Entries tagged: negotiation

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

By: Joe Campolo, Esq.

Posted: January 27th, 2017

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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 […]

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5 Negotiation Mistakes You May Not Know You’re Making

By: Joe Campolo, Esq.

Posted: November 28th, 2016

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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. […]

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Exclusive Negotiation Periods: Friend or Foe?

By: Joe Campolo, Esq.

Posted: September 26th, 2016

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  During an exclusive negotiation period (also referred to as a “lockout term” or even a “no-talk period”), parties agree not to enter into negotiations with any third parties with respect to the subject at hand.  For example, companies exploring an acquisition commonly insist upon such agreements so they can do their due diligence and […]

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5 Negotiation Habits to Break

By: Joe Campolo, Esq.

Posted: August 23rd, 2016

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  Habits are notoriously hard to break.  It’s human nature to settle into comfortable patterns of behavior and continue doing things as we’ve always done them.  Our approach to negotiation, whether in our personal and professional lives, is no different.  The hard bargainers come roaring into every negotiation trying to be bigger and brasher than […]

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3 Steps to Take After an Unsuccessful Negotiation

By: Joe Campolo, Esq.

Posted: July 25th, 2016

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Over lunch last month, a friend and fellow attorney was obsessing over a recent negotiation that hadn’t gone well.  I watched his meal get cold as he shared the cringe-worthy story. His client was buying out his partner’s shares in their company, and the negotiations had been smooth sailing in the weeks leading up to […]

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