Campolo’s Negotiation Blog

Joe Campolo

CBS and Time Warner Negotiations

By: Joe Campolo, Esq.

Posted: November 9th, 2013

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On Aug. 2nd, CBS-owned stations in New York, Los Angeles and Dallas went dark on Time Warner Cable systems after talks between the companies broke down. Time Warner also removed Showtime and three other cablers from lineups nationwide in the dispute. The blackout was a result of a dispute over CBS’ request for higher fees […]

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5 Hard-nosed Negotiation Tips from Steve Jobs

By: Joe Campolo, Esq.

Posted: October 25th, 2013

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A judge ruled last month that Apple violated antitrust laws in conspiring with some of the largest book publishers to fix e-book prices. While Apple continues to fight the allegations, there is a lot to be learned from the released e-mail exchange between Steve Jobs and James Murdoch. The e-mails had an important role in […]

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Negotiation Trends: Salary Disclosure

By: Joe Campolo, Esq.

Posted: September 25th, 2013

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Have you ever revealed how much you earn to coworkers? Your answer to that question may depend on your age. The September issue of Harvard Law School’s Program on Negotiation newsletter discusses the trend of openness about wages between coworkers and how it may be affecting job negotiations. Comparing salaries has long been a social […]

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Ethics in Negotiations

By: Joe Campolo, Esq.

Posted: July 31st, 2013

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Legal commentators have written countless articles and entire CLE courses are dedicated to discussing what an attorney may or may not say in negotiations. Ethics in negotiations is tricky. On one hand, a lawyer must show honesty and good faith, and not accept a result that is unconscionably unfair to the adverse party. On the […]

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Building Rapport During Negotiations

By: Joe Campolo, Esq.

Posted: April 9th, 2013

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IMPORTANCE OF RAPPORT If you are like most busy professionals, you are typically pressed for time and would prefer to not waste time on small talk and just get to the issues at hand. This “small talk,” however, if used correctly, has value and should not just be dismissed or glossed over. When bargaining parties […]

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Negotiating Strategies for Buying a Home (Part 2)

By: Joe Campolo, Esq.

Posted: March 9th, 2013

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Negotiating Strategies for Buying a Home (Part 1) was published last month. It covered tips for buying, strategies and negotiating. Real Life Example THE MARKET: A seller’s market WHO: Hannah, a first-time homebuyer who had been going to open houses for months. THE HOUSE: One day she drove down a side street and spotted a […]

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Negotiating Strategies for Buying a Home (Part 1)

By: Joe Campolo, Esq.

Posted: February 9th, 2013

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  Negotiation strategy is different from negotiation style. From pit bull to diplomat, each of us has a personal style. But the strategy for negotiating the purchase of a home is based on facts: the real estate market at the moment and what we know about the seller’s needs and the property. Market knowledge courses […]

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Learn to Spot these 10 Negotiating Tactics

By: Joe Campolo, Esq.

Posted: January 9th, 2013

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Here’s how to spot 10 tactics that many negotiators use. These have nothing to do with the win-win successful agreements of a good negotiation. Learn what to do when somebody pulls these tricks. Awareness of these tactics can strengthen your own negotiation skills. 1.Left at the altar- The other party feigns backing out of a […]

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Practical Examples of Using a BATNA in Negotiations

By: Joe Campolo, Esq.

Posted: December 9th, 2012

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Over the past few months, this blog covered the basics of negotiation theory, discussing some of the strategies and tools of a successful negotiator. Last month, we explored Roger Fisher and William Ury’s coined term BATNA. Coincidently, there was recently an article in the New York Times Business Section about the practical application of BATNA […]

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Using a BATNA in Negotiations

By: Joe Campolo, Esq.

Posted: November 9th, 2012

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BATNA is a term coined by Roger Fisher and William Ury in their 1981 bestseller, Getting to Yes: Negotiating Without Giving In. It stands for “Best Alternative To a Negotiated Agreement,” and is in essence a well thought out plan “B” in the event your negotiation is unsuccessful. It truly is the measure you should […]

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