Entries tagged: negotiation

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

By: Joe Campolo, Esq.

Posted: November 14th, 2018

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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 […]

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Power in Negotiation: Why You Need It and How to Get It

By: Joe Campolo, Esq.

Posted: September 26th, 2018

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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 […]

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How to Negotiate with North Korea

By: Joe Campolo, Esq.

Posted: April 20th, 2018

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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 […]

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Mastering the Psychology of Negotiation

By: Joe Campolo, Esq.

Posted: February 20th, 2018

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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 […]

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The 7 Habits of Highly Effective…Negotiators

By: Joe Campolo, Esq.

Posted: December 12th, 2017

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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 […]

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Preparation in Negotiation

By: Joe Campolo, Esq.

Posted: September 26th, 2017

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“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 […]

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

By: Joe Campolo, Esq.

Posted: July 28th, 2017

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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 […]

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

By: Joe Campolo, Esq.

Posted: June 26th, 2017

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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 […]

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Negotiating Marine Corps Style

By: Joe Campolo, Esq.

Posted: April 26th, 2017

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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 […]

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Negotiating Tips for the President

By: Joe Campolo, Esq.

Posted: February 27th, 2017

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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 – […]

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