Amazing how well-reasoned your analysis of the jerk’s negotiating style is. I would have thought it was less cerebral on his part:

- I am a jerk to people
- When I am a jerk, sometimes they give me what I want
- Being a jerk pays
- When someone acts like a jerk back at me, I will throw a tantrum, but I know that I am dealing with another jerk. Therefore, I will be forced to negotiate like a reasonable person

I don’t like lawyers who act that way, but I understand they are out there, and I may from time to time have to deal with them.

Interesting is when the Jerk’s behavior is impeding his own interest – when the client is being harmed by the Jerk’s unwillingness to cooperate or communicate. Then, the Jerk may be out of a job if you can alert the client to the Jerk’s counterproductive (disloyal?) behavior. Best way to do that: show up the Jerk in front of the client. Best way to do the best way: get a judge to scream at the Jerk. This should be easy; give the Jerk an opening.