THE ART OF

ADVOCACY

IN

INTERNATIONAL

ARBITRATION
SECOND EDITION

DOAK BISHOP
and
EDWARD G. KEHOE
Editors

JURIS
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 TABLE OF CONTENTS

Preface.................................................................. Edward G. Kehoe iii

About the Authors......................................................................... v

Introduction................................................................Doak Bishop 1

Part I: Advocacy in International Arbitration...................... 13

Chapter 1
Cultural Differences in Advocacy in
International Arbitration...................................... Jan Paulsson 15

Chapter 2
Differences in the Approach to Witness
Evidence Between the Civil and Common
Law Traditions ...........................................Anthony C. Sinclair 23

Chapter 3
The Ethics of Advocacy in International
Arbitration...................................................Catherine A. Rogers 49

Part II. Psychological Persuasion........................................... 67

Chapter 4
Psychological Dynamics in International Arbitration
Advocacy..................Richard C. Waites and James E. Lawrence 69

Chapter 5
Psychological Factors in the Arbitral Process
.......................................Sophie Nappert and Dieter Flader 121

xxvii
xxviii ART OF ADVOCACY IN INTERNATIONAL ARBITRATION

Part III: Strategy .......................................................................... 149

Chapter 6
Strategic Considerations in Developing an
International Arbitration Case ........................... David W. Rivkin 151
Chapter 7
Advocacy in Practice: The Use of Parallel Proceedings
...........................Emmanuel Gaillard and Philippe Pinsolle 173

Part IV: Written Advocacy......................................................... 193

Chapter 8
Effective Written Advocacy.................Guillermo Aguilar Alvarez 195
Chapter 9
Pleadings, Memorials, and Post-Hearing
Briefs..................................................................Mark Friedman 209
Chapter 10
Witness Statements and Expert Reports
.............................. Pierre Bienvenu and Martin J. Valasek 235
Chapter 11
Organization and Presentation of Documents
to the Tribunal................................................... Stephen Jagusch 281
Chapter 12
Advocacy Before International Tribunals in
State-to-State Cases ..........................................James Crawford 303

Part V: Oral Advocacy ................................................................ 331

Chapter 13
Pre-hearing Advocacy in International Arbitration
....................Lucy F. Reed and Alexander A. Yanos 333
TABLE OF CONTENTS xxix

Chapter 14
Opening Statements
..........................................Toby Landau and Doak Bishop 359
Chapter 15
Direct and Re-Direct Examination of the
Witnesses............................................................ Nigel Blackaby 387
Chapter 16
Cross-Examination and Re-Cross in
International Arbitration.............................. Edward G. Kehoe 405
Chapter 17
Ten Questions Not to Ask in Cross-Examination
in International Arbitration .............................Michael Hwang 431
Chapter 18
Attacking the Credibility of Witnesses and
Experts ..................................................... Guido Santiago Tawil 451
Chapter 19
Closing Arguments ................................................Audley Sheppard 465

Part VI: Regional Differences in International

Arbitration..................................................................... 471
Chapter 20
The British Perspective and Practice of Advocacy
...........................................Peter Leaver and Henry Forbes Smith 473
Chapter 21
The Continental European Perspective and
Practice of Advocacy.................................... Teresa Giovannini 499
Chapter 22
The United States Perspective and Practice of Advocacy
..................................... Doak Bishop and James H. Carter 519
xxx ART OF ADVOCACY IN INTERNATIONAL ARBITRATION

Chapter 23
The Asian Perspective and Practice of Advocacy
..................................................................Christopher Lau 565

Part VII: Advocacy from the Perspective

of the Arbitrator.......................................................... 583

Chapter 24
Advocacy From the Perspective of the
Civil Law Arbitrator
.................... Bernardo M. Cremades and Ignacio Madalena 585

Chapter 25
Advocacy from the Arbitrator’s Perspective
.............................L. Yves Fortier and Stephen L. Drymer 609

Chapter 26
Advocacy Regarding Damages in International
Arbitration............................................................Craig S. Miles 623