.        Issue Weighing
            H.        Issue Testing
            I.          Group Coaching
            J.         Presentation Suggestions

III.  Deposition/Communication-Most Important Subjective Component in Evaluation

            A.        Preparation…Use A Professional
            B.        Video Tape Preparation
            C.        Rehearse Problem Areas
            D.        Eye Contact
            E.         Shake Hands
            F.         Respectful Language
            G.        Para Linguistics
            H.        Body Language
            I.          Kinesics (Body Language/Non-verbal signals)
            J.         Non Verbal Communication
            K.        Kinesics (Body Language/Body language is nearly impossible to control
            L.         Kinesics (Body Language/Consistency in context is the key to using body language)
            M.       Kinesics (Body Language/Don’t stereo type or jump to conclusions)
            N.        Use of Silence
            O.        Smile

III.       Written Settlement Offers

            A.        No More Than 5 Pages
            B.        Written Negotiations (Reflecting Weakness, Clarity, Laws of the letter)
            C.        Written Negotiations – Avoid Weasel Words
            D.        Organized Binder/CD Rom – Verbal & Visual
            E.         Supported – Exhibits & Summaries
            F.         Dealing with all the Issues – Especially Painful Ones.

IV.       Timing of Mediation

            A.        Position of Strength
            B.        What Else Needs to be done….Really?
            C.        Defendant’s Evaluation Requirements
            D.        What Makes Defendant’s Insurer Suspicious?
            E.         Who Makes the First Move? – They wanted to mediate….What is their problem?
            F.         How Much Lead Time Is Enough--Structure of decision making for both sides.

V.        Use of Mock Trials -For Evaluation, Rehearsal and Modification

            A.        Test Theme, Strategy and Argument
            B.        Reactions to Experts and Lay Witnesses.
            C.        Comprehension of Evidence Including Demonstrative.
            D.        Reaction to Attorney Presentations.
            E.         Discover Metaphors and Analogies.
            F.         Part of Mediation Presentation.
            G.        Case Evaluation

VI.       The Mediation

            A.        Time of Mediation and Length
            B.        Who Will Attend?
            C.        Who Will Mediate?
            D.        Pre Mediation Conference Call.
            E.         Opening Presentation?
            F.         Exchange Information with Opposing Counsel.
            G.        Rehearsals…Are You Ready?
            H.        Clothing
            I.          Client Preparation
            J.         Organization
            H.        Opening Offer and Why
            I.          Avoid Reactive Devaluation

VIII.    TWELVE STEPS TO WINNING – Utilizing the Basic Points of Persuasion

            1.         Consistency
            2.         Reciprocity
            3.         Bonding
            4.         Scarcity
            5.         Mutual Gain
            6.         Objectivity
            7.         Authorities
            8.         Commitment
            9.         Presentation of Information
            10.       Language
            11.       Listening
            12.       Reputation