Campolo’s Negotiation Blog

Joe Campolo

Negotiation Pointers from an FBI Negotiator

By: Joe Campolo, Esq.

Posted: June 22nd, 2016

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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).  […]

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Managing Expectations at the Negotiating Table

By: Joe Campolo, Esq.

Posted: March 21st, 2016

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Managing expectations is critical to forming and keeping rewarding relationships with clients, colleagues, employees, and virtually anyone else you come across in business.  It’s therefore not surprising that it’s just as important to manage expectations when you’re at the negotiating table. Research has shown that parties to a negotiation can have vastly different feelings about […]

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Defeating Deception in Negotiations

By: Joe Campolo, Esq.

Posted: February 19th, 2016

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Deception has long had a place at the negotiating table.  Used appropriately, it can be an effective tool for getting what you want.  But how can you be sure it isn’t being used on you?  As with any negotiation, preparation is key.  If you are familiar with the most common types of deception a negotiator […]

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Closing the Deal

By: Joe Campolo, Esq.

Posted: December 18th, 2015

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As we all know, being skillful in the art of negotiation is absolutely critical to your success in business. So you’ve read all the tactics, planned your approach, prepared your process, and even began implementing the strategies. But what happens when you still can’t seem to land that final stage, closing the deal? Here are […]

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Making the First Offer in Negotiations: Should You or Shouldn’t You?

By: Joe Campolo, Esq.

Posted: October 21st, 2015

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  Conventional wisdom cautions that deal makers who make the first offer in a negotiation run the risk of showing their cards too soon, leaving their position and goals open to exploitation.  Proponents of the wait-it-out approach believe that hearing from the other side first gives you important clues about your adversary’s position that you […]

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Emotional Intelligence in Negotiations

By: Joe Campolo, Esq.

Posted: August 26th, 2015

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Effective negotiators must strike a delicate balance between being aware of emotions, yet not becoming too emotional.  It’s critical to perceive and understand the emotions driving everyone at the table—yourself and your adversary.  This awareness will help you understand your adversary’s thought process and, in turn, use that understanding to push the negotiation in your […]

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How to Negotiate Nicely

By: Joe Campolo, Esq.

Posted: May 20th, 2015

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A successful negotiation in today’s business climate is more than walking away with the best possible outcome, it’s about maintaining and building valuable relationships that not only result in mutually beneficial agreements but, more importantly, lead to future deals. Carolyn O’Hara offers her advice, in her article, “How to Negotiation Nicely Without Being a Pushover” […]

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Negotiation Tips: Who Should Make the First Offer?

By: Joe Campolo, Esq.

Posted: March 18th, 2015

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A fundamental issue in any negotiation is who should make the first offer. What does the psychological research and negotiation theory say? According to Professor Leigh Thompson Northwestern University Kellogg School of Management, “there is a widespread, almost unquestionable, assumption that it is wise and strategic to let the other person talk first—and that it […]

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Deal Protection: An M&A Negotiation Lesson

By: Joe Campolo, Esq.

Posted: November 12th, 2014

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Protegrity Advisors recently published a Long Island M&A Report, highlighting the strong M&A activity on Long Island, even as the country navigates what might be best described as a modest economic recovery. The full report can be read here. As the report dives into the statistics and metrics, it’s important to remember the very foundation […]

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Negotiation Skills: Confront Your Anxiety, Improve Your Results

By: Joe Campolo, Esq.

Posted: September 14th, 2014

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A new research study confirms what many of us have suspected: anxiety about a negotiation is likely to work against you. Published previously in the Harvard Law School Program on Negotiation Daily Blog on November 10, 2014, is an article entitled “Negotiation Skills Confront Your Anxiety Improve Your Results.” The full article can be read here. […]

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