"We live in a fantasy world, a world of illusion. The great task in life is to find reality."

Iris Murdoch

In today's Law Firm Marketing, Make yourself scarce -- and you'll attract more clients.

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Read Migalhas LatinoAmérica in Spanish every Tuesday and Thursday. Visit the website at www.migalhas.com/latinoamerica

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• Top News

US debt talks deadlock drags on

Obama has told lawmakers he wants agreement on a US debt deal in 24-36 hours. A fifth consecutive day of cross-party negotiations at the White House between Obama and congressional leaders failed to make a breakthrough. The US must raise its $14.3tn (£8.9tn) debt ceiling to borrow beyond 2 August. Failure to reach a deal would rattle a world economy still trying to put the 2008 downturn behind it, analysts say. Obama doubles his offer of budget cuts - a move likely to horrify some supporters and one that may not be accepted by congressional Republicans. Ratings agency Moody's has said it may cut the US AAA debt rating, citing the "rising possibility" the US could default on its debt obligations. The agency warned the likelihood the US would fail to raise its statutory debt limit in time to avert default was low but not insignificant. Standard & Poor's has become the latest ratings agency to issue a warning of a possible downgrade to the US's debt rating. It said there was a "one-in-two" chance that it may cut the US's AAA rating if a deal to raise the government's debt ceiling is not agreed upon soon.US Fed chief Ben Bernanke has said a default would cause a "major crisis".

UK Supreme Court bars 'secret evidence' in Guantanamo trials

The UK Supreme Court ruled Wednesday that secret service organizations cannot withhold evidence from opposing parties nor conduct closed trials. The appellants, secret service organizations including MI5, appealing a May 2010 ruling, requested the creation of a "closed material procedure," saying the disclosure of their evidence to the appellees, former Guantanamo detainees, would be contrary to the public interest. This procedure would have involved a special advocate being appointed to the plaintiffs in a civil case to impartially consider the defendants' evidence but not reveal any of it to the plaintiffs. The court rejected this idea, citing the public interest immunity doctrine as more than suitable for classified information as evidence, and that it was not in the judiciary's power to allow or enforce a new doctrine. The PII allows for information to not be disclosed to opposing parties when it would not be in the public's interest.

The battle for influence over Dodd-Frank

It has been almost a year since the passage of a major financial reform bill. Lobbyists are fighting a behind-the-scenes – and some say unequal – battle to determine how the law will affect banks. DealBook's Ben Protess speaks to several lobbyists in Washington who represent the variety of interests that have been affected by the bill.

Entrepreneurs and business lawyers

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Visit our new 'Magic Eye' page and boost your career

Migalhas International, with the support of executive search firms, brings the best career and professional development opportunities to its readers. We call this service the "Magic Eye". Page Personnel is a recruitment company specializing in professional technical and management support positions. Click here to go to our special webpage and find your next lease on life.

• Crumbs

1 - Girl with no name for two years - click here.

2 - Bill banning tobacco displays in shops passes - click here.

3 - US sisters sue over mom's burial in wrong plot - click here.

4 - Julian Assange extradition appeal: QCs clash over 'conceptions of consent' - click here.

5 - Pact on adoptions ends a U.S.-Russian dispute - click here.

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• MiMIC Journal

Brands 'pollute Chinese rivers'

Suppliers to several big clothing brands are polluting two of China's main rivers with hazardous chemicals, according to Greenpeace. The new report by the environmental group raises questions about the companies Adidas, Abercrombie & Fitch, H&M and others do business with. Greenpeace says they take advantage of China's lax environmental regulations.

China drafts new human rights plan

The SICO - State Council Information Office of China said Wednesday that they are in the process of drafting a new human rights plan to be fully implemented by 2015. Declaring the NHRAP - National Human Rights Action Plan of China of 2009 completed, the director of SICO, Wang Chen, announced the development of the new plan in a speech to the NHRAP assessment review meeting. Although Wang praised China's government for their new human rights stances, he also noted there are areas that could be improved under the new plan.

China stumbles in Yuan grand plan

China's move to make its currency more international has had unintended consequences, including giving companies and investors a way to profit from the difference in interest rates between China and other countries, and opening a path for "hot money" to flood the country. It also has boosted, rather than reduced, the amount of foreign-exchange reserves piling up in China's coffers—the opposite of what Beijing intended when it opened the yuan for foreign trade.

• Law Firm Marketing

Make yourself scarce -- and you'll attract more clients

by Trey Ryder

Every night around 9 p.m., I go outside to feed our two horses a couple pounds of carrots. The purpose is to make sure they're eating normally and feel well before we turn in for the night. (If they don't want a carrot, that's a sure sign something's wrong.)

Gracie, our little-ol'-grandmother golden retriever, lines up for her carrots, too. Gracie has never missed a meal, bone, carrot, lizard -- or opportunity of any kind.

On the other hand, Molly -- our small American Eskimo Dog -- doesn't care much about carrots. You can offer her one and she might take it -- or leave it.

But, if Molly's in the yard near the horses at carrot time, she lines up for her carrots as quickly as Gracie. When competing against two horses and another dog, Molly sees carrots as a scarce and valuable commodity.

That's the scarcity principle. It says people (and apparently dogs) value opportunities they perceive as scarce. And as the opportunities grow even more scarce, people perceive them as even more valuable.

I've written about Robert Cialdini's principles of influence many times. Bob is a social psychologist and professor at Arizona State University in Tempe. A few years ago -- (actually 40 years ago) -- I was one of his students.

If you are not familiar with Bob's six principles of influence and how they affect the subconscious mind, I encourage you to read his materials. (To see his offerings, go to a bookseller web site and search for Cialdini's book INFLUENCE, originally published by William Morrow in 1984.)

We see scarcity in marketing every day. In some cases, the scarcity is real, such as when moviegoers line up around the block for a limited number of tickets to the opening of a much-anticipated movie.

In other cases, the scarcity is manufactured, such as when Walt Disney offers a classic movie, like Bambi, recommending that you buy it now because the movie is going "into the vault" and won't be available again for ten years. (Or until next year, when they want to increase sales.)

When you walk into a convenience store, you may see only a single candy bar left in a display box near the cash register. Often, the customer who sees only one left will grab it because it's the last one. After the customer leaves, the clerk reaches under the counter and puts one more candy bar in the box, creating the appearance of scarcity.

For lawyers, the scarcity principle says, the more time you have available in your schedule, the less prospects and clients value your services. But as you grow busier and have less time available, prospects and clients will see your services as increasingly more valuable.

The scarcity principle goes further, too, because as you and your services grow more scarce, people use your availability as a shortcut cue to their quality. They draw two conclusions: The busier you are, the more valuable you are. And the busier you are, the higher the quality of your services and skills.

Scarcity is an even stronger motivator when two things occur: (1) when the opportunity has only recently become scarce, and (2) when we compete with others for the scarce commodity (recalling Molly and her carrots).

Another one of my college professors used the scarcity principle to sell his old cars. First, he advertised the car in the classifieds for a specific price "or best offer."

When his phone started to ring, he made appointments with people who wanted to see it. To gain the most from scarcity, the professor scheduled appointments five minutes apart. The first buyer arrived and the professor spoke with him for a few minutes. Then the second arrived. And then the third.

Immediately, prospects saw they were competing for the opportunity to buy the car. This made the car more valuable in their eyes. Then the professor conducted a mini-auction among the three buyers, often finding the best offer was higher than his asking price.

Here's the key: When you inject scarcity into your prospects' decision to hire you, prospects feel they need to act quickly, before they lose the opportunity.

Here are ways you might profit from scarcity when talking with prospects and clients:

1. Explain that your prospect will lose the opportunity to file suit because the statute of limitations will bar his claim.

2. Explain that your prospect may lose the opportunity because of a pending change in the law.

3. Explain that your prospect may lose the opportunity to buy (anything) at the current price because of an imminent price increase.

4. Explain that your prospect is competing for this opportunity with other people or companies -- and that if he doesn't act quickly, someone else may seize the opportunity, leaving him with nothing.

5. Explain that your prospect has a limited time to act or the other party will withdraw the offer.

When relating to your services:

6. Explain that your appointment calendar is tight, but that you can meet with a prospective client at a particular time and date.

7. Explain that your client roster is nearly full, but that you can make room for one more client based on your current caseload.

And so on.

If anyone asks whether you're busy, don't say, "Well, I'm killing time waiting for clients to walk in the door." People will immediately conclude that your services aren't worth much.

Instead, you might say, "I've never been busier." Or, "I have so many clients, I'm starting to work nights," -- unless you own the firm. Then working nights is nothing new.

In summary, explain how a commodity or service is scarce -- and why it's important that your prospect act now. When possible, point out that only recently has the opportunity become scarce -- and that your prospect is competing head-to-head with others for the same opportunity.

Often, scarcity will provide the urgency your prospect needs to hire you or take the action you recommend.

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© Trey Ryder

FREE LAWYER MARKETING ALERT: If you'd like to receive Trey Ryder's weekly Lawyer Marketing Alert, send an e-mail to [email protected]. Write "Subscribe LMA" in the subject line and write your name and e-mail address in the body of the message.

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Inversiones

La estadounidense Gildan Activewear invertirá US$ 6,23 mlls. en la construcción de una planta textil en Honduras. La fábrica tendrá una capacidad de producción de 1,5 millones de kilos de tela por semana y empleará alrededor de 1.500 trabajadores.

Marcas

La colombiana Alpina Productos Alimenticios otorgó una licencia para el uso de la marca Alpina a la sociedad estadounidense Alpina Foods pero desmintió las versiones de prensa sobre el lanzamiento de un yogur en ese país. Es la empresa norteamericana la que lanzó en Nueva York y Nueva Jersey el yogur Restart, un producto dietético, libre de grasas, con una base de frutas naturales y granola adicionada.

• Brief News

Bankruptcy judge approves first payouts to Madoff victims

Judge Burton Lifland of the US Bankruptcy Court for the Southern District of New York approved the first settlement payments to victims of the $65bn Bernard Madoff Ponzi scheme, sending payments of approximately $200,000 to 1,224 claimants on Tuesday. Lifland also authorized a fund to hold $2.6bn until various appeals are completed. Trustee Irving Picard has regained more than $7.6bn from the Madoff estate. In May, Picard released his fifth interim report, stating he has filed "over one thousand lawsuits to recover avoidable transfers and other monies in claimed amounts totaling over $90bn for the benefit of the Bernard L Madoff Investment Securities LLC estate." The report also states that there have been 16,518 customer claims of which 2,409 claims will receive compensation.

Brazil targets child prostitution before hosting 2014 World Cup, 2016 Olympics

Brazil's human rights minister says the government will clamp down on child prostitution before hosting the 2014 World Cup and the 2016 Olympics. Maria Nunes says she and other officials are working to end sexual tourism before hundreds of thousands of tourists arrive for the big events.

FBI to open 9/11 victims 'phone-hacking' investigation

The FBI is investigating reports that Rupert Murdoch's News Corporation sought to hack the phones of victims of the 9/11 attacks. The criminal probe follows calls from a growing number of senators and a senior Republican for an investigation. The FBI's involvement takes the affair beyond the rumblings of US politicians into the much more dangerous territory of a criminal investigation. FBI sources told US media on Thursday it was looking into claims that phones belonging to victims of the September 11 attacks could have been hacked by News of the World journalists. The company could face a second line of enquiry, into whether payments to British police officers breached US anti-corruption laws. Murdoch and his son James have agreed to answer UK MPs' questions on the hacking scandal next week. News Corporation, based in New York, is the parent company of News International, the UK firm at the centre of the scandal over phone hacking and payments to police officers. The Commons media committee issued summonses after the pair initially declined to appear. Also in London on Thursday, a former News of the World executive editor, Neil Wallis, became the ninth person involved with the newspaper to be detained by police probing phone hacking.

News Corp plans $5bn share buy-back

News Corp has announced plans to buy back $5bn (£3.2bn) of its shares as it attempts to contain the phone-hacking scandal that has sent its share price down in recent days. Its shares have fallen 14% since 4 July after the scandal broke, wiping about $5bn off the company's value. The group said in a statement that it would increase an existing buy-back program of about $1.8bn to $5bn.

Mobile 'pinging' claim raises legal questions

A former News of the World journalist's allegation the newspaper paid police to track mobile phones raises serious questions about the UK's eavesdropping laws. It is possible to "ping" a handset's location for £300 ($485). While there is no firm evidence to support the accusation, if true it would undermine safeguards within the Regulation of Investigatory Powers Act. The law outlines a system of checks intended to prevent it being abused. Police can ask mobile networks to determine the location of a phone, based on information from nearby radio masts. Only a handful of officers in each force is authorized to make such enquiries, and their requests are supposed to be approved by a senior colleague. But it he would not be surprising if leaks had been made in return for cash. A new law, currently being considered by parliament - the Protection of Freedoms Bill - would require judicial approval for some Regulation of Investigatory Powers Act (RIPA) disclosures, but not those requested by police.

What is 'pinging'?

Mobile phone networks have the ability to locate their customers' handsets. At a basic level, they can determine which cell the phone is using. In a city, that might narrow-down the location to a few hundred meters. In the countryside it could be several kilometers. It is also possible to triangulate the position of a phone more precisely using its relative position to several masts. Additionally, many modern phones contain GPS technology to help determine their exact longitude and latitude. Mobile operators are reluctant to discuss exactly what level of detail they are able to provide to law enforcement, although there are examples of police tracking criminals, accident victims and missing persons by their mobile phones.

Menezes family urges wider probe

The family of Brazilian Jean Charles de Menezes mistakenly shot dead by UK police in 2005 writes to the UK PM after it was revealed that a relative may have been hacked.

Credit Suisse target of US probe into tax dodgers

US authorities are investigating whether banking giant Credit Suisse helped US citizens evade paying taxes. The Swiss bank said it had been notified that it was a "target" for investigation, but argued that this was part of a "broader industry inquiry". Credit Suisse said it would cooperate with the investigation "subject to Swiss legal obligations". In February the US indicted four Credit Suisse bankers for helping taxpayers hide money in secret bank accounts. At the time, Credit Suisse had said that it was not part of the investigation.

ConocoPhillips to separate oil businesses

US oil firm ConocoPhillips, the third largest oil firm in the US, has announced plans to split into two separate publicly traded companies, sending its shares up more than 7%. The firm will spin off its refining arm to shareholders, separating it from its exploration and production business. It is the first major oil company to move away from the industry strategy of consolidating production and refining. The firm said the split would leave each business better-positioned to pursue their individual strategies.

Italy Senate passes tough budget

The Italian Senate passes a stringent austerity budget, aimed at reducing the country's deficit and avoiding a bail-out.

Austrian anthem to give daughters a mention

Austria plans to recognize its "great daughters" in the national anthem, alongside its "great sons". The main parties in the Austrian parliament have agreed that part of the anthem's text will be changed. The new version may be ready by January. The phrase "Home of great sons, you are" is likely to be changed to "Home of great daughters, great sons".

Carrefour's Pao de Acucar merger plans suspended

Brazilian retail tycoon Abilio Diniz has suspended plans to merge his supermarket chain Grupo Pao de Acucar with the local arm of France's Carrefour. His move comes after Brazilian state development bank BNDES backed out of supporting the deal. Carrefour's French rival Casino, which owns a major stake in Grupo Pao de Acucar, had also opposed the deal. Brazil's fast-growing grocery sector is seen as a big investment opportunity. Despite Diniz suspending the merger plans, it left Casino in a difficult position.

Belgium officially bans burqa

Belgium's interim cabinet announced via the Belgian Official Journal Thursday that the nation will be officially banning the burqa. The Belgian House of Representatives voted 136-0 to approve the law in April 2010 and the Senate approved it in May of that year, but the law's implementation was delayed by Belgium's political crisis. Violators of the new law will be fined € 137.50 and could receive a week in jail. The law is set to go into effect on July 23.

Pentagon hit by huge cyber attack

The Pentagon reveals its computers suffered a massive assault in March by a foreign government, as it unveils a new cyberwarfare strategy.

Rights group urges Kuwait to release 2 in detention for Internet message

HRW - Human Rights Watch Thursday urged Kuwait to immediately release two men being detained for posting messages on the Internet criticizing Middle East rulers. HRW reported that in June authorities detained and investigated Nasser Abul for threatening state security using Twitter and Lawrence al-Rashidi for posting a YouTube video criticizing Kuwait leader Sheikh Sabah al-Ahmad Al-Sabah.

Ex-hedge fund trader settles SEC civil charges

Former hedge fund trader Danielle Chiesi on Wednesday agreed to pay USD $540,000 to settle a civil charge with the SEC - Securities and Exchange Commission. Chiesi was accused of communicating non-public information about IBM Corporation, AMD - Advanced Microdevices and Sun Microsystems (now Sun-Oracle) in 2008 and 2009 to her superiors at New Castle Funds LLC, a Manhattan-based investment advisory company formerly part of Bear Stearns. Chiesi was arrested in 2009 along with Galleon Group founder Raj Rajaratnam and accused of using the information to reap more than $4m in illegal profits for New Castle. The settlement Chiesi agreed to pay amounted to a large portion of her net worth, including salary and bonuses she received during the conspiracy activity. She pleaded guilty.

Mexico high court says military abuses should be tried in civilian courts

The Supreme Court of Mexico ruled Tuesday that abuses by members of the military should be tried in civilian courts rather than military tribunals. The court issued a unanimous ruling ordering that military officers and personnel be tried in civilian courts when accused of torture, extrajudicial killing and other human rights abuses. Prior to the ruling they had been tried in military tribunals, which have received criticism for failing to try and convict military personnel for alleged crimes and abuses. Many of the problems of alleged military abuse stem from president Felipe Calderon's use of the military to combat drug cartels. Still, the ruling stops short of forcing all cases out of the military court system, and it remains unclear when the civilian courts will begin hearing military cases.

Utah polygamy law challenged in federal lawsuit

A polygamous family filed a lawsuit on Wednesday in the US District Court for the District of Utah seeking to overturn the state's prohibition on bigamy as a violation of their civil rights. While the complaint acknowledges that the US Supreme Court upheld the criminalization of polygamy in Reynolds v. US, it suggests that criminal sanctions for committing any private, intimate behavior between consenting adults was struck down in Lawrence v. Texas, when the court ruled that states could not criminalize sodomy. The parties also state they do not seek official federal or state recognition of their marriage, but an end to prosecutions for having a "plural family."

Morocco rights group questions passage of new constitution

The AMDH - Moroccan Human Rights Association Tuesday called for a judicial investigation into the circumstances surrounding the passage of a public referendum to adopt a new constitution. The group released a report that says it has evidence authorities used the state machinery to influence the referendum on the country's new constitution, calling for an immediate judicial investigation into the referendum's legitimacy.

Egypt court convicts ex-PM of corruption

An Egyptian court on Tuesday convicted former prime minister Ahmed Nazif and two Cabinet officials of corruption and sentenced them to various prison terms. Nazif was sentenced to one year, while former interior minister Habib el Adly, who is already serving a 12-year prison sentence, was sentenced to five years. Former finance minister Yousef Boutros was tried and sentenced in absentia to 10 years. The three former officials, all of which were charged in April and served under former Egyptian president Hosni Mubarak, granted a no-bid contract to a German businessman to sell license plates in Egypt. The deal wasted USD $15m of public funds by paying more for the plates than market price. The men were ordered to return the $15m, while Boutros and Adly were also fined nearly USD $17m.

Fiat preps Chrysler merger

Chrysler and Fiat, auto makers that bounced back from severe financial crises a few years ago, are preparing to rejoin the auto industry's top ranks through a merger that would have the heft to compete globally.

• Daily Press Review

South Korea's Pyeongchang awarded 2018 Winter Olympics
Al Arabiya, Online news, Dubai, United Arab Emirates

FBI probes 9/11 'phone hacking' reports
Al Jazeera, Doha, Qatar

Israeli forces seize lands for expansion of settlements
Arab News, Pro-government, Jidda, Saudi Arabia

Both Murdochs to attend UK parliament hearing
Asharq Al-Awsat, Pan-Arab daily, London, England

Libyan government halts cooperation with Italy's ENI
Egyptian Gazette, English-language, Cairo, Egypt

Palestinians: Five wounded as IAF jets strike Gaza tunnels
Haaretz, Liberal daily, Tel Aviv, Israel

PA welcomes Arab League support for UN statehood bid
JPost, Conservative, Jerusalem, Israel

Airstrikes across Gaza Strip
Ma'an News Agency, Bethlehem, Palestinian Territories

Kadhafi has suicide plan to blow up capital: Russian envoy
Times of Oman, English-language daily, Muscat, Oman

Whopping increase in ME equity issues
Times of Oman Business, English-language daily, Muscat, Oman

Yemen's defected army kills citizen 'peacefully'
Yemen Observer, Sana'a, Republic of Yemen

FBI to probe '9/11 phone hacking'
BBC News, Centrist newscaster, London, England

Friel: I will always have feelings for David
BreakingNews.ie, Online news portal, Cork, Ireland

Libyan spokesman: 'We will die for oil'
CNN International, London, England

Warning against gecko treatments
Daily Express, Conservative tabloid, London, England

Restless leg syndrome may be genetic as scientists discover hereditary link
Daily Mail, Conservative daily, London, England

Allegations hit home as FBI probe phone hacking claims
EuroNews, International news, Ecully Cedex, France

MEDIA: FBI probes News Corp 9/11 hacking allegations
France 24, Issy-les-Moulineaux, France

Murdoch to testify in Britain as FBI opens US probe
Hurriyet Daily News, (Liberal, English-language), Istanbul, Turkey

Rupert breaks his silence to defend himself, his son and his embattled empire
Independent The, London, England

US spooks markets
Moscow News The, Independent, Moscow, Russia

Making a crisis out of a Greek drama
Spiked, (Alternative Internet Magazine), London, England

Phone hacking: Rupert Murdoch claims 'minor mistakes' have been made
Telegraph The, Conservative daily, London, England

Pheu Thai to field yellow-card MP
Bangkok Post, Independent, Bangkok, Thailand

Mumbai investigates tragic blasts
China Post, English-language daily, Taipei, Taiwan

Cisco's resolve unflagging despite massive layoffs coming
Computer World, IT information, Fairfax, New Zealand

Fallen German media mogul Leo Kirch passes away
Daily Jang, Left-wing daily, Karachi, Pakistan

Hacking scandal casts light on Murdoch's politics
Dawn, English-language daily, Karachi, Pakistan

Talk of drift, corruption is propaganda: Manmohan
Hindu The, Left-leaning daily, Chennai, India

US ready to help India on Mumbai attack probe: WH
Hindustan Times, New Delhi, India

Nikko said gearing up for IPO March 31
Japan Times, Independent centrist, Tokyo, Japan

Man loses appeal in Potter plagiarism case
New Zealand Herald, Conservative daily, Auckland, New Zealand

11 dead as Kandahar clashes enter 2nd day
Pajhwok Afghan News, (Independent news agency), Kabul, Afghanistan

Brazil, Nicaragua sign pacts to intensify energy cooperation
People's Daily Online, English-language, Beijing, China

Births, not new immigrants, push US Latino growth
Sify News, Chennai, India

UK: Murdochs to be questioned in UK; FBI opens review
Taiwan News, English-language daily, Taipei, Taiwan

We should stand by Mumbai Police, says Rohit Shetty
Thaindian News, Bangkok, Thailand

Credit Suisse target of US investigation
The Economic Times, Business, Mumbai, India

Australian woman in court for decapitating mouse
Times of India, Conservative, New Delhi, India

Libya support talks draw world leaders to Turkey
Canadian Broadcasting Centre, Toronto, Ontario

Caribbean should establish expert group on migration
Caribbean360, Online news portal, St. Michael, Barbados

Dominican leader wants more U.S. funds to fight drugs
Dominican Today, Independent daily, Santo Domingo, Dominican Republic

Carbon tax to encourage $100B in new energy investments
International Business Times, Business news organization, New York, U.S

Kids in firing line - Advocates outraged by spate of child murders
Jamaica Gleaner, Independent daily, Kingston, Jamaica

Bernanke halts Wall Street rally; Google soars late
Reuters, Business News, New York, U.S

Rawlings: I will not follow cowards to war
GhanaWeb, Online news portal, Amsterdam, Netherlands

Murdoch agrees to testify
iafrica, Online news portal, Cape Town, South Africa

Sudan and LJM rebels sign a Darfur peace agreement in Doha
Sudan Tribune, Khartoum, Sudan

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