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April 17 – CMM Presents “Beyond #MeToo: Where We Go from Here” Featuring the Leading Authorities in the Corporate World, Law and Sociology Discussing Real-Life Solutions for Businesses to Move Forward

Posted: March 15th, 2018

Event Date: April 17th, 2018

The critical problem of sexual harassment in the workplace has undoubtedly received significant attention over the past several months. As women continue to share their experiences, many businesses are left wondering how to move forward and remain productive.

Join us to hear from the leading authorities in the business world, law, and sociology about what the business community needs to be focused on. CMM Managing Partner Joe Campolo will engage these thought leaders on real-life issues facing businesses. This isn’t just another panel focusing on everything businesses are doing wrong. We need to discuss practical approaches to keep moving forward.

Don’t miss this robust and lively discussion on the most critical issue facing the business world today! Register here.

Tuesday, April 17, 2018

8:00 – 8:30 a.m. – Registration, networking, and hot breakfast

8:30 – 10:00 a.m. – Panel discussion and Q&A

Crest Hollow Country Club, 8325 Jericho Turnpike, Woodbury, NY 11797

Panelists:

Judge A. Gail Prudenti – Dean and Executive Director of the Center for Children, Families and the Law, Maurice A. Deane School of Law at Hofstra University; former Chief Administrative Judge of the Courts of New York State

Professor Michael Kimmel – SUNY Distinguished Professor of Sociology & Gender Studies at Stony Brook University and Executive Director, Center for the Study of Men & Masculinities

Carol A. Allen, President/CEO, People’s Alliance Federal Credit Union

Moderator:

Joe Campolo, Esq. – Managing Partner, Campolo, Middleton & McCormick, LLP

LIBN Coverage of Campolo’s “The Art of Negotiation”

Posted: March 15th, 2018

By Nick Musumeci, Long Island Business News

More than a hundred business professionals crowded into the ballroom at the Radisson hotel in Hauppauge. Some took notes, others simply listened, all intent on learning how to get the best deal possible.

“We’re not playing to not lose; we’re playing to win,” said attorney Joe Campolo, the event’s speaker and coordinator. “You’re only trying to get the best deal possible.”

The seminar’s purpose was to help businesspeople become better negotiators, by using proven techniques designed to help control emotions and dictate direction of the negotiation.

Campolo, who is managing partner of Ronkonkoma-based Campolo Middleton & McCormick, drew upon his years of experience as a lawyer to advise his audience on how to act in certain situations. This is the third year the seminar has been offered.

“Joe is a great presenter, and in my business you need to negotiate,” said Patricia Sullivan, an attendee who works in staffing. “I got some good information.”

One of the key points that Campolo stressed was how to manage emotions and use them to one’s advantage in different situations. “Emotions can divert attention from substantive issues,” he said.

Campolo also talked about how to view one’s adversary. For instance, when negotiating with someone of a lower title or stature, it’s important to show that person respect and consider the successes he or she has had. Campolo mentioned how some colleagues get offended when they are sent to negotiate with an associate rather than a partner, instead of mutually respecting their adversary for graduating law school and getting to where they currently are.

“A little bit of courtesy goes a long way,” Campolo said.

While some lines of work don’t necessarily involve negotiating with other businesses or clients, nearly every business professional will, at one time or another, have to negotiate with their superiors about their own compensation. Getting a raise is never easy, even for some of the hardest working employees, and Campolo stressed the importance of keeping one’s cool and staying alert during a stressful salary negotiation.

“Negotiation is a proactive process; if you prepare for it, you’ll get a better deal,” Campolo said. He mentioned how doing one’s “homework” on both the person one is negotiating with and the situation one is in will usually lead to a more lucrative deal. Even something as simple as finding out what college the opposing negotiator went to, or finding out what their favorite sports teams, bands or movies are can go a long way, he said, stressing that finding common ground can both ease tension and build an emotional connection with the superior. If one’s boss can identify with a subordinate, the boss is more likely to give a beneficial deal, Campolo added.

When asked how to deal with people that are unable or unwilling to compromise, Campolo simply replied, “Walk away.”

It’s safe to say that many of the attendees walked away from the seminar feeling a little more confident in their ability to negotiate.

Read it on LIBN.

Campolo Selected as Speaker to Kick Off IMA Young Professionals Group

Posted: February 28th, 2018

Young Professional Event: Never Eat Alone: Put Your Network to Work
By James L. Smith, CPA – VP of Membership Committee and Marvin Rosen – VP of Student Activities

On February 13, 2018, IMA (the Institute of Management Accountants) hosted a Young Professional Committee’s event: Never Eat Alone – Put your Network to Work. This was a presentation given by Joe Campolo, Esq., who serves as the Managing Partner of Campolo, Middleton & McCormick, LLP. With over 50 young professionals and students in attendance it was an exciting and interesting night for all.

Joe Campolo spoke for about 45 minutes on the value of networking as well as how to network. In fascinating order, Joe explained his journey to success from the ground up. How he utilized the power of networking to start his own business and why networking was and is the most powerful tool he had at his disposal to get started. First of all, networking is not a passive activity. Joe was clear that proper networking begins with a plan, a structure and a goal(s).

Effective networking begins with picking the right venues. It is important to know what types of contacts will help you achieve your goal and by taking the time to select the best venues you can maximize the contacts that will help you in your journey. Second, good networking involves rules and protocols. For example, do not monopolize people’s time. You want to spend enough time to get to know someone lightly, get their information and leave a positive impression. Remember, these people are here to network too and both of you should want to meet several people. Also, show interest in the person you are talking to. By not making yourself the central topic you generate interest and make a personal connection. Finally, follow up! What is the point of networking if you do not follow up and stay in touch?

Joe explained that he likes to connect with about 5 people as this allows him to remember details of the person. He has made it a practice to write down a few items of the conversation on the person’s business card so that he can reference the conversation in his follow up communications. Nice idea!

After the presentation, the young professionals and students joined the networking hour to put what they had learned to work. It is always exciting for me to see these young individuals going out and meeting new people, making those first time connections and beginning or accelerating down the path to a more robust and exciting career.

Construction on Long Island featuring Alex Badalamenti of bld architecture and Jack Kulka of The Kulka Group

Posted: February 27th, 2018

In this construction-themed episode, Joe Campolo caught up with Alex Badalamenti, President and CEO of bld architecture. Badalamenti is an incredibly talented architect with a unique background in buildings of historic significance and landmark status. Topics ranged from the impact of the 2008 recession to strategies for attracting talent, as well as a discussion about the origins of today’s architect as a “master builder.”

Next, Joe chatted with Jack Kulka, Founder and President of the Kulka Group, about his experiences growing up in the Bronx, his career path from engineering to essentially founding “construction management” services on Long Island and completely changing the industry. Kulka shared details of his role in founding HIA-LI and how the organization has evolved over the years, as well as his company’s groundbreaking work on the Amneal Pharmaceuticals facility in Brookhaven.

CMM February/March Newsletter: Are You In Our Negotiation Video?

Posted: February 21st, 2018

Campolo Graduates from Energeia Partnership, Long Island’s Premier Leadership Academy

Posted: February 20th, 2018

Campolo, Middleton & McCormick is proud to recognize Managing Partner Joe Campolo on his “graduation” from the Energeia Partnership on February 7, 2018, joining an esteemed group of Long Island leaders who face the region’s challenges head-on.

Energeia, named for a Greek word used to describe the demonstration of inner character in deeds, is a leadership academy focused on identifying and addressing the issues that challenge Long Island. Each “class” of Long Island leaders participates in a two-year academy based at Molloy College featuring a series of programs, each focusing on a particular issue impacting the region.

“When I started with Energeia two years ago, I wasn’t sure what to expect. But I soon found myself exploring and becoming educated on the challenges facing Long Island, and vastly improved my perspective on key issues such as education, racism, energy, healthcare, and transportation,” Campolo said. “It was a terrific beginning down a path designed to help Long Island leaders become more thoughtful about different perspectives before making decisions that impact people and society at large.”

Campolo has also been elected to the Energeia Board of Advisors, where he will develop programming to educate the next generation of Long Island leaders.

How to Lower the Cost of Construction in New York? Demolish New York’s Scaffold Law

Posted: February 20th, 2018

It is absolutely time to revisit and revise New York State’s absolute liability standard imposed upon contractors and owners for construction-related accidents. New York Labor Law Sections 240 and 241, colloquially referred to as the “Scaffold Law,” impose a strict liability standard on contractors and owners for elevation/gravity related accidents. Unlike other personal injury matters, the Scaffold Law does not allow for any consideration of the comparative fault of the injured worker for causing and/or contributing to his/her accident. As a result, facts such as the injured worker’s decision not to wear personal protective equipment (“PPE”) that is provided by his/her employer and readily available at the jobsite are not considered in evaluating liability or the award of damages.

Having worked in the construction industry for the past twenty years, and having overseen the Safety, Risk Management, and Loss Control Departments for contractors with a New York (as well as a national and international) presence, I’ve seen beyond dispute that New York’s Scaffold Law is among the primary reasons for the soaring cost of construction. It drives up the value of settlements and verdicts which, in turn, increases the cost of insurance. In fact, many insurance carriers have stopped writing policies in New York as a result of this antiquated and imbalanced law. And those carriers that have kept writing programs in New York have dramatically increased their premiums as well as the deductibles and self-insured retentions that the insured contractors are required to carry.

The net effect is an ever-increasing cost to build. Further, it has forced many contractors and subcontractors to seek projects outside of New York, price shop insurance programs with carriers that are not admitted in New York State, and purchase policies that contain numerous exclusions that do not provide any actual coverage. These increased costs are then passed along to consumers on private sector projects and taxpayers on public sector projects.

This is not to say that injured workers should not be compensated for elevation-related accidents on construction sites. Nor is it intended to endorse contractors that curtail spending on training, safety, PPE, and supervision that the workforce needs to perform their work. But, when the Occupational Safety and Health Administration (“OSHA”) investigates an elevation-related accident and determines that the injured worker caused or contributed to his/her accident by not using available PPE, rushing/cutting corners, failing to follow proper procedures and/or the employee’s own training, but the contractor/employer cannot use OSHA’s findings to mitigate or cut off the worker’s entitlement to compensation for his/her own negligence, which is precisely what the Scaffold Law does, then it is time for some major reform.

Until New York State addresses this inequity, contractors and subcontractors should do the following:

Read your insurance policies very carefully. Be careful of endorsements that exclude coverage for elevation-related work.

Engage experienced insurance brokers, advisors, and other professionals who specialize in the construction industry. With insurance premiums being among the top three annual expenses for most contractors (along with payroll and brick & mortar costs), it is imperative to work with specialists who understand your business, the types of coverage that are needed, and how to put together a program that provides real coverage.

Spend money on training, upgrading PPE, and supervision. In this era of increasing deductibles, think about how much it costs to proactively address safety issues vs. how much you spend on claims within your insurance deductibles.

New York’s construction industry cannot move forward and realize its full potential if antiquated laws keep it tethered to the past.

Mastering the Psychology of Negotiation

Posted: February 20th, 2018

By: Joe Campolo, Esq. email

Tags: negotiation

Anyone can learn the mechanics of negotiation – preparation, active listening, and knowing your BATNA, to name a few – to become a good negotiator. But it’s not enough to be good. Mastering emotions is the key to effective negotiation and involves not only understanding and taking control of your own emotions, but also those of your adversary. Are you willing to make an investment into the emotional realm to become a truly great negotiator?

Negotiation is an exercise in simultaneously obtaining value and managing risk. As Elroy Dimson, Emeritus Professor of Finance at London Business School, famously observed: “Risk means more things can happen than will happen.” Indeed, emotions pose risks in every negotiation. Unchecked emotions can both enhance a relationship or destroy it beyond repair; emotions can open up new solutions and possibilities or be used against you.

I highly recommend Roger Fisher and Daniel Shapiro’s fantastic book, Beyond Reason: Using Emotions as You Negotiate, which distills some of the many tools that help negotiators master the emotional tension that threatens every negotiation. Below are a few of the critical tools I use:

Focus on each party’s interests, not positions. If you focus exclusively on the end game you have envisioned for the negotiation (“I won’t accept a purchase price of less than $5 million”), rather than interests (“I want to receive adequate compensation for my hard work and I don’t want to worry about money in retirement”), you’ll miss win-win solutions (perhaps a lower purchase price can be more than made up by a package of other benefits such as continued rental income, lifetime health insurance payments, etc.). Same goes for your adversary – consider what their interests truly are.

Build affiliation. In my early years practicing law, I was fortunate to have a mentor who did something practically unheard of in today’s business world. When a client was on the receiving end of a lawsuit or had a difficult transaction to be negotiated, my mentor would pick up the phone, call the attorney for the other side, introduce himself and say, “It seems we have some issues to work out. Why don’t we meet for dinner, get to know each other, and talk things through?”
It’s too easy to let social norms dictate how we should act in a negotiation – “I need to come in guns blazing” – that we completely miss important opportunities to build connections that will help us negotiate to win. Don’t belittle your adversary (or, on the flip side, don’t be intimidated by someone who “outranks” you in experience and prestige); instead, strive to connect on a personal level. And once you do get talking, discuss things you care about – don’t be another in a long list of people who commiserate about LIE traffic or the weather.

Respect autonomy. Hurt feelings over being left out aren’t limited to the middle school cafeteria: negotiations often break down because someone feels slighted. If you show up to a negotiation and see a first-year associate on the other side of the table, don’t assume he’s there just to take notes. Build a connection with him (“I see you won a research award in law school – nice job”) and be respectful. And if his boss shows up too, don’t act like the associate is invisible. There are enough moving parts in a negotiation to manage – don’t blow it by making an easy-to-avoid mistake like this.

Mastering the psychology at play during a negotiation is critical, whether you’re negotiating the release of hostages or negotiating with your two-year-old to try a new food. If you invest the effort into managing the emotional tension, I guarantee you will achieve better results at your next negotiation.

Renting on Airbnb, HomeAway or VRBO? Important Info You Should Know

Posted: February 20th, 2018

Tags: real estate

In recent years, many Long Islanders have been earning extra income by renting their homes as short-term vacation rentals through services like Airbnb, HomeAway, and VRBO. However, many are unaware that these rentals are subject to New York State Hotel and Motel Tax, and that Suffolk County in particular has been cracking down on homeowners who are renting through these sites but have not registered with or remitted the tax to the county. County compliance units have been researching properties listed on these sites and issuing letters of violation to the homeowners. The good news is, it’s not too late to get in compliance.

The Hotel and Motel Tax applies to all short-term rentals of less than 30 days and is three percent (3%) of the per diem rent, payable to the county in which the property is located. The theory is that if a homeowner is renting out a room or even an entire house, he or she is acting like a hotel, and therefore needs to collect the same taxes hotels do. While short-term rentals certainly pre-date the digital economy (especially in the Hamptons and other local areas), websites such as Airbnb make it easier for municipalities to track these rentals and convert them into a revenue opportunity.

If you are engaging in short-term rentals of your real property, if you have not done so already, you should file a Registration for Certificate of Authority to Collect Hotel and Motel Tax with your county. Once you have registered, you will need to fill out a simple Hotel/Motel Tax Return indicating the amount collected and the tax due. The form must be filed quarterly.

If you have engaged in such short-term rentals without paying the tax and receive a letter from the Tax Enforcement and Compliance Unit, do not ignore it. Failure to pay the lodging tax to the county can result in a criminal misdemeanor charge with the punishment being a fine of up to $1,000 or a year in prison. To get into compliance, you will need to complete a form showing back amounts collected and submit same along with your Registration for Certificate of Authority.

With its influx of tourists/visitors and high cost of living, Long Island can be a particularly appealing place for homeowners to bring in some extra cash by offering their homes and properties as short-term rentals. However, tax compliance is key. We’re here to help if you need assistance.