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THE COUNSELOR-AT-LAW: A COLLABORATIVE APPROACH TO CLIENT INTERVIEWING AND COUNSELING Third Edition

Copyright © 2014 Carolina Academic Press, LLC. All rights reserved.

LexisNexis Law School Publishing Advisory Board Paul Caron Professor of Law Pepperdine University School of Law Herzog Summer Visiting Professor in Taxation University of San Diego School of Law Bridgette Carr Clinical Professor of Law University of Michigan Law School Olympia Duhart Professor of Law and Director of Lawyering Skills & Values Program Nova Southeastern University, Shepard Broad Law School Samuel Estreicher Dwight D. Opperman Professor of Law Director, Center for Labor and Employment Law NYU School of Law Steven I. Friedland Professor of Law and Senior Scholar Elon University School of Law Carole Goldberg Jonathan D. Varat Distinguished Professor of Law UCLA School of Law Oliver Goodenough Professor of Law Vermont Law School Paul Marcus Haynes Professor of Law William and Mary Law School John Sprankling Distinguished Professor of Law McGeorge School of Law

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THE COUNSELOR-AT-LAW: A COLLABORATIVE APPROACH TO CLIENT INTERVIEWING AND COUNSELING Third Edition Robert F. Cochran, Jr. Director, The Herbert and Elinor Nootbaar Institute on Law, Religion, and Ethics and Louis D. Brandeis Professor of Law Pepperdine University School of Law John M.A. DiPippa Dean Emeritus and Distinguished Professor of Law and Public Policy University of Arkansas at Little Rock William H. Bowen School of Law Martha M. Peters Professor of Legal Education, Emerita Elon University School of Law

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ISBN: 978-1-6304-3066-5 (print) ISBN: 978-1-6328-1675-7 (eBook) Library of Congress Cataloging-in-Publication Data Cochran, Robert F., 1951 — author. A collaborative approach to client interviewing and counseling Robert F. Cochran, Jr., Director, the Herbert and Elinor Nootbaar Institute on Law, Religion, and Ethics and Louis D. Brandeis Professor of Law, Pepperdine University School of Law; John M.A. DiPippa, Dean Emeritus and Distinguished Professor of Law and Public Policy, University of Arkansas at Little Rock William H. Bowen School of Law; Martha M. Peters, Professor of Legal Education, Elon University School of Law. — Third Edition pages cm Includes index. ISBN: 978-1-6304-3066-5 1. Attorney and client — United States. 2. Interviewing in law practice — United States. I. DiPippa, John M. A., author. II. Peters, Martha M., author. III. Title. KF311.C63 2014 347.73’504–dc23 2014030269

This publication is designed to provide authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional services. If legal advice or other expert assistance is required, the services of a competent professional should be sought. LexisNexis and the Knowledge Burst logo are registered trademarks of Reed Elsevier Properties Inc., used under license. Matthew Bender and the Matthew Bender Flame Design are registered trademarks of Matthew Bender Properties Inc. Copyright © 2014 Matthew Bender & Company, Inc., a member of LexisNexis. All Rights Reserved. No copyright is claimed by LexisNexis or Matthew Bender & Company, Inc., in the text of statutes, regulations, and excerpts from court opinions quoted within this work. Permission to copy material may be licensed for a fee from the Copyright Clearance Center, 222 Rosewood Drive, Danvers, Mass. 01923, telephone (978) 750-8400.

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Dedication To my mentors, Tom Shaffer and John Acuff, who taught me to love my clients. — R.F.C. To Karen, who brings light to my day, and Joel, Andrew, Micah, and Nikolai, who make the day worthwhile, and for my parents, John and Theresa DiPippa, whose love and devotion I can never repay. — J.D.P. For Lara Lazette Fitch and Griffin Samuel Fitch. — M.M.P.

iii

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Acknowledgment Many hands have helped bring this book to fruition. We want to thank: Karen DiPippa, Margot Barg, Gail Harris, Jessie Cranford, Terri Yeakley, Rod Smith, Lynn Foster, Tony Baker, Lee Boyd, Paul Zwier, Don Peters, Michelle Jacobs, Nancy Lyn Jones, Kenneth Nunn, and Lynda Ruf.

v

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Table of Contents Chapter 1 § 1-1 § 1-2 § 1-3 § 1-4

INTRODUCTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . THE AUTHORITARIAN MODEL . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . THE CLIENT-CENTERED COUNSELING MODEL . . . . . . . . . . . . . . . . . THE COLLABORATIVE DECISION-MAKING MODEL . . . . . . . . . . . . . .

Chapter 2 § 2-1 § 2-2 § 2-3 § 2-4 § 2-5 § 2-6 § 2-7 § 2-8

THREE MODELS OF LEGAL COUNSELING . . . . . . . . . . . . 1

HOW LAWYERS CONTROL CLIENTS . . . . . . . . . . . . . . .

INTRODUCTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . TRANSFORMING THE CLIENT’S CASE . . . . . . . . . . . . . . . . . . . . . . . . CONTROLLING THE CONVERSATION . . . . . . . . . . . . . . . . . . . . . . . . INSIDER STATUS FOR SALE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . STRUGGLING FOR POWER . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . TRANSLATING THE CLIENT’S STORY . . . . . . . . . . . . . . . . . . . . . . . . CRAFTING THE LAWYER-CLIENT RELATIONSHIP THROUGH COLLABORATIVE NEGOTIATION . . . . . . . . . . . . . . . . . . . . . . . . . . . . CONCLUSION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Chapter 3

1 2 4 6 11 11 12 14 17 18 19 24 25

COMMUNICATION SKILLS . . . . . . . . . . . . . . . . . . . . . . . . 27

§ 3-1 INTRODUCTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . § 3-2 LISTENING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a) Paying Attention . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(1) Paying Attention Physically . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(2) Paying Attention Mentally by Active Listening . . . . . . . . . . . . . . . . . . . (b) Actively Listening to the Client’s Nonverbal Messages . . . . . . . . . . . . . . . (b)(1) Body Language . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b)(2) Eyes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b)(3) Facial Expressions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b)(4) Using Knowledge of Body Language . . . . . . . . . . . . . . . . . . . . . . . . . . (c) Using Knowledge of Psychological Type . . . . . . . . . . . . . . . . . . . . . . . . § 3-3 BUILDING RAPPORT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a) Mirroring . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(1) Mirroring the Client . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(2) Mirroring the Client’s Language . . . . . . . . . . . . . . . . . . . . . . . . . . . . . § 3-4 WHAT TO AVOID . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a) Professional Blindness . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b) Hardening of the Categories . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . vii

27 27 27 27 29 29 30 30 30 31 31 32 33 33 33 35 35 35

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Table of Contents § 3-5 VERBALLY RESPONDING TO THE CLIENT . . . . . . . . . . . . . . . . . . . . . (a) Responsive Statements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(1) Clarification Responses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(2) Reflective Statements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b) Kinds of Reflective Statements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b)(1) Paraphrasing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b)(2) Reflecting Content Alone . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b)(3) Reflecting Emotion Alone . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b)(4) Reflecting Both Content and Emotion . . . . . . . . . . . . . . . . . . . . . . . . . (c) Summarizing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (d) Silence . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . § 3-6 ASKING QUESTIONS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a) Closed-Ended Questions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b) Open-Ended Questions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (c) General Guidelines for Using Open and Closed Questions . . . . . . . . . . . . (c)(1) The Advantages and Disadvantages of Each Type of Question . . . . . . . . (c)(2) Asking These Questions in Context . . . . . . . . . . . . . . . . . . . . . . . . . . . (c)(3) Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (d) Leading Questions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . § 3-7 FINAL WORDS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Chapter 4

36 37 37 38 38 38 39 39 40 42 44 44 45 46 47 47 48 48 48 50

BEGINNING THE LEGAL INTERVIEW . . . . . . . . . . . . . . . 51

§ 4-1 § 4-2

INTRODUCTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . EFFECTIVE LEGAL INTERVIEWING: BUILDING RAPPORT AND GATHERING INFORMATION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . § 4-3 THE GENERAL ELEMENTS OF AN EFFECTIVE LEGAL INTERVIEW . § 4-4 THE STRUCTURE OF AN EFFECTIVE LEGAL INTERVIEW . . . . . . . . . (a) Overall Goals . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b) Structure . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . § 4-5 THE OPENING STAGE OF THE CLIENT INTERVIEW . . . . . . . . . . . . . . (a) Physical Surroundings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(1) The Office Building . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(2) The Lawyer’s Office . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b) Opening the Interview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b)(1) General Guidelines . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b)(2) Building Rapport: Conveying Acceptance . . . . . . . . . . . . . . . . . . . . . . (c) Opening the Interview: Meeting and Greeting the Client . . . . . . . . . . . . . . (c)(1) Introductions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (c)(2) Ice Breaking . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Gay Gellhorn, Law and Language: An Empirically Based viii

51 51 52 54 54 54 55 55 56 56 56 56 57 58 58 58

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Table of Contents Model for the Opening Moments of Client Interviews . . . . . . . . . . . . Gay Gellhorn, Law and Language: An Empirically Based Model for the Opening Moments of Client Interviews . . . . . . . . . . . . (c)(3) Time Constraints and Purposes of the Interview . . . . . . . . . . . . . . . . . . § 4-6 EXPLANATIONS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a) Confidentiality . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(1) Discussing Confidentiality . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(2) Talking About Confidentiality at the Initial Interview . . . . . . . . . . . . . . (b) Fees . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b)(1) Talking About Fees . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b)(2) Talking About Fees at the Initial Interview . . . . . . . . . . . . . . . . . . . . . . § 4-7 SAMPLE DIALOGUE TO OPEN A CLIENT INTERVIEW . . . . . . . . . . . . § 4-8 CONCLUSION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Chapter 5 § 5-1 § 5-2 (a) (b) (c)

§ 5-3 (a)

(b) § 5-4 (a)

(b) (c) § 5-5 § 5-6

§ 6-1 § 6-2 (a)

61 62 63 63 63 64 65 65 65 66 66

HEARING THE CLIENT’S STORY . . . . . . . . . . . . . . . . . . . 69

THE FRAMING STATEMENT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . GETTING THE CLIENT’S STORY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Opening Questions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Avoiding Narrow Frames . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Providing Context . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Gay Gellhorn, Law and Language: An Empirically Based Model for the Opening Moments of Client Interviews . . . . . . . . . . . . . HEARING THE CLIENT’S STORY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Getting Past Framing Statements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Gay Gellhorn, Law and Language: An Empirically Based Model for the Opening Moments of Client Interviews . . . . . . . . . . . . . Identifying the Client’s Goals and Interests . . . . . . . . . . . . . . . . . . . . . . . LAWYER DISTORTIONS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Interruptions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Linda F. Smith, Interviewing Clients: A Linguistic Comparison of the “Traditional” Interview and the “Client-Centered” Interview . . . . . . . Narrow Questions and Premature Diagnosis . . . . . . . . . . . . . . . . . . . . . . Cross-Examination . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . CLIENT DISTORTIONS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . SUMMARY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Chapter 6

59

69 70 70 72 73 74 75 75 76 77 78 78 79 82 82 83 83

DEVELOPING THE CLIENT’S STORY . . . . . . . . . . . . . . . . 85

FRAMING STATEMENT: REPEATING THE HIGH POINTS . . . . . . . . . . 85 CLARIFYING AND EXPLORING THE CLIENT’S STORY . . . . . . . . . . . 85 Funnel Sequences . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86 ix

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Table of Contents (b) (c) § 6-3

§ 6-4 (a) (b) (c) (d) § 6-5

Helping Clients Explore Their Memories . . . . . . . . . . . . . . . . . . . . . . . . Statements of Understanding . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . AN EXAMPLE OF SUCCESSFULLY EXPLORING A CLIENT’S CASE . . Gay Gellhorn, Law and Language: An Empirically Based Model for the Opening Moments of Client Interviews . . . . . . . . . . . . . . . ENDING THE INITIAL INTERVIEW . . . . . . . . . . . . . . . . . . . . . . . . . . . Defining the Role of the Attorney . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Things to Do at the End of Every Interview . . . . . . . . . . . . . . . . . . . . . . . Things to Do When No Decision About the Case is Made at the End of the Initial Interview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Things to Do When a Decision About the Case is Made at the Initial Interview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . CONCLUSION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Chapter 7

87 89 89 90 94 94 95 96 96 97

DECISION-MAKING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 99

§ 7-1

LEGAL AND THERAPEUTIC COUNSELING: SIMILARITIES AND DIFFERENCES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 99 § 7-2 APPROACHES TO LEGAL COUNSELING . . . . . . . . . . . . . . . . . . . . . . 102 (a) The Client-Centered Approach . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 102 (b) The Authoritarian Approach . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 102 (c) The Decision-Counselor Approach . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103 (d) Collaborative Legal Counseling . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103 § 7-3 COMMON ELEMENTS OF EFFECTIVE LEGAL COUNSELING . . . . . . 104 (a) Relationship Building Practices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 104 (b) Decision Process Practices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 107 § 7-4 FACTORS THAT INTERFERE WITH EFFECTIVE DECISION-MAKING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 108 (a) Satisficing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 110 (b) Elimination by Aspects . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 111 (c) Information Processing Flaws: Heuristics and Biases . . . . . . . . . . . . . . . 112 (c)(1) Heuristics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 112 (c)(2) Biases . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 113 (c)(2)(i) Availability Biases . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 113 (c)(2)(ii) Representative Biases . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 114 (c)(2)(iii) Anchoring and Adjustment Biases . . . . . . . . . . . . . . . . . . . . . . . . . 115 § 7-5 DEALING WITH UNCERTAINTY . . . . . . . . . . . . . . . . . . . . . . . . . . . . 116 (a) Risk . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 116 (b) Framing Gains or Losses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 116 (c) Guidelines for Accurately Framing Risk . . . . . . . . . . . . . . . . . . . . . . . . 123 § 7-6 CONCLUSION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 124 x

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Table of Contents Chapter 8

CLIENT COUNSELING . . . . . . . . . . . . . . . . . . . . . . . . . . . 125

§ 8-1 THE LAWYER’S RESPONSIBILITIES IN COUNSELING CLIENTS . . . § 8-2 THE RHYTHM OF COUNSELING . . . . . . . . . . . . . . . . . . . . . . . . . . . . § 8-3 DESCRIPTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a) Accuracy, Objectivity, and Completeness . . . . . . . . . . . . . . . . . . . . . . . (a)(1) Assess the Client’s Case . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(2) Identify the Alternatives . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(2)(i) Minimal Acceptance Criteria . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(2)(ii) Cover a Wide Range of Options . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(2)(iii) Generality of Options . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . § 8-4 DISCUSSION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a) Client/Lawyer Collaborative Deliberation . . . . . . . . . . . . . . . . . . . . . . . (b) Structuring the Discussion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b)(1) Agree on the Options Under Discussion . . . . . . . . . . . . . . . . . . . . . . . (b)(2) Agree on the Criteria Used to Evaluate the Options . . . . . . . . . . . . . . . (b)(3) Apply the Criteria in a Rigorous and Systematic Fashion . . . . . . . . . . . (c) The Decision Sheet . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (c)(1) The Consequences to the Client . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (c)(2) The Consequences to Others . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (c)(3) Consequences for the Client’s Self-Image . . . . . . . . . . . . . . . . . . . . . (c)(4) Consequences for the Client’s Reputation . . . . . . . . . . . . . . . . . . . . . . (c)(5) Reviewing the Decision Sheet . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . § 8-5 DECISION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a) Choosing the Option that Best Meets the Client’s Values and Goals . . . . . (a)(1) Making an Optimal Choice . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(2) Making Comparative Judgements . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(3) Making the Decision . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (a)(4) Reviewing the Decision . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . (b) How to Structure the Decision Phase . . . . . . . . . . . . . . . . . . . . . . . . . . . § 8-6 GIVING CLIENTS BAD NEWS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . § 8-7 CONCLUSION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Chapter 9 § 9-1 § 9-2 (a) (b) § 9-3

125 127 127 128 129 130 131 132 134 134 136 136 136 137 138 139 140 140 141 141 142 143 143 143 145 145 146 147 149 150

MORAL CHOICES IN THE LAW OFFICE: WHO GETS HURT? AND WHO DECIDES? . . . . . . . . . . . . . . . . . . . . . . 153

INTRODUCTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . AUTHORITARIAN LAWYERS: THE GURU AND THE GODFATHER . The Lawyer as Guru . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Harrop Freeman, The Rabbi and the Horse-whip Lawyer . . . . . . . . . . The Lawyer as Godfather . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . CLIENT-CENTERED COUNSELORS: THE LAWYER AS HIRED GUN . xi

153 154 154 154 158 160

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Table of Contents § 9-4 § 9-5 § 9-6 § 9-7

COLLABORATIVE LAWYERS: THE LAWYER AS FRIEND . . . . . . . . Anthony T. Kronman, The Lost Lawyer . . . . . . . . . . . . . . . . . . . . . . . . AVOIDING LAWYER DOMINATION . . . . . . . . . . . . . . . . . . . . . . . . . MORAL DISCOURSE WITH CORPORATE CLIENTS . . . . . . . . . . . . . . CONCLUSION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Chapter 10 § 10-1 § 10-2 § 10-3

(a) (b) § 11-3 (a) (b) § 11-4 § 11-5 § 11-6

(b) (c) § 12-3 § 12-4 § 12-5

DEALING WITH CLIENT-LAWYER DIFFERENCE . . . .

INTRODUCTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . THE IMPACT OF DIFFERENCES ON THE LAWYER-CLIENT RELATIONSHIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Cultural Encapsulation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Sensitivity to Different Cultural Rapport-Building Rituals and Patterns . . STEPS TO BECOMING MORE AWARE OF CULTURAL ENCAPSULATION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Expectations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Empathy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . CAUTION NOT TO STEREOTYPE BY ATTRIBUTING GROUP PREFERENCES TO INDIVIDUALS . . . . . . . . . . . . . . . . . . . . . . . . . . . DO’S AND DON’TS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . SUMMARY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Chapter 12 § 12-1 § 12-2 (a)

175

INTRODUCTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 175 COUNSELING CLIENTS ABOUT NEGOTIATION . . . . . . . . . . . . . . . . 176 COUNSELING CONCERNING ALTERNATIVE DISPUTE RESOLUTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 182

Chapter 11 § 11-1 § 11-2

TO SUE OR SETTLE?: COUNSELING ABOUT DISPUTE RESOLUTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

164 166 168 172 173

189 189 190 191 193 195 197 200 202 203 205

LAWYERS, CLIENTS, AND PSYCHOLOGICAL TYPE THEORY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 207

INTRODUCTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . AN OVERVIEW OF PSYCHOLOGICAL TYPE THEORY . . . . . . . . . . . Two Mental Functions, Perception and Judgment, Influence Communication Between Lawyers and Clients . . . . . . . . . . . . . . . . . . . . Two Directions of Energy: Extraverting or Introverting . . . . . . . . . . . . . Two Lifestyles . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . REFLECTING ON YOUR TYPE PREFERENCES . . . . . . . . . . . . . . . . . . VALUE OF TYPE KNOWLEDGE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . TYPE AND SKILL DEVELOPMENT . . . . . . . . . . . . . . . . . . . . . . . . . . . xii

207 207 209 211 213 214 215 217

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Table of Contents § 12-6 (a) (b) (c) (d) § 12-7 § 12-8 § 12-9

THE FOUR PREFERENCE SCALES APPLIED TO LEGAL INTERVIEWING AND COUNSELING . . . . . . . . . . . . . . . . . . . . . . . . . The Perception Functions: Sensing or Intuition . . . . . . . . . . . . . . . . . . . The Judgment Functions: Thinking or Feeling . . . . . . . . . . . . . . . . . . . . Direction of Energy: Extraversion or Introversion . . . . . . . . . . . . . . . . . Lifestyles: Judgment or Perception . . . . . . . . . . . . . . . . . . . . . . . . . . . . TYPE DYNAMICS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . USING TYPE IN PROBLEM SOLVING . . . . . . . . . . . . . . . . . . . . . . . . . CONCLUSION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

xiii

219 220 221 222 224 225 227 228

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