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Improving Business Negotiations

Posted: August 9th, 2012

By: Joe Campolo, Esq. email

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Most people simply don’t know how to negotiate. Our parents didn’t teach us and their parents didn’t teach them. And despite the fact that negotiations are a daily occurrence, we’re taught nothing about them. Many believe that since we’re not taught we just assumeit cannot be taught.And because we sometimes fear what we don’t understand; we are afraid to learn. But there is good news; we can all improve our negotiation skills. A quote commonly found in negotiation theory books and articles from G. Richard Shell in his book Bargaining for Advantage: Negotiation Strategies for Reasonable People, reads, ” . . negotiations commonly follow a four-step path: preparation, information exchange, explicit bargaining, and commitment . . Negotiation is, in short, a kind of universal dance with four stages or steps. And it works best when both parties are experienced dancers.”

Phase one of this “dance” is referred to as the Pre-bargaining Phase. This step involves:

Phase I: Pre-Bargaining Phase

Information: Learn as much as you can about the problem. What information do you need from the other side?
Leverage Evaluation: Evaluate your leverage and the other party’s leverage at the outset. This is important because there may be a number of things you can do to improve your leverage or diminish the leverage of the other side. What will you do to enhance your leverage?
Analysis: What are the issues?
Rapport: Establish rapport with your opponent(s). You need to determine early on if your opponents are going to be cooperative; if not, consider employing a mediator as soon as practical.
Goals and expectations: Goals are one thing; expectations are something else.
Type of negotiation: What type of negotiation do you expect? Will this be highly competitive, cooperative, or something unusual? Will you be negotiating face to face, by fax, through a mediator, or in some other manner?
Budget: Every negotiation has its costs. Lawyers will avoid conflicts with their clients by discussing budgets sooner rather than later. Many times there are a number of choices for enhancing leverage. For example, you may enhance your leverage by taking several depositions, by adding parties to a law suit, by serving subpoenas on witnesses, or by hiring experts. Unless your client has unlimited resources, you will have to make some hard choices, which should be designed to give you the “most bang for your buck.”
Plan: What’s your negotiation plan?

Phase II: Bargaining Phase

Logistics: When, where, and how will you negotiate? This can be especially important in multi-party cases.
Opening offers: What is the best offer you can justify? Should you make it, or wait to let another party go first?
Subsequent offers: How should you adjust your negotiating plan when responding to unanticipated moves by your opponent?
Tactics: What sort of tactics will you employ? What sort of tactics is your opponent using on you?
Concessions: What concessions will you make? How will you make them?
Resolution: What is the best way to resolve the problem? Is there an elegant solution? Be on constant lookout for compromise and creative solutions.

Phase III: Closure Phase

Logistics: How and when will you close? At mediation or later on? Who will prepare the final agreement?
Documentation: Prepare a closing checklist.
Emotional closure: It’s one thing to end a legal dispute; it’s another to address the underlying interests and needs of the parties. If you neglect the latter, the agreement will probably not sustain.
Implementation: It’s not over until it is over.

Excerpts and further detail can be found at:
Improving Negotiation Skills: Rules for Master Negotiators by Thomas Noble

Keyword Infringement Litigation Heats Up

Posted: July 24th, 2012

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Google’s AdWords is a powerful advertising platform. But what happens when a competitor bids on your trademark, or slips your mark and brand name into its website’s metatags in order to lure away a potential customer searching for your business?
Not surprisingly, companies who lost the placement wars weren’t too happy and commenced trademark infringement lawsuits against the competitor and the search engine that sold the keyword bids and advertising placement. However, suits against Google and similar search engines died in August 2010, after a District Court’s opinion in Rosetta Stone Ltd. v. Google, Inc., 2010 WL 3063152 (E.D. Va. August 3, 2010). But the flood gates may soon be opened.

The 4th Circuit in Rosetta Stone Ltd. v. Google, Inc., 2012 WL 1155143 (4th Cir. April 9, 2012) gave Rosetta Stone another chance. The bulk of the District Court’s decision was reversed, allowing Rosetta Stone to proceed to trial. Although the Rosetta Stone litigation will not be resolved relatively soon, the 4th Circuit’s decision is significant because (1) it clarifies that trademark infringement analysis in a keyword advertising context will follow the traditional legal standard applicable to likelihood of confusion; and (2) it establishes that a company can bring a trademark infringement action against Google, and similar search engines, on the basis that the sponsored links are confusing to the customers.

At the District Court level, Google argued that it legitimately used trademarks as keyword triggers to help make consumers make more informed choices, and its use of the trademarks are “functional” to its business, thus making it immune to trademark infringement claims. The District Court agreed and concluded that (1) there was no evidence to support a likelihood of confusion of consumers, in part because the search engine provider was not attempting to pass off its goods or services as Rosetta Stone’s; and (2) that the use of marks as search engine advertising keywords was protected by a functionality defense, because the keywords served an indexing function in pulling up sponsored advertising links.

In reversing the decision, the Fourth Circuit held that trademark law protects against likelihood of confusion of consumers as to the source or sponsorship of goods or services, and held that the evidence created disputed questions of fact to be tried on whether there was a likelihood of confusion. The court also held that the functionality defense applied only if the trademark consists of functional features of a plaintiff’s product or packaging, and not based on the manner in which a defendant uses a mark.

Accordingly, traditional trademark standards of likelihood of confusion apply in keyword advertising, rather than specialized standards. These traditional standards are not only applicable to trademark claims filed against search engine providers, but also to the more common situation in which these claims are filed against a competitor who purchases a plaintiff’s trademark as a keyword from the search engine provider and uses them to trigger sponsored advertising links.

The Rosetta Stone lawsuit and its outcome will be closely watched by both search engine providers and the business community. No doubt, Google will be aggressively defending this action given that Google’s Adwords raked in $32 billion last year, or 97% of the company’s total revenue. Knowing this, many large companies have lined-up their support to Rosetta Stone and some have even filed similar suits against Google. No doubt, the Rosetta Stone decision has opened the door wide for companies to not only sue their competitor for trademark infringement, but also the search engine giants that sold the keyword bids and advertising placement.

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.

What is a Trust?

Posted: July 21st, 2012

By: Martin Glass, Esq. email

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Attorneys, especially estate planning attorneys, talk about trusts all the time. They talk about them as if everyone already understands exactly what a trust is. There is no doubt that trusts have long served as a valuable estate and financial planning tool, since they can meet a number of important planning needs.
Since people began using trusts centuries ago, they have mistakenly been regarded as tools for the super-wealthy to protect their fortune. That is certainly true to a degree, but a person doesn’t have to be ‘filthy rich’ in order to benefit from the use of a trust.

Well then, what exactly is a trust? A trust may be defined as a “fiduciary relationship in which one person holds a property interest, subject to an equitable obligation to keep or use that interest for the benefit of another.”

A trust, then, is a legal entity, recognized and regulated by the laws of the various states, that is established by the proper execution of a formal, written document (the trust document) in which the legal ownership of certain property (the trust corpus or trust principal) held within the trust is separated from the beneficial ownership of the property itself. The person or institution who is the legal owner of the trust assets and who is responsible to manage and invest those assets is known as the trustee. Those persons who receive the benefits from the trust and/or income generated from trust assets are known as trust beneficiaries. That’s the attorney’s way of defining a trust.

A much simpler way to define or describe a trust is that it’s just a box. You put various types of assets into the box by re-titling the asset. The person who establishes or creates the box is the grantor, creator or trustor. Depending on the type of trust either the grantor or a third party puts the assets into the trust. The person (or people) that can control what happens to those assets, once in the box are the trustees. The trust document itself is what controls everything that was put into the box by defining what the trustees can and cannot do with those trust assets at any particular time.

The trustee must fulfill his duties as defined in the trust document in a fiduciary manner. A fiduciary standard of care is the highest level that is recognized by law. In essence, the trustee must put the interests of the trust and its various parties above his own interests. For example, the trustee may be obligated to use the trust principal for a primary beneficiary even though the trustee, as a secondary beneficiary, may end up with nothing left.

The provisions, purposes, duration, trustee powers and all other matters pertaining to the trust are contained in the trust document. The grantor must make a number of decisions prior to the establishment of the trust, such as:

  • – What assets will be placed into the trust?
  • – Who will receive the benefits from the trust?
  • – Who will serve as the trustee?
  • – How will the trust be operated and managed?

One of the great advantages of a trust is that it is a private agreement between the grantor and the trustee on how to handle the assets that were put into the trust. The agreement continues even after the death of the grantor. Therefore, if all the assets are in the trust, there is typically no need to go to court to probate a Will. This can be a major savings in cost and time. This also keeps the transfer of assets private and minimizes the risk of other parties attempting to contest the transfer of the assets.

The other purposes that may be served by the creation and proper administration of a trust include: reducing income and estate taxes, as well as managing wealth more effectively; ensuring that the trust assets will be professionally managed; protecting the assets against long term care costs or the inability to receive government benefits for disabled beneficiaries; the ability to “stand in” for children and grandchildren until they can become old enough or mature enough to handle their own affairs; ensuring that, at the death of the grantor, benefits will pass to the proper individuals, at the proper time, and in the proper amount.

The one caveat with trusts is that people forget that there are two parts to using a trust for any of the above purposes. The trust must be created and the trust must be funded. Many people forget to do the second part. Without that you just have an empty box. Assets must be re-titled into the name of the trust for the trust document to have any control over those assets. A qualified estate planning attorney can guide you through this process.

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.

Your Estate Plan Needs to Be Updated After a Divorce

Posted: June 12th, 2012

By: Martin Glass, Esq. email

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Divorce is never simple and is actually usually quite messy. That includes annulments and legal separations. Many things are not automatic or included in the official decree. Because of this, every person should have a new estate plan drafted following a divorce.
According to New York law, if you name your spouse in your Will and then divorce, that designation is revoked and it is as if he or she has pre-deceased you.

That’s the good news. The bad news is that the divorce itself may not change the trustees, guardians, agents or others named in an estate plan. These people can still take control of financial accounts or other matters as designated in a Will, trust or other documents. It is not uncommon to name in-laws and family members as responsible parties for a testator’s assets. Depending on the status of the relationship following a divorce, it may not make sense to have an ex-spouse, or ex-in-laws responsible for managing a home, financial accounts or minor children.

Similarly, it is common, and sometimes even required, for a spouse to be listed as the beneficiary of accounts, trusts, or insurance policies. A divorce will not change the beneficiary designation. If an ex-spouse no longer wishes to list the other ex-spouse as beneficiary he must complete required forms provided by the financial institution or insurance company.

This is also true of other estate planning documents. If you had named your former spouse as your agent under a power or attorney or health care proxy, the divorce does not change that or remove that agency. New documents must be created and the financial and medical institutions must be made aware of the change. This usually entails some type of formal revocation of the former power of attorney or health care proxy.

Even before the divorce is finalized, you may want to seek professional assistance of a qualified estate planning attorney. This way you can minimize the impact, should something happen to you before the judge signs the decree. And then afterwards, there are still a number of loose ends to tie up.

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.

President Obama Signs into Law the Jumpstart Our Business Startups Act

Posted: June 10th, 2012

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On April 5, 2012, President Obama signed into law the Jumpstart Our Business Startups Act (the “JOBS Act”). The JOBS Act is intended to increase American job creation and stimulate economic growth by improving access to the public capital markets for a new category of issuer created by the JOBS Act — the “emerging growth company.” It represents the most comprehensive reform to the laws governing capital raising since the Securities and Exchange Commission (SEC) issued its 2005 Securities Offering Reform.

The JOBS Act:

  • Creates a new class of company termed an “Emerging Growth Company” with an easier “on ramp” to going public by reducing existing regulatory requirements;
  • Relaxes the advertising and solicitation requirements for private offerings of securities;
  • Permits “crowdfunding” – the raising of capital from a number of investors via the internet and other social media;
  • Increases from $5 million to $50 million the amount of capital that can be raised in a public offering without triggering registration and periodic reporting obligations; and
  • Raises the maximum number of shareholders permitted for private companies from 500 to 2,000 (as long as no more than 500 are not accredited).

Emerging Growth Companies
By introducing a new category of publicly-held companies known as an “emerging growth companies,” the bill seeks to exempt businesses with under $1 billion in revenue from certain regulations associated with going public. Notably, companies governed under this category only need to produce two years of audited financial statements when filing for an IPO (rather than three years); they are exempted from Dodd-Frank rules giving shareholders a nonbinding vote on executive compensation; and are freed from the requirement of hiring an outside auditing firm to check internal financial controls.

General Solicitation and Advertising
Prior to the JOBS Act, no issuer could engage in any form of general solicitation or advertising with respect to the securities being offered. The JOBS Act directs the SEC to remove the prohibition against general solicitation and general advertising, provided that all of the purchasers of the securities so offered are accredited investors; to revise Rule 144A under the Securities Act to permit the use of general solicitation or general advertising, provided that the securities are sold only to persons that the seller and any person acting on behalf of the seller reasonably believe to be a qualified institutional buyer. The SEC must adopt these revisions within 90 days.

Crowdfunding
The JOBS Act allows companies to pool money from individuals with common interests and to issue shares in exchange for crowd-funded capital. The new registration exemption under the federal securities laws for crowdfunding will significantly expand funding capabilities for companies and ventures that are too small for traditional venture capital funding or companies that are unable to obtain such capital. The JOBS Act creates a new exemption to allow private companies to raise up to $1 million in equity capital from unaccredited investors within any 12-month period, with each investor being allowed to invest up to a certain amount. The Senate version of the JOBS Act creates a number of restrictions, aimed at protecting investors. Among those restrictions are limiting individual investments to $10,000 or 10 percent of the investor’s annual income (whichever is less) and registration by intermediary platforms and issuers with the SEC. Federal law would preempt state regulations, meaning that issuers could raise funds from across the United States. The SEC has 180 days after the bill’s enactment to publish rules for crowdfunding.

Small Issue Securities
Companies will be able to increase their public offerings of securities from $5 million to $50 million without triggering the full disclosure and reporting obligations that normally accompany a public offering of securities. The JOBS Act amends the offering threshold for companies that are exempt from SEC registration under Regulation A under the Securities Act by creating a new exemption from registration and reporting for small issue securities. These offerings will be subject to state blue sky laws unless they are offered or sold only to qualified purchasers (as determined by the SEC) or sold on a national securities exchange. Such issuers will be required to file annual audited financial statements with the SEC. In addition, the SEC will have the authority to require these issuers to make certain periodic non-financial disclosures available to investors. An issuer of these securities will be able to solicit interest in the offering before it files an offering statement, as determined under SEC rules, and securities issued in these offerings are freely transferable.

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.

Amendment to Conform to Proof; Sufficiency of Rent Demand and Proof of Damage

Posted: June 10th, 2012

By Patrick McCormick

As summer winds down, I thought the best way to ease into autumn would be to examine certain jurisdictional and proof issues that pop up over and over again in summary proceedings. Thankfully, the Courts have provided relevant decisions worthy of discussion. The first is from Nassau County District Court Judge Scott Fairgrieve which discusses whether a commercial landlord waived the right to commence a summary proceeding seeking to collect significant additional rent when the landlord accepted base rent payments 1. The second case is from the New York City Civil Court and involves an amendment of a petition to conform to trial proof and whether additional rent demands are needed before the motion will be granted 2. The last case is a brief decision from the Appellate Division, Second Department, which discusses the adequacy of proof adduced at the trial of an unlawful eviction claim 3.

In Ambrogio & Caterina Giannone Family Ltd. Partnership, petitioner commenced a commercial non-payment proceeding seeking $1,205.10, in base rent and $79,396.72, in additional rent for construction costs. Respondent moved to dismiss alleging that petitioner accepted thirteen base rent payments since the construction was completed, seven base rent payments since the additional rent was billed and three base rent payments since the rent demand was served. Petitioner alleged “[f]rom the time the construction work began through to when the costs were billed to the tenants in August 2011, when a formal rent demand was served in December 2011, and when a nonpayment proceeding commenced in March 2012, I have actively and continuous (sic) discussed, with respondent, its obligation to pay for these costs under the lease.”

After initially confirming that laches is not a viable defense in commercial cases, the Court framed the issue presented as whether “petitioner waived its right to commence this summary proceeding” by accepting base rent payments. The Court noted that respondent did not dispute that petitioner “continuously attempted to collect the additional rent owed . . . ” The Court noted that the lease at issue contained a “no waiver clause” providing that “no waiver of any provision of this lease shall be effective unless in writing, signed by the waiving party.” The Court denied the motion to dismiss holding that these facts combined with the “no waiver provision clause” led to the conclusion that “[t]here is no basis to find that petitioner waived its right to recover additional rent in a summary proceeding by its acceptance of basic rent. To hold otherwise would frustrate the reasonable expectations of the parties embodied in their lease.”

In JDM Washington Street, LLC, after the conclusion of petitioner’s case, petitioner moved to conform its pleading to the proof presented at trial and rested its case. Respondent opposed the motion arguing that “petitioner must make an updated demand for any rent and additional rent that has accrued since the predicate notice before it can seek to amend the petition at trial.” Respondent argued that “petitioner is limited to a claim for the rent sought in the predicate notice because petitioner never demanded any additional rent while this proceeding was pending.”

In granting the motion to amend the petition to conform to the proof adduced at trial, the Court relied on the specific language of RPAPL §711(2) and CPLR §103(b). The Court noted that “RPAPL §711(2) provides for ‘a demand of rent’ — not plural demands for rent. . . The RPAPL makes no provision for an updated demand for rent in a nonpayment proceeding.” In discussing the CPLR, the Court reminds us that “[u]nder the CPLR a motion to amend a pleading at trial must be freely granted absent surprise or prejudice resulting from the delay.” The Court thus found that a tenant could not be surprised that a landlord in a nonpayment proceeding would seek all rent owed up to trial. The Court refused to read into the RPAPL “a requirement that rent demands must be updated before a petitioner may seek to amend its petition to reflect rent allegedly accrued at the time of trial. Such a requirement would graft another element onto a petitioner’s prima facie case.”

Finally, in a case brought by a commercial tenant against its landlord for damages resulting from an unlawful eviction, the Appellate Division, Second Department, reversed a judgment after a nonjury trial in favor of the tenant. The Appellate Division found that the hearsay testimony offered by tenant to establish its damages was insufficient. In awarding judgment in favor of the tenant for $120,000 ($30,000 loss plus treble damages of $90,000) as compensation for equipment lost as the result of a wrongful eviction, the lower court relied on “the hearsay testimony of the plaintiff, as well as the hearsay testimony of another witness that a third party in Georgia offered to purchase the equipment for the sum of $30,000 after the witness described the equipment to that third party during a telephone conversation.” The Appellate Division noted that “Neither the plaintiff nor his witness testified from his own knowledge as to the actual value of the equipment.” In reversing the judgment of the lower court and dismissing the complaint, the Appellate Division found that the testimony regarding damages was “based completely on hearsay, and unsupported by competent proof . . .” This ruling is harsh, but it serves to remind us that care must be taken when preparing all aspects of our cases and that damages will not be awarded unless competent proof is presented, regardless of the culpable conduct of the opposition.

Equity Does Not Relieve Tenant’s Failure to Timely Exercise Renewal

Posted: June 10th, 2012

By Patrick McCormick

A recent article discussed the decision by the Appellate Division First Dept. in 135 East 57th Street LLC v. Daffy’s Inc.1 in which the Appellate Division excused a tenant’s failure to timely give notice of its election to exercise its option to renew its commercial lease because the tenant had “garnered substantial good will in its approximately 15 years at the location, which good will was a valuable asset that would be damaged by its ouster from the premises.” The Court in Daffy’s Inc. referenced the Court of Appeals decision in J.N.A. Realty Corp. v. Cross Bay Chelsea, Inc.2 , which held that “the loss of an option does not ordinarily result in the forfeiture of any vested rights . .”

By decision dated May 3, 2012, the Court of Appeals in Baygold Associates, Inc. v. Congregation Yetev Lev of Monsey, Inc.3 , citing J.N.A. Realty Corp., held that the tenant was not entitled to equitable relief to excuse its failure to timely exercise its option to renew under the circumstances presented, despite the fact that the premises had been continually operated as a nursing home for more than 30 years and more than one million dollars in improvements had been made to the premises.

In Baygold Associates, Inc., Baygold operated a nursing home in Monsey, New York from 1972 through 1975. In 1976, Baygold, as tenant, entered into a lease with Monsey Park Hotel, the owner of the premises, for a ten year term. The lease granted Baygold the option to extend the term of the lease for four ten year periods by giving notice by certified mail, return receipt requested, no later than 270 days before the expiration of each term or extended term. With the owner’s consent, Baygold sublet the premises to its affiliate Monsey Park Home for Adults which operated a nursing home from 1976 through 1985 and made approximately one million dollars in improvements to the premises. In 1985, Monsey Park Home for Adults sub-sublet the premises to Israel Orzel who continued to operate a nursing home at the premises. In August 1985, Baygold renewed the lease for two additional ten year periods. During Orzel’s tenancy, Orzel also made improvements to the premises.

In July, 2005, Baygold directed its attorney to renew the lease for two additional ten year terms. It was disputed whether Baygold’s attorney actually prepared and sent the renewal notice as required by the lease.

In July 2007, the Rubenfeld family, as successor to the owner, entered into a contract to sell the property to defendant Congregation Yetez Lev of Monsey Inc. Rubenfeld’s attorney notified Baygold that its tenancy would expire September 30, 2007 and that Baygold would be a month-to-month tenant. Baygold claimed it had exercised the renewal option and Baygold’s attorney produced a copy of a November 1, 2005, renewal letter but did not produce either a certified mail receipt or a return receipt green card.

Baygold sued seeking a declaration of the rights of the parties in connection with the renewal term. After a bench trial, Supreme Court held that the lease was not properly renewed because Baygold did not comply with the specific lease renewal provisions and denied equitable relief. The Appellate Division affirmed holding that Baygold “failed to demonstrate ‘that it made improvements of a substantial character’ in anticipation of renewing the lease.”

The Court of Appeals granted leave to appeal and on appeal framed the issue as “whether non-renewal would result in a forfeiture by Baygold.” The Court, in citing J.N.A. Realty, noted that “a forfeiture results where the tenant has in good faith made improvements of a substantial character, intending to renew the lease and the tenant would sustain a substantial loss in case the lease were not renewed.” Also, in citing Sy Jack Realty Co. v. Pergament Syosset Corp.4 the Court of Appeals noted that “we have concluded that the ‘long standing location for a retail business is an important part of the good will of that enterprise’ and that a tenant may be entitled to equitable relief through the loss of such ‘a substantial and valuable asset.’” However, the Court of Appeals held that “the forfeiture rule was crafted to protect tenants in possession who make improvements of a ‘substantial character’ with an eye toward renewing lease, not to protect the revenue stream of an out-of-possession tenant like Baygold.”

The Court noted that Baygold had not made any improvements to the premises since 1985, and that neither Baygold nor any of its affiliates was a tenant in possession of the premises at the time of the failure to comply with the lease renewal provision. The Court dismissed any claim that Baygold’s improvements made more than twenty years earlier, when it was a tenant in possession were made “with a view toward renewal of the lease such that Baygold’s equitable interest in a renewal must be protected. Those improvements are too attenuated from Baygold’s failure to exercise the option over 20 years later.”

The Court seemed to place significant emphasis on the fact that Baygold was an out of possession tenant and therefore did not possess any good will in connection with the premises. This, coupled with the fact that Baygold itself did not make improvements to the premises for more than 20 years, in the Court’s view, precluded equity from from intervening to excuse Baygold’s failure to comply with the lease renewal provisions.

Learning the Art of Business Negotiations

Posted: June 9th, 2012

By: Joe Campolo, Esq. email

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We are all negotiators, and we face challenging and complex problems of persuasion and influence on a daily basis. We manage workers and work for managers, deal with friends, family, colleagues, clients, merchants, and organizations all the time. Successful negotiation requires agreement and collaboration with other people. Since individuals often do not share the same interests, perceptions and values, skill is needed, personally and professionally in negotiating.

Understanding the dynamics of negotiating is critical in the business world, and is a topic we discuss often within our firm. Learning the art of business negotiations is a necessity for our partners and associates alike. There are numerous seminars, books and theories written on the subject; but the bottom line is that if you don’t master the fundamental skills of business negotiation you could be losing money. This blog will be dedicated to the art of Business Negotiations.

There are three inherent tensions that exist in all negotiations, whether the goal is to make a deal or settle a dispute. These tensions will always exist, they cannot be eliminated but they can be managed.

The first tension is the conflict between the desire for distributive gain (getting a bigger slice of the pie) vs. opportunity for joint gains (finding a way to make the pie bigger). Without sharing information, it is difficult to find trades that might create value, but unreciprocated openness can be exploited.

The second tension is the conflict between empathizing with the other side (demonstrating an understanding of the other person’s interests and point of view) vs. asserting your own views, interests and concerns. Assertion without empathy risks escalating conflict, while empathy without assertion risks jeopardizing ones legitimate concerns.

The third tension is the interest of the agent (lawyer) vs. interest of the client; and the professional reputation and embarrassment when a client changes course.

Additionally, we should all be aware of the 5 most common mistakes that must be avoided to get the maximum out of a business negotiation.

Underestimating your own authority, ability and strengths
Assuming you know what the opposition wants
Overestimating your opponent’s knowledge of your weakness
Becoming intimidated by your opponent’s prestige, rank, title or educational accomplishments
Being overly influenced by traditions, precedents, statistics, forecasts, or cultural icons and taboos

This is the Year to Gift

Posted: April 27th, 2012

By: Martin Glass, Esq. email

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Tax changes that President Barack Obama and Congress hammered out in the final days of 2010 discouraged clients from seeking estate planning advice last year, even though estate lawyers insist that there are many planning opportunities that shouldn’t be missed.

It seems that the $5 million estate tax exemption for 2011 and 2012 has all but eliminated “estate tax avoidance” as a motivating factor for clients. With the $5 million exemption, a lot of people breathed a sigh of relief because they said, “I don’t have that much.” It seemed to diminish the concern for estate planning as motivated by the estate tax. It probably took until September for advisers to realize that this really is a planning opportunity for high-net-worth families.

There is so much uncertainty at this time, it’s difficult to give suggestions without saying that the benefits will vary based upon where estate and income tax rates, and estate and gift exemptions, wind up in 2013. Most of 2011 became a year for figuring out how to take advantage of the $5 million exemption before it disappears.

The very wealthy should be planning very aggressively and taking significant advantage of what may be a small window of opportunity. We don’t know what tomorrow will bring. After a temporary suspension in 2010, the estate tax rate had been poised to jump to 55% with a $1 million exemption, or $2 million for couples. Instead, the rate was set at 35% for two years and applies only to estates worth more than $5 million, or $10 million for couples. This year, the president and Congress again will have to address the estate tax issue, as these parameters expire at the end of the year.

The estate tax exemption is tied to the lifetime gift tax exemption, meaning that amounts given away as gifts will be subtracted from the estate tax exemption after death. The big key now is to develop flexible estate plans that work with formulas instead of numbers to retain the integrity of the plan even when there are law changes.

In the end, it appears that the top three reasons that clients sought estate planning last year was to avoid chaos and discord among beneficiaries, to avoid probate and to protect children from mismanaging their inheritance. Minimizing or avoiding estate tax seems to be further down on the list of people’s concerns until they realize just how much the estate may end up paying. For clients with more than $5 million, the time to act is now as 2012 is going to go by quickly.

But there is a possible problem. Even though lifetime gifts of below $5 million during 2012 escape gift tax, the way the Tax Code is now written, if the donor dies in 2013 or later, the applicable exclusion amount reverts to $1 million. As a result, lifetime gifts of over $1 million are “clawed back” into the transfer tax system without the protection of a $5 million applicable exclusion amount, and presto, there’s an estate tax on what had been free of gift tax. Congress could fix this, and even seems to want to, but ongoing legislative dysfunction will darken the chances.

This clawback doesn’t necessarily make it worse for the donor or the estate. Instead of paying a gift tax on the transfer, an estate tax is paid, so it’s pretty much a wash. One advantage is that the donor does get the asset out of his estate and any additional appreciation on the asset goes to the donee. A possible disadvantage or problem is that there may not be enough assets in the estate to pay the estate tax if it now includes taxes from past gifts. A qualified estate planning attorney or tax professional is needed figure out if it’s worth doing the gifting now or waiting until the assets pass through the estate.

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.