Joe Campolo

  • Tea and Empathy: Don’t Confuse Empathy with Sympathy in Negotiation

    By Joseph N. Campolo, Esq. Email Joe June 26, 2017 The Chinese general and military strategist Sun Tzu famously wrote that the “supreme art of war is to subdue the enemy without fighting.”  Using empathy at the negotiation table is the modern-day embodiment of this strategy. A fundamental human need is to feel accepted, validated, and understood by others.  This reality means that negotiation strategy is really a lesson in psychology.  To get from Point A to Point B, the skilled negotiator must exploit psychological principles – and this means empathy must play a role. A critical mistake many negotiators make is to view empathy ...

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    Monday, June 26th, 2017

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  • Negotiating Marine Corps Style

    By Joseph N. Campolo, Esq. Published in Long Island Business News June 5, 2017 It’s always a source of pride and amazement for me how applicable the lessons I learned in the Marine Corps are to so many aspects of civilian life.   Indeed, many of the eleven Marine Corps leadership principles lend themselves perfectly to preparing for and engaging in a negotiation, another one of my favorite subjects.  Before combat, Marines diligently prepare and train. The same type of persistent preparation is needed for a successful negotiation.  Here are a few leadership principles from my experience serving as a U.S. Marine that inform ...

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    Wednesday, April 26th, 2017

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  • Negotiating Tips for the President

    By Joseph N. Campolo, Esq. Email Joe February 27, 2017 Donald Trump holds himself out as a master negotiator and “dealmaker,” frustrated by the gridlock of Washington politics. Boy, did he pass up a great opportunity to demonstrate these so-called skills with his insistence that Betsy DeVos become the next Secretary of Education.  The same can be said for Senate minority leader Chuck Schumer – another high-powered politician from whom you’d expect superb negotiating skills – who also missed a major opportunity to strike a win-win compromise. The uproar and opposition to the DeVos nomination was unprecedented in recent American history, and her confirmation vote is ...

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    Monday, February 27th, 2017

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  • Listen Up! Six Effective Listening Techniques to Improve Your Negotiation Success

    By Joseph N. Campolo, Esq. Email Joe January 27, 2017 I’m not known for keeping my thoughts to myself.  In fact, many of you pay me to advocate and negotiate on your behalf. But while I may not be the quiet type, I believe that those who know me would still describe me as an excellent listener – and those skills have served me well in my negotiations in business and in life. I firmly believe that all the preparation in the world won’t do you any good in a negotiation if you don’t listen to the other side.  Sure, you hear what your adversary ...

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    Friday, January 27th, 2017

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  • 5 Negotiation Mistakes You May Not Know You’re Making

    By Joseph N. Campolo, Esq. Email Joe November 28, 2016 Don’t be your own worst enemy in a negotiation. There are plenty of things to be mindful of at the negotiating table – wondering if you’re sabotaging your own efforts shouldn’t be one of them.  If you recognize yourself in any of the following negotiation behaviors, try taking a step back to reassess your approach. Mistake #1: Underestimating your own strengths If you head into a negotiation doubting your position and your ability to convey it, it will become a self-fulfilling prophecy.  Instead of focusing on the weak aspects of your position, keep your eye on ...

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    Monday, November 28th, 2016

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  • Exclusive Negotiation Periods: Friend or Foe?

    By Joseph N. Campolo, Esq. Email Joe September 26, 2016 During an exclusive negotiation period (also referred to as a “lockout term” or even a “no-talk period”), parties agree not to enter into negotiations with any third parties with respect to the subject at hand.  For example, companies exploring an acquisition commonly insist upon such agreements so they can do their due diligence and decide whether to move forward with the deal without having to worry about another suitor swooping in and poaching the target.  So are exclusivity periods a good thing?  As with many things in business and law, it depends. The Harvard Program ...

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    Monday, September 26th, 2016

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  • 5 Negotiation Habits to Break

    By Joseph N. Campolo, Esq. Email Joe August 23, 2016 Habits are notoriously hard to break.  It’s human nature to settle into comfortable patterns of behavior and continue doing things as we’ve always done them.  Our approach to negotiation, whether in our personal and professional lives, is no different.  The hard bargainers come roaring into every negotiation trying to be bigger and brasher than everyone else, regardless of the issue or the stakes.  The avoiders routinely give away the store in their desire to get in and get out.  Most of us fall somewhere in between, bringing the same phrases, faces, and techniques from ...

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    Tuesday, August 23rd, 2016

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  • 3 Steps to Take After an Unsuccessful Negotiation

    By Joseph N. Campolo, Esq. Email Joe July 25, 2016 Over lunch last month, a friend and fellow attorney was obsessing over a recent negotiation that hadn’t gone well.  I watched his meal get cold as he shared the cringe-worthy story. His client was buying out his partner’s shares in their company, and the negotiations had been smooth sailing in the weeks leading up to the closing.  The business breakup was amicable, my friend had dealt with opposing counsel on a prior matter, and the agreements had been drafted without too much pushback.  At the closing table, however, all hell suddenly broke loose.  Seemingly overnight, ...

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    Monday, July 25th, 2016

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  • Negotiation Pointers from an FBI Negotiator

    By Joseph N. Campolo, Esq.Email Joe June 22, 2016 It can’t hurt to hear what a former FBI negotiator has to say about negotiation strategy. Chris Voss, former lead international kidnapping negotiator for the FBI, shares his most effective tips on how to become more persuasive in his new book, Never Split the Difference: Negotiating As If Your Life Depended On It (HarperBusiness, 2016).  Business Insider recently posted an insightful article by blogger and Wired writer Eric Barker culling seven of the best tips from Voss’s book.  As Barker explains, Never Split the Difference dismisses traditional negotiating tactics such as being abrupt and ...

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    Wednesday, June 22nd, 2016

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  • Hiring Tips from the Trenches

    By Joseph N. Campolo, Esq. Email Joe May 23, 2016 As business owners, executives, and HR managers, we’ve all been there: a new employee who seemed so promising just doesn’t work out.  The person may have the relevant work experience but doesn’t seem to understand how to prioritize her responsibilities.  Or perhaps the person is an all-star at the job, but isn’t getting along with other employees.   Maybe you can’t even tell if the person would be good at the job because he spends the whole day texting in his office. I’ve done a lot of hiring over the years – what started as a ...

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    Monday, May 23rd, 2016

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