Strategie difensive in mediazione: come massimizzare l’interesse del cliente
La mediazione civile e commerciale, specie dopo le innovazioni introdotte dalla riforma Cartabia, rappresenta un terreno in cui l’avvocato è chiamato a coniugare competenze tecniche e capacità negoziali. Questo contributo esamina le principali strategie difensive che consentono di tutelare e valorizzare l’interesse del cliente nel procedimento di mediazione, evitando approcci meramente passivi o formali.
Inquadramento normativo
Il D.Lgs. 28/2010, come modificato dal D.Lgs. 149/2022, ha rafforzato la centralità della mediazione quale condizione di procedibilità e, in alcuni casi, come strumento delegato dal giudice. In questo contesto, l’avvocato assume un ruolo imprescindibile: la sua assistenza non è limitata a un dovere di presenza, ma si configura quale presidio tecnico-giuridico che orienta la procedura e ne condiziona l’esito.
Analisi e approfondimento
La difesa in mediazione non si esaurisce nella tutela “contro” l’altra parte, bensì si estende a un’attività di valorizzazione degli interessi del cliente. Le strategie difensive più efficaci possono essere sintetizzate in quattro direttrici principali:
- Preparazione preventiva
Analisi della documentazione e delle prove già in fase pre-mediativa.
Identificazione degli interessi reali del cliente, distinti dalle mere posizioni giuridiche.
Definizione di soglie di accettabilità (cosa concedere, cosa rifiutare, quando rinviare al giudizio).
- Gestione della comunicazione
Uso calibrato del linguaggio tecnico-giuridico con il mediatore e di un linguaggio più semplice con la controparte.
Valorizzazione di argomenti che rafforzino la posizione del cliente senza chiudere spazi negoziali.
- Tecniche di negoziazione
Apertura a soluzioni creative non strettamente giuridiche (rateizzazioni, prestazioni alternative, patti di collaborazione futura).
Uso mirato del BATNA (Best Alternative to a Negotiated Agreement) come leva per rafforzare la posizione del cliente.
- Valorizzazione della procedura
Ricorso a periti o consulenti in mediazione per rafforzare la posizione tecnica del cliente.
Richiesta al mediatore di sessioni separate (c.d. caucus) per meglio calibrare le concessioni e proteggere informazioni sensibili.
Caso pratico
In una controversia relativa a responsabilità professionale sanitaria, l’avvocato della struttura ospedaliera ha impostato la difesa non solo confutando le pretese risarcitorie del paziente, ma proponendo un accordo strutturato: riduzione dell’importo richiesto in cambio di un pagamento immediato e rinuncia a ulteriori pretese. La strategia ha permesso di contenere i costi per la struttura e, al contempo, di offrire al paziente un risultato certo e rapido.
Implicazioni per l’avvocato
L’avvocato in mediazione non deve limitarsi a “presidiare” la procedura per evitare eccezioni di improcedibilità. Al contrario, la sua capacità di costruire e proporre soluzioni negoziali diviene un fattore determinante di successo. È quindi indispensabile un approccio interdisciplinare che coniughi diritto, tecnica negoziale e psicologia del conflitto.
Conclusioni
La mediazione impone all’avvocato una rinnovata concezione del proprio ruolo difensivo: non solo difesa tecnica, ma anche capacità di valorizzare le opportunità che il procedimento offre. Solo un approccio proattivo, basato su preparazione, negoziazione e strategia, consente di massimizzare l’interesse del cliente e di trasformare la mediazione da “obbligo procedurale” a reale opportunità di tutela.
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