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The Art of Negotiation

June 23, 2015 by Randy Levine Leave a Comment

The back and forth of mediation is not unlike ping pongLast week we wrote about the art of the demand, discussing the various factors that shape how you make an initial demand as you head into mediation. This week we discuss what happens next and the important dynamics that come into play after you make the demand. This is where the art of negotiation becomes all important, as you have to devise your strategy for playing the back and forth process as you try and get to the best possible settlement for your client.  It’s not unlike a game of ping pong, where you have to take your best shot while always anticipating your opponent’s next move.

There are some people (and even some lawyers) who don’t like the back and forth of negotiation. They get impatient or consider it to be pointless posturing. But that’s not the case with us. To the extent that it’s important to enjoy what you do in order to be good at your job, then I guess that’s one thing that makes us effective as settlement consultants. Although defense counsel can sometimes be pig-headed and unpleasant to deal with, no matter how many negotiations we participate in over the course of a year, there is always a certain thrill we feel when it’s time to roll up our sleeves in pursuit of a new opportunity to hammer out a case settlement.

Negotiation being as much an art as a science, it’s not possible to provide hard and fast rules about how to be successful in the back and forth of every case. Each negotiation calls for finesse and intuition, as you have to be able to assess the mediator and players on the other side of the table in order to devise the optimal approach in any given situation. That being said, over the course of our careers, as we have faced such a wide array of adversaries, we’ve been able to identify a few general principles that often prove helpful in shaping the approach we end up taking.

  1. Never be afraid to walk away from the table. Just because you have paid good money to a mediator and invested additional time and money in preparing for mediation, you should never hesitate to break off negotiations if the defense gives an unambiguous message that they are not serious about engaging. In other words, a good negotiator is always on the look out for the sign that a case really needs to be litigated. It can happen right at the outset if the defense comes in with a ridiculously low starting position and gives no indication of flexibility. Also, if defense fails to bring the proper adjusters with the appropriate authority. Sometimes, walking out speaks louder than any other counter.
  2. Negotiating is like dancing – you want to be in sync with the other party. But sometimes you have to be ready to take the lead. Early on in any settlement negotiation, the parties establish a certain rhythm for the exchange of offer and counter-offer. Either you take baby steps or big strides as you go back and forth on the march to the middle. But it’s also important that you be prepared to take the lead if and when the right moment presents itself. A series of small steps can lead to an impasse and then it may be time to consider a bolder move. Remember, as with dancing, timing is everything. In the words of Don Philbin, a well-regarded mediator – “The right number at the wrong time is the wrong number.”
  3. Tune in to the nuance and role of every party at the table. The back and forth involved in settling a personal injury case is almost always more complicated than a two party negotiation between plaintiff and defendant. Usually, along with defense counsel, there will be multiple insurance adjustors involved, for insurance carriers with different levels of exposure. There’s also the mediator to consider. Everyone plays a different role and has a different stake in the proceedings which will very much shape how the negotiation progresses. This can be true on the plaintiff’s side of the table as well. As settlement consultants many of our attorney clients find it useful to use us for a distinct role in the negotiation. More often than not, we find ourselves putting a target on our back and playing the role of the heavy, which can be useful in order for us to be able to drive a harder bargain while also enabling plaintiff’s counsel to preserve a decent working relationship with opposing counsel.
  4. Don’t be afraid to trust the mediator. A professional mediator is being paid good money to get the job done and wants to see the case settled. So as a general matter we approach a mediation prepared to put our trust in the mediator. Of course, trust comes much easier when we have prior working experience with the mediator, so he or she is a known commodity with a proven track record. And of course, you never step into the same stream twice so, even with a proven track record, you have to reassess each case on its own merits. But assuming trust is established then it can be prove very useful to open your kimono wide with the mediator. The more the mediator understands where you need to be in order to settle a case, the more likely it is that a settlement can be reached. We do agree that sometimes you need to give the mediator a target zone that leaves you room when he or she tries to get you to come in lower so you reach your true winning number.

Filed Under: Mediations, Uncategorized Tagged With: mediations, mediator

How and when to make your demand

June 16, 2015 by Randy Levine Leave a Comment

“Let us never negotiate out of fear. But let us never fear to negotiate.” – John F. Kennedy

ess-chess openJFK was thinking about diplomacy with the Russians when he uttered his famous phrase about fear and negotiation. But I think his words also hold true for the approach we take to most personal injury mediations. We never want our clients to head into a mediation session showing anything but the utmost confidence in the merits of the underlying legal case. But even assuming the law and facts are on your side, there is almost always something to be gained by trying to negotiate a settlement and thereby avoiding the expense and uncertainty that goes along with a courtroom trial.

Negotiation lies at the heart of any mediation. We actually think of negotiation as a process with two distinct stages. It starts with a demand stage in which one or both parties put their positions on the table. The demand stage establishes the framework for the negotiation stage that immediately follows, in which the parties will go back and forth however many times in order to reach a mutually acceptable settlement. As we see it, each of these stages presents a unique set of challenges and issues to be considered for any given litigation. There is an art to making a demand, and there is an art to negotiation, each of which is worth separate discussion. In the remainder of this week’s blog post, we will turn our attention to the art of the demand and then next week we will follow up with a discussion about the art of negotiation.

[Read more…]

Filed Under: Mediations, Uncategorized Tagged With: mediations, mediator, settlements, trial-ready

How structured settlements can help victims of the Amtrak derailment

June 2, 2015 by Randy Levine Leave a Comment

Amtrak train_crashWhen Amtrak Northeast Regional Train 188 bound for New York City derailed outside of Philadelphia on May 12, eight people were killed and about 200 were injured. This catastrophe marks the first time that the liability cap of $200 million, passed by Congress in 1997 when Amtrak faced bankruptcy, could be fully paid out. According to the Associated Press, “a review of past cases found that Amtrak never before has been liable for a $200 million payout for a single passenger rail incident.” The $200 million cap only applies to passengers, not employees.

Since $200 million is unlikely to cover the needs of all the victims and their families, structured settlements can help stretch out their settlements. The fact that this cap exists no matter how many passengers were impacted is all the more reason to think about using structures in each of the cases stemming from this tragedy.

[Read more…]

Filed Under: structured settlements Tagged With: Amtrak, Amtrak derailment, annuity, personal injury law, structured settlements, tax free annuity

Why Annuities Really Matter or How you Can Save Money for Your Next Client with A Medicare Set Aside Case

May 19, 2015 by Randy Levine Leave a Comment

balancing-platesThe reality of legal practice is that lawyers are almost always scrambling to keep up with the rush of events. This is particularly true for personal injury lawyers who often find themselves juggling dozens of active cases at any given time, with their attention jumping from the complaint that needs to be drafted on a new matter to the depositions scheduled for tomorrow to witness preparation for a trial that begins next week. We know the story from our own law practice and also see in our consulting practice how most of our lawyer clients contend with similarly hectic schedules in their working lives. Running a successful personal injury practice reminds us of nothing so much as the old vaudeville routine of the guy rushing around trying to keep the spinning plates in the air.

That’s part of the reason we decided to establish our consulting practice. We know many highly skilled trial attorneys who simply don’t have the time to master everything they need to know about structured settlements and financial service products in order to serve their clients well when it comes time to settle the case, particularly if the case involves complications related to Medicare.

[Read more…]

Filed Under: Annuities, Financial Planning, Medicare, Uncategorized Tagged With: annuities, annuity, Medicare, Medicare Secondary Payer Act, Medicare Set Aside, medicare set asides, MSA, tax free annuity

Good News for Structured Settlements

May 6, 2015 by Randy Levine 1 Comment

Congress in action [sic]In an industry with old and new dogs, we’d say we’re the latter. We attended the National Structured Settlement Trade Association (NSSTA) spring leadership conference in Washington D.C., last weekend, where we met up with both the old and new as leaders from the Life Companies, IRS, Trust Companies, Defense and Plaintiff settlement producers come together to unify our fight for victims. Unfortunately, our industry gets a bad reputation due to the Factoring companies who buy the actual plans we design. From this conference we took away several positive things going on that we think people should know about.

[Read more…]

Filed Under: structured settlements Tagged With: Congress, legislation, NASP, National Structured Settlement Trade Association, NSSTA, structured settlements

Trial Ready or Not?

April 21, 2015 by Randy Levine Leave a Comment

shutterstock_234997276This week, we are continuing our series on how lawyers can get the most out of mediations. Last week, we wrote about the importance of getting all of the right people in the room. Showing up is the important place to start, but once you’re there, you better be ready: trial ready.

What does trial ready even mean?

To start with, it means that you have already addressed all essential motion practice related to the matter in hand. If the case warrants a shot at summary judgment on liability beforehand without going to a jury, then you should have already fully exhausted all avenues of motion practice before walking into the mediation (i.e. Labor Law 240). If you go to mediation too early, before you’ve taken that step, you’ve just handed a sword to the defense to argue that they can defeat a motion for summary judgment.  It can,also give them a psychological edge in thinking that you are not standing fully behind your case and you’re willing to take a discount.

Trial ready also means you’re walking into mediation ready to present your case, having fully prepared your arguments and evidence as you would before heading into court for the first day of trial. Some lawyers come equipped with a full trial binder and courtroom blow ups, subdivided into sections and categories. Some more tech-savvy lawyers like to show up with their laptops and iPads loaded up with Powerpoint presentations and all the x-rays, expert disclosures, and other key demonstrative evidence. Whether you’re new school or old school, the point is that you come into the room with everything all teed up, so you can walk the mediator through all the essential elements of the case. A lawyer who walks into a mediation session with nothing more than a few bullet points jotted down a yellow piece of paper and a disorganized redwell is doing a disservice to his client, by squandering a real settlement opportunity for want of proper preparation.

We should clarify, though, that a trial binder, blow-ups and visual aides are impressive but also not always necessary. In fact, we’ve worked with some excellent trial attorneys who show that they are trial ready in mediation sessions without a single piece of paper. They prefer to sit down in front of the mediator, defense attorney and adjusters and present all the facts and evidence purely from memory. This can be equally effective because it shows the lawyer’s ultimate ease and confidence with the facts and legal issues. It’s not a matter of bluffing so much as a different way of demonstrating the level of your preparedness.

A final point about preparedness: we think it makes sense to have all of your experts lined up with your 3101(d) expert exchanges in the hands of the defense. Some lawyers we know don’t want to spend the money until they have feel they must. But we think that’s penny-wise and pound-foolish. Nothing can be as effective as putting your money behind your case before mediation in order to demonstrate your commitment and confidence in a case.

In our experience, attending hundreds of mediations over the years, we see coming in prepared as the single most important determinant of success. Preparation, Preparation, Preparation. The more prepared a lawyer is, the better the outcome in mediation is going to be.

Filed Under: Insurance Adjustors, Legal Technology, Mediations Tagged With: insurance adjustors, legal tech, mediation, settlements, trial-ready

How to Get the Most Out of Mediation

April 14, 2015 by Randy Levine 2 Comments

shutterstock_221213716This week we begin a new series of blog posts about how lawyers can get the most for their clients out of the mediation process. This topic is fundamental to our business. We are, after all, settlement consultants and advisors. We have extensive experience and insight into how structured settlements can be used to help maximize recovery for clients and we often end up playing a much broader role, advising more generally on settlement strategy. We attend a lot of mediations over the course of a year. This gives us a good opportunity to constantly refine our views about the approaches and tactics that are likely to work best.

We kick off this series of blog posts with a bit of common sense advice. One of the most important things to ensure a successful mediation is to make sure that you have all the right people in the room with the mediator. This may sound obvious to some of you but you would be surprised by how frequently we see lawyers fail to pay heed to this essential point. As Woody Allen once said, “80 percent of success is just showing up.” Nowhere is this more apt than when it comes to mediation; except in the case of mediation, it’s not enough for just the plaintiff and counsel to show up — you need all the right parties on the other side too.

Sometimes this may not be so easy to accomplish. The insurance industry has been following the general trend in the business world by cutting costs for many key functions. We see this particularly when it comes to the role of insurance adjustors, many of whom now work remotely. We call these folks pajama adjustors because most often when we interact with them, they are sitting in front of a computer screen in their home.

This presents a problem when it comes to mediation. It’s not a problem with the pajamas, per se.  But our general experience is that mediation never works well unless all the necessary parties to a settlement gather together around the same table. Real eye contact is a necessary ingredient of negotiation because you have to build a sense of rapport and trust with your adversaries in order to be able to compromise. Dialing in by phone just won’t cut it. You’re paying the mediator good money for his or her expertise, and if the mediator cannot talk to the adjuster — the decision-maker on the defense side — than he or she can not effectively do their job. Having the adjuster on the phone means that the mediator’s message is going through defense counsel, who often have their own agenda for filtering that message.

In most cases, the problem is further complicated by the fact that the defense will often be insured with multiple layers of coverage. Assuming the damages exceed the primary layer, it’s going to be impossible to settle the case unless the excess coverage provider is also sitting at the table. For the plaintiff, this means there’s really no reason to participate in mediation unless all parties necessary to settlement are present or at least represented.

Getting the most out of your mediations is beneficial to you and your clients because everyone saves a lot of time and money by not going to trial. Start by showing up and stay tuned over the next few weeks for more pointers about how to position yourself and your client to take advantage of your next mediation session.

Filed Under: Insurance Adjustors, Legal Technology, Mediations Tagged With: insurance adjustors, litigation, mediations, plaintiffs, trial-ready

The Wrong Way to Treat Victims of Wrongful Birth

April 6, 2015 by Randy Levine Leave a Comment

shutterstock_258156005Ever since the advent of genetic counseling almost half a century ago, the American legal system has struggled to develop a reasoned approach for handling tort claims based on the notion of a wrongful birth – that is a claim for damages based on the birth of child with serious genetic defects. In a sense, it’s a tort action similar to any other negligence or professional malpractice claim, which arises if a professional counselor and/or physician, in providing pre-natal screening, fails to meet the appropriate standard of care by not warning parents about a foreseeable or detectable genetic defect. But even though such a claim is based on traditional concepts of negligence, courts have been troubled by the ethical dimensions of awarding damages as the result of the birth of a child.

In fact, a wrongful birth claim cannot be brought in a number of states because it has been statutorily banned – not surprisingly this tends to be the approach in Red State America, where right-to-life views predominate.

But even in more liberally minded jurisdictions, courts have distinguished and imposed limits on wrongful birth claims in contrast to the legal treatment accorded to other types of medical malpractice actions. The approach of the New York courts is a good example. Five years after Roe v. Wade established a woman’s right to choose, the New York State Court of Appeals ruled in favor of the plaintiff in Becker v. Schwartz awarding a woman who gave birth to a baby with Downs Syndrome financial damages because her doctors had failed to advise her that, based on her age, which was above 35, her child was at greater risk. But the court limited its award to financial damages to the mother based on the cost of caring for the child and refused to grant any award of emotional damages, reasoning that the family “may experience a love [for their child] that even an abnormality cannot fully dampen.”

At present, courts in about half the states recognize claims based on wrongful birth at least for financial damages. And not surprisingly, as pre-natal genetic testing becomes a more common practice, claims based on wrongful birth are being brought with increasing frequency.

Our own interest in the issue of wrongful birth litigation stems from our work as structured settlement consultants. In our corner of the legal universe, we see wrongful birth plaintiffs face yet one more hurdle that prevents them from receiving full and fair recovery even with respect to an award of financial damages. That’s because even in states that recognize a cause of action for wrongful birth, there is no clarity as to whether wrongful birth plaintiffs are able to receive their financial damages in the form of a Tax Free Qualified Structured Settlement.

As we’ve discussed on the blog before, a structured settlement is ideally suited to the needs of personal injury victims who face long-term medical care needs, by providing an optimal, tax advantaged vehicle to generate a stable stream of income for life. A child born with a serious birth defect is exactly the sort of person who stands to benefit most from a structured settlement approach.

Yet for some reason, not entirely clear to us, insurance companies are presently unsure whether to establish structured settlements that cover wrongful birth lifetime care needs. We think this is wrong and needs to change. It is based on an overly narrow reading of Internal Revenue Code section 104(a)(2), which is the statutory provision that provides tax-advantage to structured settlements to those who suffered with a physical injury or illness. There is no legal, policy or ethical reason, why families facing the burden of lifetime care for children born with serious birth defects should not stand to benefit from the advantages of Internal Revenue Code section 104(a)(2) the same as other damage award recipients. In fact, there have been other IRS revenue rulings that have carved out exceptions permitting future medical expenses to be non-taxable on the reasoning that the plaintiffs cannot deduct those future costs because the monies came from an insurance company (just as individuals cannot deduct those dollars that they receive from health insurance companies pay for medical treatment).

We are involved in case right now where a mother failed to receive advance notice about a Fragile X gene and as a result of that failure must now care for severely disabled twins for the rest of their life. We don’t see why these victims — these parents and children — are not afforded the right to use a Qualified Tax Free Annuity for the future medical care.. Tax-free settlements are far more cost effective because the same amount of dollars paid via a structured settlement can go that much further in providing needed care. Moreover, annuities are an important tool for helping these families cover these ongoing costs. And there’s further financial leverage inasmuch as structured settlements are decided based on rated ages, and life expectancies, which may also work to the advantage of children with serious birth defects.

The issue requires clarity. We at ESS Settlement Services are committed to do whatever we can. To start with, we will contact each Life company on behalf of these victims and fight for their rights because we believe it’s time that wrongful birth claimants are entitled to the same benefits under the law as other damage award recipients.

Filed Under: Life Insurance, structured settlements, Tax Law Tagged With: Special Needs Trust, structured settlements, tax free, Wrongful Death

155,000 Reasons Why Lawyers Should Consider Outsourcing Medicare Lien Resolution

March 16, 2015 by Randy Levine 1 Comment

medicare lienIf your law firm still handles Medicare lien resolution in-house, there are now 155,000 reasons for you to consider looking for a new solution. That’s because later this year Medicare is rolling out sweeping revisions to the billing codes that must be used in connection with Medicare reimbursement and lien-related work.

The Medicare bureaucracy is often reviled for its complexity and inefficiency. Well, it’s about to get a whole lot worse. As of Oct. 1, 2015 the ICD-9 codes, which have been in use since 1975, are going to be replaced with the next generation, ICD-10. The change over entails an exponential increase in complexity, moving from the 17,000 treatment codes covered by the current ICD-9 scheme to as many as 155,000 treatment codes possible under ICD-10. As Medicare explains it, the massive overhaul is necessary to ensure more accurate billing and to better reflect the full range of technology, diagnoses and procedures used in hospitals today.

This means that hospitals have to modernize EVERYTHING relating to their billing systems and procedures. The billers have to be retrained, the computers have to be upgraded and no, this won’t come cheap. The President-elect of the American Medical Association, Steven J. Stack called the change “a massive unfunded mandate that comes at a time when physicians are trying to meet several other federal technology requirements and risk penalties if they fail to do so.” [Read more…]

Filed Under: Law Firm Management, lien resolution, Medicare Tagged With: Health care, ICD-10, ICD-9, lien resolution, Medical Law, Medicare, Medicare Liens

The Right Approach to Medicare Set Asides

March 10, 2015 by Randy Levine 2 Comments

shutterstock_237872458As structured settlement advisors we spend most of our time solving problems for our clients and our clients’ clients. Dealing with Medicare and future medical set aside issues is an area where clients regularly turn to us for help because the Center for Medicare and Medicaid Services (CMS) has been almost silent as it pertains to Liability cases. This often presents a major complication in settling personal injury claims because many lawyers do not know what to do and want to rely on guidelines to rely on a case by case basis.

One thing we have learned over the years is that the best way to solve a problem is to start out by figuring out if you really have a problem at all. Sometimes things only look problematic but really turn out to be quite straightforward – after a little bit of inquiry or diligence. We do not recommend doing “nothing” but sometimes doing nothing is the correct answer. [Read more…]

Filed Under: Medicare Tagged With: Berry v. Toyota, CMS, Medicaid, Medicare, medicare set asides, personal injury law

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