34 Coquito Court, Menlo Park • California 94028 • Phone 650.854.1914 • www.litigationriskmanagement.com • [email protected]Litigation Risk Management Institute Bruce Beron, Ph.D., President Negotiation Strategies: Achieving Your Objectives Litigation Settlement Case Study
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Negotiation Strategies: Using Game Theory and Decision Tree Analysis to Determine An Optimum Litigation Settlement Strategy
A detailed case study of how to use Negotiation Strategies, an application of Game Theory and Decision Tree Analysis to develop an optimum strategy for negotiating a settlement in litigation. We demonstrate a process that can: identify and assess negotiation risks; know whether th current Negotiation Strategy will fail in time to change it; and execute the most effective strategy to get the best possible outcome.
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34 Coquito Court, Menlo Park • California 94028 • Phone 650.854.1914 • www.litigationriskmanagement.com • [email protected]
LitigationRisk Management
Institute
Bruce Beron, Ph.D., President
Negotiation Strategies:Achieving Your ObjectivesLitigation Settlement Case Study
The Litigation Risk Management Institute has been advising Fortune 500 clients on settlement valuation, settlement strategy, and litigation strategy for 30 years.
• Representative Assignments have included:• Securities law class actions against a Big Four accounting firm• A series of related cases against a builder of nuclear power plants with
potential damages greater than $10B• A multi-venue, multiple patent intellectual property armageddon between
two international petrochemical companies with multi-billion dollar consequences
• A high stakes patent battle between two major telecomm companies• Expert witness in the Tribune bankruptcy regarding the fairness of a
We enable our clients to achieve the best possible negotiation outcomes.
• We provide a process to help you:• Identify and assess negotiation risks
• Know whether your current Negotiation Strategy will fail in time to change it• Execute the most effective strategy to get you the best possible outcome
• What is the maximum you should be willing to pay or the minimum you should be willing to accept?• It is the value to you of what you are buying or selling.
• In litigation it is the expected net present value of the trial outcome and the related business consequences.• Plus expected litigation costs if you are a defendant, minus, if you are a
plaintiff• Include a risk premium when appropriate.
You should establish a Reservation Price before commencing negotiations.
Inside and outside counsel agreed that damage findings would exceed $300M dollars, and a settlement would cost at least $200M.
Case Study: Settling a commercial litigation claim.
• The client, an auditor, was being sued by a consortium of banks that had lent money to Cobalt’s management for an LBO.
• At the request of management, the auditor had prepared an internal use only report on the financial state of the company, which was favorable at that time.
• Management showed the report to the lead bank with the understanding that it was not to be shared with others.
• The lead bank subsequently shared the document with other banks in the process of forming the consortium.
• After the LBO, Cobalt tanked and the banks sued the auditor for $650M, the full loan amount.
The data collection process is straight-forward and efficient.
• The client was concerned that they did not have sufficient information.• This is typical of most clients.• In fact, clients almost always have better information than they think they
do. • Where clients lack data we use a range of possible inputs.
The model determines the outcomes for alternative Negotiation Strategies.
• Once we have determined what positions, saliences and proposals are under our control, we can shape the best combinations into executable strategies.
• There are many possible strategies to consider.
• Some are simply labeled, others are more complex.
Senior CIA Official: The model “has resulted in accurate predictions in 90% of the situations in which it has been utilized.” U.S. Defense Department Official:“Of all quantitative political forecasting methodologies of which I am aware, the expected utility work is the most useful to policy makers because it has the power to predict specific policies, their nuances, and ways in which they might be changed.”U.S. CEO: “I will reserve a page in the Book of Prophets for it.”This approach has been featured in: The Financial Times, The Economist, The Independent, US News and World Reports, International Herald Tribune, New York Times Magazine, .......
• The first step is to choose an issue to be negotiated.• The issue should be current and of consequence. • The negotiation team and stakeholders should recognize the importance
of the issue and be willing to consider a new approach to their negotiation.
• On the first issue for a new client:
• We will collect data and present the initial results. • If you choose not to proceed at that point, then your only cost would be