LESSONS LEARNED:

A. IN GENERAL

1. Always remember the differences in ADR methods, since each requires a different approach.

a. Mediation is business based, with the parties in control, and non-binding and NON-ADVERSARIAL.

b. Arbitration is rights based, with reliance on theories and claim and counterclaims, right versus wrong, binding and non-appealable (except under limited circumstances) and ADVERSARIAL.

2. Beware of the arrogance of assuming an arbitration hearing requires little preparation or familiarity with the rules, having heard that it is only a story being told without rules of evidence. There are various sets of rules promulgated by the American Arbitration Association relating to disputes covering commercial matters, such as construction, securities, real estate valuation and labor. Copies of these rules are available from the AAA offices, and you should always familiarize yourself with the most current set of rules.

3. Do not assume that no matter what is presented in an arbitration, the arbitrators will always award something to everyone, i.e., the Solomon decision. A Special Study prepared by the American Arbitration Association in 1990 concluded that arbitrators decide clearly in favor of one party over the other in the majority of cases. It found that in 21% of the claims, the claim was denied totally; in 33% of the claims, the arbitrators awarded between 80 and 100% of the claim; in 9% of the claims, the award was less than 20% of the claim; and the "Solomon" decision of 40 to 50% of claim was reached in only 12% of the claims.

4. One of the major advantages of arbitration is that you will obtain your results a lot faster than by using the court system. The same American Arbitration Association study shows that the median number of days between filing and award was only 166 days. In those cases of more than $1,000,000, the median number of days was 498 days; and where the claim was for $15,000 or less, only 100 days.

5. Do not be insulted, but the transactional attorney whose last experience was in Moot Court, should not look to arbitration as good "trial" experience in order to get a taste of the "litigation” process. Do not think for a moment that arbitration does not require good court skills such as cross examination ability; it is still no place for the transactional lawyer who wants a shot at the court room experience.

B. THE ARBITRATION CLAUSE

1. The arbitration clause must be carefully prepared by the transactional lawyer and the litigation lawyer in cooperation with each other and should be tailored for the particular type of dispute which is the subject of the contract. Even if the AAA has no established rules for your "unique" dispute, do not be constrained to use the process. You can establish your own rules of procedure. The ability to tailor make a dispute resolution procedure for your particular action, and even select the specific panelists based upon expertise at a time where conflict is absent cannot be overestimated.

2. A good arbitration clause will:

a. be self executing and may be initiated by either party.

b. take into account joinder of all parties necessary to resolve the dispute. You should obtain the commitment of all parties to participate in the arbitration process at the contract stage. Usually it is too late at the dispute stage.

c. establish standards for the selection of arbitrators with the expertise sought and should provide for a replacement mechanism in the event a panelist resigns or becomes unable to serve his or her term for reasons beyond their control.

d. provide for some limited pre-hearing discovery, but should avoid “everything permitted by the Civil Practice Act,” of the jurisdiction.

e. provide for authority to award attorneys fees and costs, as the arbitrators deem to be just and equitable. This would avoid later disputes over who was a prevailing party, and permits the arbitrators to use their judgment as to the extent to which fees may be awarded.

f. request a written "reasoned” opinion setting forth the basis upon which the Award was made, if the parties desire it.

g. designate the place of arbitration to avoid forum shopping or local prejudices.

C. SELECTION OF THE ARBITRATOR

1. The absolute key to any successful arbitration is the quality of the panel. Stay away from the prospective panelist whose credentials read as follows: "Real estate closings, estate planning, negligence, worker compensation claims and complex commercial arbitration." Be willing to pay more for a quality panel than the minimum suggested rate - you usually get what you pay for. Quality arbitrators will be more inclined to serve on a panel which will continue over an extended period of time, if there is not too great a financial sacrifice.

2. Avoid party appointed arbitrators. This occurs when I pick one arbitrator and you pick the other arbitrator and our appointees select the third "neutral" arbitrator. In this author’s opinion, use of the partisan arbitrator selection process presents an inherent conflict since she or he is clearly partisan, but bound by oath and the ethical rules of the American Arbitration Association to act without prejudice to either party.

3. Always investigate the potential arbitrators by contacting other counsel who may have had contact with the arbitrator. Never overlook your own firm’s experience. Never assume that nomination as an arbitrator is tantamount to qualification.

D. PRE-HEARING CONSIDERATIONS

1. Make sure all exhibits are marked BEFORE the hearing, and provide sufficient copies for each member of the panel, opposing counsel and the court reporter, if any. Failure to do this in advance telegraphs poor preparation and, if the strategy is to upset the rhythm of witness examination, good arbitrators sense this strategy and you lose points rather than advance your cause.

2. Provide copies of documents to opposing counsel prior to the hearing, and during the document exchange period. This will avoid the embarrassment of having opposing counsel exclaim that this is the first time they've seen the document, and therefore, they will need additional time to review it before they can proceed with their cross examination. Arbitrators will usually give counsel additional time to prepare and any tactical advantage obtained is only illusory.

3. For the "secretive" opponent who refuses to fully disclose or exchange documents, remind them of the power of the arbitrator to subpoena documents, and indicate that you will advise the panel that the subpoena was necessary due to a lack of cooperation by the opposing side. Further, that since documents produced pursuant to subpoena will be seen by you for the first time at the hearing, you will require additional time to review the documents, which will delay the process. Chances are that counsel will get the message!

4. Counsel should try to agree on joint exhibits in advance and identify them as such. It is frustrating for the panel to shift from the claimant’s set of exhibits to the respondent’s set of exhibits, where each bears a different identification for the same document.

E. THE HEARING PROCESS

1. Do not permit the "informality” of arbitration to minimize the need for properly preparing your witnesses. Credibility of counsel and witnesses come into question when the witness stares at a document she does not recall ever seeing before. What you've done is 'sandbagged' your own witness by assuming that less preparation of witnesses is appropriate since there is no judge or jury. Witnesses are under oath and subject to cross-examination. Failure to prepare the witness properly can result in an adverse decision simply because the witness’ credibility prevents the arbitrators from giving the testimony much probative value.

2. Remind your witnesses to look at the arbitrators, not at you, when responding to direct or cross examination.

3. Even though the rules of evidence do not apply, you should always lay a proper foundation for the question or document and be sure to indicate its materiality and relevance in your case. Even though affidavits are a form of hearsay, the rules do permit arbitrators to admit evidence by way of affidavit.  However, the absence of the ability to cross examine the affiant, may cause the arbitrators to give the affidavit less weight in their decision. Have your affiant available for cross examination. At the least you have reduced the witness’ time by half and reduced the panel's boredom factor by at least that amount.

4. Use objections sparingly, as arbitrators may believe that you are preventing them from hearing evidence on the matter. Use objections to "tell" the arbitrators something such as: leading questions may indicate that the witness is not testifying, counsel is testifying; lack of foundation for a document may cause the arbitrator to attach less weight to it; failure of a witness to respond indicates a witness whose credibility should be questioned by the arbitrators. One of the best objections is "asked and answered.” Properly and consistently made, the message to the arbitrators is clear: counsel is engaged in eliciting repetitious testimony which does not shed new light on the issues and causing delay in the proceedings, while adding nothing new.

5. Is a transcript necessary? In a complex case, daily copy may assist in preparing for cross examination. Transcripts are always of assistance when moving to vacate an award, since the transcript may provide grounds for vacating the award. Ordering a transcript for the arbitrators may not be useful, however, since the arbitrators have heard the testimony, taken notes, and may have caucused between themselves from time to time. An arbitrator faced with voluminous exhibits will look to an equally voluminous transcript with distaste.

6. Do not present the same set of facts several different ways in the hopes that repetition will enforce your position. The arbitrator will not choose the one she wants, but will become bored and not pay attention to the critical evidence which is buried in the repetitious presentations. Furthermore, all this does is present the opportunity to tender additional, unnecessary and repetitive details which presents the other side with the opportunity to engage in overlong and boring cross examination .  The result is a panel which loses interest.

7. Start the case with a strong witness and finish with a strong witness. The middle witnesses will take care of themselves. Studies have shown that "decision makers" reach a feeling as to who is right and who is wrong at the close of the opening statements, assuming the evidence will support the opening presentations. Therefore, hit them hard or you will spend the rest of the case trying to change their minds.

8. Do not insult your opponent and the arbitrators by not being able to commit to hearing dates because "your secretary is in charge of setting your appointments.” You wouldn’t do this before a judge and you have essentially indicated your disdain for the process and have insulted the arbitrators who will decide your case.

9. Even though arbitration is a less formal process than a court hearing, avoid referring to the arbitrator(s) by their first names, even if you know them well. Such informality detracts from the dignity of the arbitration process. Furthermore, it could give rise to a claim of bias as a basis for an appeal of an award, citing the "personal" relationship evidenced by use of first names.

10. What does counsel want from the panel?

a. The members of the panel should be experienced in the industry and in the arbitration process.

b. The panel should establish the ground rules for admission of evidence, witnesses, and discovery and should enforce those ground rules fairly and even handedly.

c. A firm but fair panel that "runs" the hearings, keeps counsel from making it the "arbitration from hell" and establishes an interest by asking questions during the proceedings.

11. What does the Arbitrator want to see from counsel?

a. Claims, counterclaims, or defenses should be well documented. All documents should be numbered and a summary sheet should be prepared for use by the arbitrators during their deliberations.

b. Documents should be factual and self authenticating wherever possible. When introduced a foundation should be established as to who prepared the document, when it was prepared, and that it is THE document.

c. The evidence should be presented in a logical, rational manner consistent with your opening statements. When the arbitrators have a glazed look it is usually because they are unable to determine where you are headed - so remind them every so often.

d. Focus on the important issues and facts and avoid over trying the case by emphasizing and proving every single fact, regardless of its significance. Who really cares what the witness did in high school if it has nothing to do with the case in chief?

e. Cooperation between counsel at all times and a professional demeanor between counsel and the panel is the rule. Rambo is out and civility is in! This does not mean you cannot be tough or hard but do not equate rudeness and incivility with the former.

f. Avoid hyper-technical, never ending objections - arbitrators want to find out the facts and will wonder what you’re trying to keep out.

Remember, the panel was selected for its expertise and sophistication, and unlike a jury they do not have to be protected from "tainted” evidence.

DART -- 1150 Connecticut Ave. NW, Suite 600, Washington D.C.   (202) 296-5775

STANLEY P. SKLAR is a Partner in the law firm of Bell, Boyd & Lloyd's Chicago, Illinois office, where he specializes in Construction Law and Alternate Dispute Resolution methods. A graduate of Northwestern University School of Law, Mr. Sklar is also an elected member of the American College of Real Estate Lawyers, and a Fellow and past President (1994) of the America College of Construction Lawyers.

His professional leadership activities include being former Chair of the Chicago Bar Association committees on Mechanics Liens, Land Development and Construction and was the Chair of its Real Property Committee for 1991-92. He is currently the Chair of the Chicago Bar Association Alternate Dispute Resolution Committee. Mr. Sklar was a member of the Governing Board of the American Association Forum on the Construction Industry from 1994 to 1996.

He is a Certified Arbitrator and Certified Mediator for the American Arbitration Association, a member of Chicago Region Construction Disputes Advisory Panel and a member of the Select Panel on Complex Commercial Disputes.

He has published several works including Construction Law in Illinois, Illinois Construction Lending, Proof of Construction Damages and is a contributing author to Wiley Publications books on Construction including the Fifty State Construction Lien and Bond Law and the Fifty State Public Construction Contracts where he wrote the chapters on Illinois Law. He is also Lead Editor of Troubled Construction Loans and participated in the Matthew Bender Publication on Construction Law where he wrote the chapter on mechanics liens.

Mr. Sklar may be contacted at (312)372-1121 or by e-mail at ssklar@bellboyd.com..