Entries tagged: negotiation

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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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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