Joe Campolo

  • How to Negotiate with North Korea

    When handling an important negotiation, the parties must take it seriously and be prepared. This approach is a must whether you’re negotiating a small business deal or about to engage in diplomatic negotiations. As I’ve previously discussed on LI News Radio 103.9 with Jay Oliver, the United States needs to carefully handle its sit-down with North Korea’s Kim Jong Un and determine a roadmap for the negotiation beforehand. Here’s a great preparation checklist from the Wall Street Journal. 10 Tips for Negotiating with Kim Jong Un By Robert B. Zoellick The Wall Street Journal, March 28, 2018 https://www.wsj.com/articles/10-tips-for-negotiating-with-kim-jong-un-1522189919 The news that President Trump plans to ...

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    Friday, April 20th, 2018

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  • Mastering the Psychology of Negotiation

    Anyone can learn the mechanics of negotiation – preparation, active listening, and knowing your BATNA, to name a few – to become a good negotiator. But it’s not enough to be good. Mastering emotions is the key to effective negotiation and involves not only understanding and taking control of your own emotions, but also those of your adversary. Are you willing to make an investment into the emotional realm to become a truly great negotiator? Negotiation is an exercise in simultaneously obtaining value and managing risk. As Elroy Dimson, Emeritus Professor of Finance at London Business School, famously observed: “Risk means ...

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    Tuesday, February 20th, 2018

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  • The 7 Habits of Highly Effective…Negotiators

    As Stephen R. Covey’s groundbreaking business book The 7 Habits of Highly Effective People approaches its 30th birthday, I still find it to be more relevant than ever, particularly with regard to becoming a more effective negotiator. Rediscover this classic – or get to know it for the first time – when preparing for your next negotiation. Here, my take on the seven habits from a negotiator’s perspective: Be proactive. This habit acknowledges that we are all responsible for our own actions. You need to keep your focus on the things you can control rather than focus on the negative and ...

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    Tuesday, December 12th, 2017

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  • Preparation in Negotiation

    “Why do today what you can put off until tomorrow,” or even “why put off to tomorrow what you can put off to the day after tomorrow,” go some oft-quoted and well-loved maxims about procrastination. I’ve pulled as many all-nighters as the next guy, but when it comes to negotiation, it’s preparation – not procrastination – that’s your friend. Preparation is key to effective negotiating and is the number one factor that will give you a competitive edge. Here, the negotiation prep steps you can’t skimp on: Flesh out the issues in writing. Perhaps the most overlooked yet most critical piece of ...

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    Tuesday, September 26th, 2017

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  • Don’t Be Afraid to Have a Plan B in Negotiation

    There are many myths in negotiation.  Among them: effective negotiators are born, not made.  Experience is all you need to be a good negotiator.  The strong negotiator never exhibits empathy.  And perhaps the most stubborn myth?  That having a Plan B makes you weak and gives you an easy out, preventing you from ever achieving your Plan A. In their iconic bestseller Getting to Yes: Negotiating Agreement without Giving In, Roger Fisher and William Ury coined the term “BATNA” – or “Best Alternative to a Negotiated Agreement” – to describe what is essentially a Plan B.  Of all your possible alternatives, ...

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    Friday, July 28th, 2017

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

    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 and sympathy interchangeably, and dismiss both as ...

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    Monday, June 26th, 2017

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  • Negotiating Marine Corps Style

    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 my approach to every negotiation. Know yourself and seek self-improvement: When entering ...

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    Wednesday, April 26th, 2017

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  • Negotiating Tips for the President

    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 believed to be the first time ...

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    Monday, February 27th, 2017

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

    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 is saying, but are you really listening?  ...

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    Friday, January 27th, 2017

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

    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 the strengths.  It’s important to be confident ...

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    Monday, November 28th, 2016

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