Joe Campolo

  • Eat First, Negotiate Later! (And Other Overlooked Negotiation Tips)

    Before you take your seat at the negotiation table, invest some time at the breakfast table. That’s the takeaway from research conducted at Cornell University (reported by the Harvard Program on Negotiation) that suggested people feel a greater sense of entitlement when they are hungry vs. when they are not. (The study defined “entitlement” as “the sense that one is more deserving of positive outcomes than other people are.”) In the first experiment, researchers asked students questions as they were either leaving or entering a college dining hall. Those who had not eaten lunch yet supplied more “entitled” responses such as “I ...

    Sarah Muller

    Wednesday, November 14th, 2018

    (0)

    Read More >
  • Power in Negotiation: Why You Need It and How to Get It

    pow·er /ˈpou(ə)r/ noun the capacity or ability to direct or influence the behavior of others or the course of events Negotiation research is a real thing – and this evolving area of study is fascinating. Recent research has revealed not only some of the key ways that channeling power makes negotiators more effective, but also that attaining that power in the first place is within any negotiator’s reach. After analyzing negotiation research from around the world (sounds like my dream job), the Program on Negotiation at Harvard Law School recently outlined four of the critical ways that power impacts negotiations: Power Prompts Action. Power, whatever ...

    Lauren Kanter-Lawrence

    Wednesday, September 26th, 2018

    (0)

    Read More >
  • Negotiating with Difficult Clients

    Whether you’re a business owner, in sales, a provider of professional services, or a member of just about any profession that deals with the public, you’re going to deal with “difficult” clients. I don’t believe that professionals need (or should) give in to an unreasonable client’s every demand. However, we’re operating in a time when a bad Yelp review can tank your business – so it’s important to have the proper tools, training, and support in your negotiation toolkit to successfully navigate uncomfortable interactions with difficult clients.  Here are some strategies I follow as a business owner to keep tough ...

    cmandm

    Monday, June 25th, 2018

    (0)

    Read More >
  • 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 ...

    cmandm

    Friday, April 20th, 2018

    (0)

    Read More >
  • 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? As Elroy Dimson, Emeritus Professor of Finance at London Business School, famously observed: “Risk means more things can happen than will happen.” Indeed, emotions pose ...

    cmandm

    Tuesday, February 20th, 2018

    (0)

    Read More >
  • 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 ...

    cmandm

    Tuesday, December 12th, 2017

    (0)

    Read More >
  • 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 ...

    cmandm

    Tuesday, September 26th, 2017

    (0)

    Read More >
  • 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, ...

    cmandm

    Friday, July 28th, 2017

    (0)

    Read More >
  • 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 ...

    cmandm

    Monday, June 26th, 2017

    (0)

    Read More >
  • 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 ...

    cmandm

    Wednesday, April 26th, 2017

    (0)

    Read More >