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5 Negotiation Mistakes You May Not Know You’re Making

Posted: November 28th, 2016

By: Joe Campolo, Esq. email

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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.

Mistake #1: Underestimating your own strengths
If you head into a negotiation doubting your position and your ability to convey it, it will become a self-fulfilling prophecy.  Instead of focusing on the weak aspects of your position, keep your eye on the strengths.  It’s important to be confident during negotiations – or at least act like it.

Mistake #2: Overestimating your opponent’s strengths
On the flip side, try not to get flustered by the great argument or negotiating prowess your adversary supposedly has.  Otherwise, you’ll end up letting your adversary call all the shots while you’re scrambling to keep up.  Remember that your opponent is also feeling the heat of the negotiation.  Don’t shoulder all the pressure yourself while giving your adversary a free pass!

Mistake #3: Not really listening
When your adversary is speaking, do you tune out and spend the time formulating a response?  Do you keep interjecting because you “know” what your adversary is going to say?  If you talk through or zone out while the other side is sharing their thoughts, you’ve wasted the opportunity to be empathetic to their point of view and come up with workable solutions.

Mistake #4: Letting your adversary’s title get the best of you
Your adversary went to the best schools, has four advanced degrees, is CEO of a Fortune 500 company, and is the most interesting person in the room.  That’s great for that person – but your opponent’s accomplishments, credentials, or prestige shouldn’t prevent you from negotiating as you would with anyone else.  You have a seat at the table for a reason.

Mistake #5: Having a negotiation style that’s too “hard” or “soft”
Some negotiators would rather walk away than make even the most minimal of concessions, just to “win” and prove a point.  They will do everything they can to make their adversary uncomfortable enough to throw up their hands and give up.  Other negotiators are just looking to get out of the situation and will concede anything and everything just to move things along, even to their own detriment.  I believe everyone’s negotiation style falls somewhere along a spectrum.  If you’re too far to one side, rethink your approach.

See “Seven Critical Elements of Negotiation Success” by Robert Bordone and Matthew Smith of the Harvard Negotiation Institute.

Sorry for the Delay: The Importance of Giving Timely Notice to Your Insurer

Posted: November 28th, 2016

By Christine Malafi

When an insured seeks liability coverage under its general liability or commercial liability policy after it has been sued for personal injuries or death resulting from an accident, New York State Insurance Law § 3420(d) requires the insurance company to make its decision to disclaim liability or deny insurance benefits to the insured and provide “written notice as soon as is reasonably possible” to the insured and those persons making the claim. This obligation usually arises after the insured’s obligations under the applicable insurance policy have been triggered—one of which is the insured’s obligation to provide its insurance company with reasonable, timely notice of the claim in the first instance. So, if the insurance company doesn’t timely refuse to provide insurance coverage on the basis of late notice having been provided to it, that defense will be found to have been waived by the insurance company and unavailable to it in a subsequent suit seeking to force the insurer to provide coverage.

The New York State Court of Appeals recently reviewed these obligations in the context of a claim for coverage brought by a commercial business in connection with property damage suits against it based upon the alleged dumping of hazardous materials by the business, where the Insurance Law denial/disclaimer rules do not apply. The Court instead applied a common-law waiver and estoppel analysis and allowed the insurance company to assert the defense in the insured’s breach of contract action under the applicable insurance policies.

In Estee Lauder Inc. v. OneBeacon Ins. Group, LLC, 28 N.Y.3d 960 (2016), the highest Court in New York State found that the insurance company’s failure to assert an affirmative defense of late notice by the insured, after reviewing all factors, did not waive the defense to coverage in the subsequent suit brought by the insured. The Court found that the insurer in that case had raised late notice by the insured in “early communications” and that the “mere passage of time rather than . . . the insurer’s manifested intention to release a right . . . or on prejudice to the insured” was not a sufficient basis to find that the insurer was prevented from pointing to the insured’s late notice to avoid its coverage obligations.

Therefore, timely written notice of the late notice defense by the insurance company did not waive the potential complete defense to coverage. The insurance company was permitted to amend its Answer to include the defense, meaning, potentially, that the insured will not get the paid-for benefits of its insurance policy due to its late notice of the claim.

The lesson to be taken from this decision is that you must review your insurance policies and know when you are required to provide notice to your insurance company in order to protect your rights in the event of a lawsuit against you. At CMM, we are available to assist you in such a review to help you make sure that you don’t lose your insurance coverage for this reason.

LIBN Leadership in Law: Honoree Profile of Arthur Yermash

Posted: November 18th, 2016

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“Let’s get Arthur’s take on it.”

“Arthur has a lot of experience with that.”

“See if Arthur has any suggestions before we finalize the documents.”

These phrases are heard daily in the offices of Campolo, Middleton & McCormick, LLP, where Arthur Yermash is a Senior Associate.  Throughout his tenure at the firm, Arthur has established himself as a talented attorney in the areas of Labor & Employment and Corporate law as well as a trusted resource for his colleagues.

Partners and associates alike would characterize Arthur as a “go-to person” in the office.  He has a unique depth of experience in a variety of complex legal issues.  Chances are, if a matter has a labor and employment or corporate law component, Arthur has come across it and has creative solutions to solve the problem.  He advises clients on compliance with federal, state, and local laws affecting the workplace including payment of wages, overtime, leave requirements, benefits, and hiring.  Arthur is often involved in drafting and negotiating employment-related documents such as employment agreements as well as non-competition, non-disclosure, severance, and option agreements.

Arthur’s practice also includes the representation of employers in wage and hour disputes, as well as defending against investigations by regulatory and government agencies including the New York and United States Departments of Labor, the New York State Attorney General’s Office, the Equal Employment Opportunity Commission, the New York Division of Human Rights, and the Occupational Safety and Health Administration.  His work includes implementing compliance programs and conducting internal investigations in connection with discrimination, compensation, overtime, and other employment issues.  Taking into consideration the unique nature of each employer and its industry, Arthur creates policies and procedures custom-tailored to the needs of the business.

In addition to his extensive employment practice, Arthur has drafted and negotiated hundreds of contracts for various business-related matters.  He has successfully represented and advised businesses in connection with high-value transactions across a variety of sectors.

Arthur’s dedication to his clients has helped countless startups evolve from idea to reality, entrepreneurs to expand their operations, shareholders to obtain maximum value from the sale of their businesses, and companies to establish critical internal policies that impact their bottom line.

Despite his many client obligations, Arthur takes the time to serve as a mentor to the young professionals at the firm.  Arthur was the firm’s first hire in 2006, when he came on board as an intern.  He is a graduate of Baruch College, CUNY (Macaulay Honors College) and Touro College, Jacob D. Fuchsberg Law Center.

LIBN Leadership in Law: Honoree Profile of Steve Levy

Posted: November 18th, 2016

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After serving as County Executive of New York State’s largest suburban county—with a population of 1.5 million, a workforce of over 10,000 employees, and a budget of $2.7 billion—most people would be ready to slow down.  But not if you’re Steve Levy.

Following his tenure as Suffolk County Executive (2004-2011), Steve joined Campolo, Middleton & McCormick, LLP, with offices in Ronkonkoma and Bridgehampton, in an Of Counsel role to focus on municipal, government relations, and real estate development work, as well as business development and strategy.  Steve was a natural fit for the firm based upon their shared dedication to supporting the people and businesses that call Suffolk home.

Under Steve’s leadership, Suffolk County saw a record investment in open space preservation and alternative energies, an unprecedented commitment to workforce housing, the creation and preservation of over 15,000 jobs through economic development policies, and an over 20 percent reduction in overall crime.  He kept county taxes under control while garnering seven consecutive bond rating increases.

Steve now puts the lessons he learned in his role as Suffolk County CEO to work for his clients, drawing from his own leadership experience to counsel clients on myriad business-related matters.  He focuses on clients in the municipal, real estate, and corporate sectors.

In addition to his legal work, Steve serves as Executive Director of the Center for Cost Effective Government, a cadre of government-savvy community leaders dedicated to empowering the public to take steps to implement the solutions set forth by government reform think tanks.  He is also the Founder and President of Common Sense Strategies, which helps government entities and private businesses slash operating costs and enhance efficiency.

A longtime public servant, Steve served in the Suffolk County Legislature and as a New York State Assemblyman prior to becoming County Executive.  Steve’s dedication to improving our county guides all of his legal work, and uniquely qualifies him for a Leadership in Law Award.

Tourette Association of America Welcomes Campolo to National Board of Directors

Posted: November 18th, 2016

tourette-associationCampolo, Middleton & McCormick, LLP is pleased to announce that Joe Campolo has been named to the national Board of Directors of the Tourette Association of America (“TAA”), the premier national non-profit organization serving the Tourette Syndrome and Tic Disorder community.  Founded in 1972, TAA is dedicated to making life better for all individuals affected by Tourette and Tic Disorders.  TAA works to raise awareness, advance research and provide on-going support.  To that end, TAA directs a network of 32 chapters and support groups across the country.

“On behalf of the Tourette Association of America, welcome to the team,” John Miller, TAA President and CEO, said of Campolo’s appointment.  “We are grateful to have you as one of the top leaders in the United States!”

“I’m proud and humbled to be part of this important organization,” Campolo said.   “I look forward to furthering the Tourette Association’s mission to increase awareness and put a stop to bullying.”

Voted Best Lawyer on Long Island by the business community, Campolo serves as the Managing Partner of CMM.  Under his leadership, the firm has grown from two lawyers to a robust and highly respected team of over 30 lawyers servicing clients in a wide range of legal practice areas.  Headquartered in Ronkonkoma, the firm also serves the East End from its Bridgehampton office, and continues to grow.

Campolo dedicates his time to a variety of philanthropic causes, including serving on the board of directors of the American Red Cross on Long Island, the Hauppauge Industrial Association of Long Island (HIA-LI), and the Long Island High Technology Incubator (LIHTI).  An avid supporter of the arts, Campolo also serves on the advisory board of the Staller Center for the Arts at Stony Brook University and the board of directors of East End Arts.  He is also a member of the Energeia Partnership, Class of 2016.  Prior to starting the firm, Campolo served honorably in the United States Marine Corps.

About CMM
Located in both the heart of Long Island and on the East End, Campolo, Middleton & McCormick, LLP is Suffolk County’s premier law firm. Over the past generation, CMM attorneys have played a central role in the most critical legal issues and transactions affecting Long Island. The firm has earned the prestigious HIA-LI Business Achievement Award and LIBN Corporate Citizenship Award, a spot on the U.S. News & World Report list of Best Law Firms, and the coveted title of Best Law Firm on Long Island.

About the Tourette Association of America
Founded in 1972, the Tourette Association of America is dedicated to making life better for all individuals affected by Tourette and Tic Disorders.  The premier nationwide organization serving this community, the Association works to raise awareness, advance research, and provide on-going support.  The Tourette Association directs a network of 32 chapters and support groups across the country.

Long Island Business News spotlights launch of CMM International in “Legally Global” article

Posted: November 9th, 2016

Business transactions like these require legal counsel – from attorneys who are familiar with the laws of those countries.

This summer, Campolo, Middleton & McCormick, with offices in Ronkonkoma and Bridgehampton, rolled out CMM International, a newly branded service that features a network of more than 100 law firms and solo practitioners, as well as accounting firms and other professional service providers, in about a dozen countries and around the U.S.

The law firm, which is continuing to grow the network, vets the attorneys and other professional service providers, which includes checking client references, and can act as the point person for all of a client’s international (and domestic) legal services.

“We act as the client’s outside general counsel and we can quarterback all their legal needs through our international and national network of service providers,” said Joseph Campolo, managing partner of CMM.

The firm offers a suite of services that can include handling all of the billing from the international firms; negotiating rates and billing practices; and auditing the invoices to make sure the foreign firms are not charging for too many hours to complete a task, said Gregg Schor, of counsel to CMM and an advisor to CMM International.

Accounting firms like BDO and McGladrey have well-established alliances consisting of accounting firms around the globe, in which a member accounting firm in Long Island can collaborate with a member firm in, say, London to assist a client who is looking to establish operations in the U.K. But there is no equivalent in the legal profession, according to Campolo.

CMM acquired the relationships in its international legal network from Protegrity Advisors in Ronkonkoma, of which Schor is CEO. Formerly known as General Counsel Solutions, the firm previously provided fractional general counsel services for companies that did not require a full-time in-house attorney and did not want to pay the high hourly rates of full-service law firms.

“Back in 2007, 2008 and 2009, when the world was falling apart, the idea of fractional general counsel and managed legal services really took off, and Gregg built up a tremendous network of either solo practitioners or small boutique law firms around the U.S. and a deep international network,” Campolo said. However, “as the economy improved and companies recovered, they went back to their old spending habits on legal services,” he said. Protegrity Advisors began to focus on mergers-and-acquisitions services, which had begun to heat up, instead of managed legal services.

CMM, which was one of the firms in Protegrity Advisors’ network, did not want to see the network fall apart.

“It was still a huge network of international and domestic attorneys,” said Campolo, who has been referring clients to attorneys in the network for years in addition to receiving referrals from law firms in the network whose clients were looking to do business in the United States.

“I relied on the network,” said Campolo, whose firm acquired the relationships in the network earlier this year.

Now that it has formally launched CMM International, CMM can position itself as better equipped to serve clients as they expand beyond the U.S. borders.

“Our clients can continue to use our firm as one-stop shopping for their international legal needs,” Campolo said.

Large international law firms with offices in New York City can connect Long Island businesses to their law offices around the globe, but they charge as much as $1,000 per hour, according to Campolo.

Further, as Schor noted, “The large law firms’ core business is serving Fortune 500 companies. Small to midsized businesses are not as important to those law firms, so they’ll assign someone junior to the account.”

By working with smaller firms, CMM is able to provide the same services at half the price of the large international law firms, Campolo said.

Besides intellectual property issues, companies need foreign law firms to assist them with drafting and negotiating contracts in a wide range of matters, from hiring talent to establishing a relationship with a distributor to leasing warehouse space.

“There are a lot of mistakes you can make when doing business internationally if you don’t have the right counsel,” Schor said, noting the penalties can be severe. “But a lot of times people don’t have the right counsel, because it’s so cost-prohibitive. They’re more afraid of their legal bill than the risk of not engaging with local lawyers in that country.”

Changing a Beneficiary After Death

Posted: October 26th, 2020

By: Martin Glass, Esq. email

Tags: ,

Whether we’re talking about named beneficiaries on a brokerage account or beneficiaries in a Will, there is a way to change them – even after death.

Perhaps getting an inheritance now could be a problem for you.  It could be for tax reasons or because you’re about to go through a nasty divorce and don’t want the inheritance thrown into the mix.  Or it could just be because you’re fairly well off and you’d like your siblings to inherit more.

One way to accomplish this is by the use of a disclaimer.  New York Surrogate’s Court actually calls it a renunciation since the beneficiary is renouncing his or her right to receive a gift or bequest.  It doesn’t matter whether the gift is left in a Will, trust, or by beneficiary designation.

However, whether it will accomplish your purpose in getting your share to your siblings depends upon how the document is worded.  A disclaimer is treated as if you had predeceased the decedent.  So, before exercising a disclaimer, it is very important to first determine whom the decedent has selected as the successors.  If the decedent died without a Will, then the successors would be determined by New York state law.

So, if the decedent’s Will says “everything to my three children, but if any of my children predecease me, then I leave that deceased child’s share to my other surviving children, equally,” your siblings would inherit your share.

But, if the decedent’s Will says “everything to my three children equally, but if any of my children predeceases me, then I leave that deceased child’s share to his own surviving children,” your disclaimed share would go to your children, not your siblings.  You, being “pre-deceased,” would have no say as to where it goes.  Your children would also have to disclaim their shares for your siblings to inherit.  And, depending on who else may be alive, they still may not get it.

The same would be true if this was a brokerage account with beneficiary designations.  Most times the primary beneficiaries are the children and the contingent beneficiaries are the grandchildren.  This would then get your disclaimed share to your siblings.  But, if your parent spoke to an estate planning attorney (and if the brokerage firm allowed it), your parent might have put a “per stirpes” designation next to each of your names.  This means that it would follow the bloodline and your share (like above) would go to your children, and not your siblings.

As I mentioned above, disclaimers can be a good tax savings tool since, for tax purposes, it is treated as if you never owned the asset.  Therefore there are no gift tax consequences.  By contrast, if you first accept your share and then gift it to your siblings, you would need to file a Gift Tax Return for amounts over $14,000 per sibling, and the gifts to them would reduce your own lifetime exemption from gift and estate tax (currently $5.43 million per person), making less available for you later on to shield bequests to your own beneficiaries.

To be effective, a disclaimer must meet certain requirements: it must be in writing, it must be made before you accept the gift or any of its benefits, and it must be made not later than nine months after the person’s death. Also, a person receiving Medicaid should never make a disclaimer without first checking with an elder law or estate planning attorney, as doing so would be treated as a prohibited transfer of assets and could jeopardize continued eligibility for those public benefits.

The information contained in this article is provided for informational purposes only and is not and should not be construed as legal advice on any subject matter. The firm provides legal advice and other services only to persons or entities with which it has established an attorney-client relationship.

When a Charitable Donation is a Bribe

Posted: October 26th, 2016

Published In: The Suffolk Lawyer

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On September 20, 2016, Nu Skin Enterprises, Inc., a Utah-based skincare products manufacturer, agreed to pay $765,688 to settle SEC charges that the company violated the Foreign Corrupt Practices Act (“FCPA”).  In short, the FCPA prohibits U.S. companies from bribing foreign officials to secure an improper business advantage.  As I have written about in prior articles, the DOJ and SEC have been expanding the definition of what constitutes a bribe, or, in the parlance of the statute, “something of value” offered or paid to the foreign official.

What is interesting about the Nu Skin settlement is that it is only the second time in the nearly 40-year history of the FCPA that a company has been charged based on a charitable donation.  According to the SEC Order, Nu Skin’s subsidiary in China transferred over $150,000 to a charity affiliated with a high-ranking Chinese Communist Party (“CCP”) official to favorably impact an ongoing investigation into the subsidiary.

In 2013, Nu Skin China had held an unauthorized promotional meeting without the requisite direct selling license and as a result the Administration of Industry and Commerce (“AIC”) launched an investigation into Nu Skin China’s activities.  Internal documents show that Nu Skin China’s employees hurriedly arranged for the charitable donation and a public ceremony at which the CCP official gave a speech praising Nu Skin China.  Shortly thereafter, Nu Skin China received notice that the AIC had decided to close its investigation without charging or fining the company.

As a U.S.-based company, Nu Skin is liable for any FCPA violations committed by its overseas subsidiaries.  The SEC did not charge Nu Skin under the anti-corruption provisions, but rather under Section 13(b)(2) of the Exchange Act, which requires that issuers maintain proper internal controls and accounting procedures (the so-called “Books and Records Provision” of the FCPA).  The SEC Order does not allege that Nu Skin directed or even knew about the bribe by its Chinese subsidiary.  Rather, Nu Skin violated the FCPA when it included in its books and records the subsidiary’s inaccurate expenditure authorization form describing the expense as a charitable donation.  (Of course, had the expense authorization form contained a $150,000 line-item for “pretextual charitable donation to induce a Chinese official to halt a government investigation,” it is safe to say that Nu Skin would have had problems beyond inaccurate bookkeeping.)

Nu Skin also appeared blind to at least one bright red flag.  When the Chinese subsidiary notified its parent company that it planned to make the charitable donation, the parent advised Nu Skin China to consult with outside U.S. legal counsel based in China.  The lawyers recommended that the subsidiary include anti-corruption language in the donation agreement, but the language was removed from the final version before signing.  Whenever a subsidiary or counter-party affirmatively removes anti-corruption language from a contract, a company should recognize that something is wrong.

The key take-away is that not all bribes come in the form of a sack full of cash with a dollar sign on the bag.  Companies operating overseas must use a wide-angle lens to determine whether their subsidiaries or third-party intermediaries are providing something of value to foreign officials beyond a prototypical bribe.  There is a lot of gray area in the application of the FCPA.  At corporate FCPA training sessions I am most often asked about what types of travel and entertainment expenses might constitute “something of value” under the statute, but bribes can come in many different forms.

The facts of Nu Skin are admittedly rare.  In 2004, Schering-Plough paid $500,000 to the SEC to settle similar allegations involving improper payments to a Polish charity called the Chudow Castle Foundation, which at the time was directed by a Polish government health official who influenced the purchase of the company’s pharmaceuticals.

One wonders whether the Nu Skin settlement is the second aberrant spike or whether the SEC and DOJ are looking to bring more cases involving donations to charitable organizations affiliated with foreign officials.  What’s clear, however, is that a company needn’t line a foreign official’s pockets to be charged under the FCPA.

The information contained in this article is provided for informational purposes only and is not and should not be construed as legal advice on any subject matter. The firm provides legal advice and other services only to persons or entities with which it has established an attorney-client relationship.