Trial Strategy and Techniques Using the Comparable Sales Approach to Valuation

This paper describes the various strategies and techniques that have been used successfully by the author with respect to the comparable sales approach to valuation. The psychology of a trial, the selection of the jury, the valuation witness and trial preparation are discussed as they relate to the trial outcome. Fair market value, comparable sales approach to value, admissibility of evidence of sales made to a condemming agency, elements of comparability, trial tactics, the use of evidence, selection of witnesses, and the role of the judge are also discussed.