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5 Negotiation Habits to Break

Posted: August 23rd, 2016

By: Joe Campolo, Esq. email

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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 everyone else, regardless of the issue or the stakes.  The avoiders routinely give away the store in their desire to get in and get out.  Most of us fall somewhere in between, bringing the same phrases, faces, and techniques from one negotiation to the next.

Consistency can be a good thing.  I bring techniques that work for me – for example, attentively listening, then paraphrasing the other side’s viewpoint back to them to make sure I understand it – to every negotiation table.  But if your toolbox is weighed down with more old habits than actual techniques, it’s time to declutter.

Here, five habits to leave behind – and for additional reading on this subject, I highly recommend Beyond Winning: Negotiating to Create Value in Deals and Disputes by Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello (Belknap Press of Harvard University Press).

  1. Tuning out. Negotiators often spend the whole time their adversary is speaking thinking of what they’ll say next or letting their minds wander.  Negotiation is a back and forth volley of ideas – so if you’re not listening to the other side, you’re just spinning your wheels.  Don’t waste the opportunity to learn what makes your opponent tick.
  2. Making unreasonable demands, then making small concessions at a snail’s pace. This tactic is so common that some negotiators automatically assume the first demand isn’t remotely serious.  As a result, negotiations are drawn out or even bust unnecessarily.  You don’t have to start with your final position, but starting miles away from it won’t help.
  3. Making threats. Except in extreme circumstances, threatening the other side with dire consequences if they don’t give you everything you want is just not worth the risk.  You’ll lose credibility, alienate them, and quash their interest in making the deal work.
  4. Insulting. Think very carefully before making things personal. I’ve seen deals nearing the finish line implode because someone angrily tossed an insult.  Is the satisfaction of making a snide comment worth throwing out the whole deal?
  5. Overestimating what your opponent knows. If you assume your adversary knows all the weaknesses of your position, you might unintentionally give those weaknesses away. Negotiate according to your playbook – not theirs.

CMM’s work in Pella deal featured in LIBN article “Pella Acquires LI Manufacturer”

Posted: August 17th, 2016

By David Winzelberg

Calverton-based Reilly Windows & Doors has been acquired by Pella Corporation in a deal that closed August 1.

Terms of the acquisition were not disclosed.

The Calverton company remains under the leadership of Michael Reilly and its 180 employees will continue making custom windows and doors at the firm’s 192,000-square-foot facility at 901 Burman Blvd.

Reilly’s products will eventually be integrated into the Pella Crafted Luxury collection that is showcased in Pella’s 7,000-square-foot showroom at Chicago’s Merchandise Mart, according to a statement from the Iowa-based window and door giant.

Founded in 1983, Reilly Windows & Doors has worked with architects and custom builders to manufacture architectural windows and doors in wood, bronze, and steel for the residential and commercial sectors.

“From the very beginning, the reputation and breadth of offering from Reilly Windows & Doors has grown due to the beauty and superiority of our products,” Michael Reilly, company founder and president, said in the statement. “Partnering with Pella Corporation allows us to continue that growth as we join the Pella Crafted Luxury collection of brands.”

Reilly’s firm was represented by attorneys Joe Campolo and Vincent Costa of Ronkonkoma-based Campolo, Middleton & McCormick in the acquisition.

Pella, founded in 1925 and headquartered in Pella, Iowa, has more than 7,500 employees and a dozen manufacturing facilities throughout the U.S.

Pella acquires LI manufacturer

Long Island Business News: CMM’s role in major M&A deal spotlighted in “National Landscape Firm Acquires LI’s Bissett”

Posted: August 17th, 2016

By David Winzelberg

Bissett Nursery Corp. and Bissett Equipment Corp. have been acquired by SiteOne Landscape Supply, a publicly traded company based in Roswell, Ga.

Terms of the deal were not disclosed.

Bissett is a 53-year-old family business with locations in Holtsville and Dix Hills that distributes nursery supplies and equipment. SiteOne plans to maintain both of Bissett’s Long Island locations, which cover nearly 50 acres of land. SiteOne was formerly known as John Deere Landscapes before changing its name when it went public in May.

SiteOne, which has more than 465 locations across North America, is a distributor of wholesale irrigation, landscape lighting, nursery, hardscapes, maintenance products and supplies for the green industry and golf and turf care professionals.

In a company statement, Doug Black, SiteOne CEO, said Bissett is a terrific fit with SiteOne on Long Island.

“Both Bissett Nursery and Bissett Equipment are clear market leaders and they complement our existing business in the agronomics, irrigation, and outdoor lighting markets,” Black said in the statement. “Joining forces with the Bissett team makes us the largest supplier of all landscaping supplies, material and equipment to green industry professionals on Long Island and in New York City.”

Attorneys Christine Malafi, Alan Weinberg, Arthur Yermash, and Vincent Costa of Ronkonkoma-based Campolo, Middleton & McCormick represented Bissett in the deal, along with selling agent Bruce Newman of Protegrity Advisors.

http://libn.com/2016/08/17/national-landscape-firm-acquires-lis-bissett/ 

CMM Represents Bissett Nursery and Bissett Equipment in Sale to SiteOne Landscape Supply

Posted: August 12th, 2016

Bissett NurseryCampolo, Middleton & McCormick, LLP represented Long Island’s Bissett Nursery Corp. and Bissett Equipment Corp., leaders in the distribution of nursery and landscape supplies as well as equipment sales, rentals, and repairs to landscape professionals, in their acquisition by SiteOne™ Landscape Supply, LLC, a Georgia-based, publicly traded distributor of wholesale irrigation, landscape lighting, nursery, hardscapes, maintenance products, and supplies.  Christine Malafi led the CMM team, which also included Alan Weinberg, Arthur Yermash, and Vincent Costa.  Ronkonkoma-based Protegrity Advisors served as the exclusive selling agent for Bissett, with a team led by Bruce Newman, Protegrity’s president.  The terms of the sale are confidential.

With locations in Holtsville and Dix Hills, Bissett is a 53-year-old family business that has grown into an industry Bissett Equipmentleader over three generations.  SiteOne plans to maintain the Long Island locations, which combined cover nearly 50 acres of land.  SiteOne changed its name from John Deere Landscapes when the company went public in May 2016.  Additional information can be accessed at https://www.siteone.com/home/news-events/we-have-joined-forces-with-bissett.aspx.

Since 2010, Campolo, Middleton & McCormick has been involved in M&A transactions valued at more than $2 billion.  The firm has a depth of experience in structuring M&A transactions on both the buy-side and sell-side across a variety of industries, including healthcare, technology, real estate, and retail.  Its M&A client roster includes companies of all sizes, from worldwide conglomerates to closely-held Long Island businesses.

CMM Represents Reilly Windows & Doors in Acquisition by Pella Corporation

Posted: August 12th, 2016

Reilly Windows

Campolo, PellaMiddleton & McCormick, LLP represented Reilly Windows & Doors of Calverton, New York, a premier producer of high quality windows, doors, screens, shutters, millwork, and cabinetry, in its acquisition by Pella Corporation, a major designer and manufacturer of made-to-order and custom windows and doors.  The CMM team included Joe Campolo and Vincent Costa.  The terms of the sale will not be disclosed publicly.

In a deal effective August 1, 2016, Reilly Windows & Doors will remain under the leadership of Michael Reilly, who founded the company in 1981 in a rented chicken coop and has since grown it to over 180 employees operating out of a 192,000 square foot manufacturing facility in Calverton.  These employees will join the more than 7,500 Pella team members that build windows and doors throughout the United States.  Over time, Reilly Windows & Doors will be integrated into the Pella Crafted Luxury collection, a product and services collection serving the luxury home market.  Additional information about the deal can be found at http://www.businesswire.com/news/home/20160727006503/en/Pella%C2%AE-Corporation-Acquires-Reilly-Windows-Doors-Calverton.

Since 2010, Campolo, Middleton & McCormick has been involved in M&A transactions valued at more than $2 billion.  The firm has a depth of experience in structuring M&A transactions on both the buy-side and sell-side across a variety of industries, including healthcare, technology, real estate, and retail.  Its M&A client roster includes companies of all sizes, from worldwide conglomerates to closely-held Long Island businesses.

Costa to Present at Workshop for Entrepreneurs

Posted: August 11th, 2016

Vincent CostaVincent Costa will speak at the “If You Have a Dream to Start a Business” Workshop Day at the Stony Brook Small Business Development Center on August 25.  Costa’s presentation will focus on the benefits of hiring legal counsel rather than using an online legal service when forming a business, choosing an entity type, drafting a shareholder or operating agreement, and handling related matters facing entrepreneurs.  Other workshops will include tips for drafting business plans and accounting advice for startups.

Costa focuses on corporate and transactional work at CMM.  He has successfully negotiated and closed a variety of complex corporate matters including business divorces, asset purchases, and financings, specifically in the healthcare, retail, and technology sectors.  He also has experience drafting and negotiating contracts for various business-related matters including non-competition, supply, distribution, licensing, and employment agreements.  Learn more.

Prince Needed a Will, and You Do Too

Posted: July 25th, 2016

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HIA reporter

 

 

Published in the Hauppauge Reporter

Prince was a member of that rare breed of artists who defy easy description.  His innovative songwriting, eclectic style, and extravagant stage presence ensured his induction into the Rock and Roll Hall of Fame as well as a spot on countless “best of” and “most influential” lists of the past several decades.  When he passed away on April 21 at age 57, the world lost one of its most unique voices.

Prince was undoubtedly a musical genius, but unfortunately he may have made some costly mistakes when it came to estate planning.  He died without a known Will, leaving his heirs—including a sizable cast of characters claiming to be his daughters, sons, brothers, a sister, half-brothers, half-sisters, nieces, nephews, cousins, and who knows what else—to battle it out in court to determine what will happen to his estate, currently estimated to be worth between $250-300 million.

If I had been fortunate enough to count Prince as a client, I would have discussed the following with him (as I do with every client):

  • His family tree, up and down the generations. Who are the heirs?
  • What are his assets, liabilities, and other aspects of his financial life?
  • What does he want to accomplish?

Whether my client is Prince or anyone else, my job is the same.  Armed with the answers to these questions, I must put in place the devices to help the client get where he or she wants to go.  More often than not, a Will is one of those critical devices.  Why?

  1. A Will lets you choose your beneficiaries.

If someone in New York dies intestate (without a Will), the Estates, Powers and Trusts Law (EPTL) contains what is essentially a “default Will” that dictates how your assets will be divided – and he or she may not like that default Will.  For example, if you are married with children and die intestate, your spouse would receive $50,000 plus half of the estate, and your children would receive equal shares of the other half of the estate.  If you want your spouse to receive your entire estate or you want to disinherit a child or delay when he or she receives his or her portion, you’re out of luck unless you draw up a Will saying so.

  1. A Will lets you designate who is in charge after you die.

In my practice, I have seen disagreements among family members and loved ones clamoring for control of an estate.  Even if everyone has the best of intentions (which is not always the case), it is upsetting to have to sort through those issues when people are grieving and a Will could have resolved the matter.

  1. Skip the surety bond.

Without a Will, the Surrogate’s Court may require a surety bond as an insurance policy to protect the assets of the estate from misdeeds of the fiduciary.  In a Will, you can specify that no bond is required, saving money, time, and effort.

  1. A Will lets you control the timing of asset distribution.

A beneficiary who inherits assets at age 18 may not be mature enough, financially or otherwise, to handle the responsibility.  But EPTL doesn’t take that into account.  With a Will, you have the option of holding money for a beneficiary’s benefit until you believe the beneficiary will be ready to handle the bequest.

  1. Tax planning.

For a wealthy person, a Will can provide for some substantial estate tax savings or even elimination.  An experienced attorney can help with tax planning provisions to minimize the transfer tax hit.

Despite these significant benefits, some people insist a Will is unnecessary.  They argue that probate (the process by which a Will is admitted into court and the executor receives power to act on behalf of the decedent’s estate) is expensive, time-consuming, and opens up personal matters to public view.  To this argument I say: probate is not evil!  A typical probate proceeding is not particularly onerous despite its reputation.  The benefit of having your assets handled in the manner you have chosen far outweighs any costs associated with the probate process.

Another argument is that Wills govern only certain types of assets, and most people have money in assets such as life insurance and retirement accounts, which pass to heirs through beneficiary designation forms.  Other assets such as real estate and bank accounts can be jointly owned or have other ownership transfer provisions.  In response to this argument, I would tell my client: “Be careful. The beneficiary designations and joint owner designations may be effective for transferring those assets to the designated beneficiaries, but how does that fit into the whole plan?”

Prince was an incredible talent who left millions of heartbroken fans behind.  In addition to his music, Prince also left us with a valuable lesson on the critical importance of estate planning.  A Will is key if you want a say in who drives away in your Little Red Corvette.

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.