Blog Posts

Curb Your Enthusiasm: How Overconfidence Can Kill the Deal (And What To Do About It)

Curb Your Enthusiasm: How Overconfidence Can Kill the Deal (And What To Do About It)

You’ve just left the negotiation table, and you know it went well – it’s in the bag! Except it’s not, and later it turns out that the deal is dead. Confidence is a critical quality in strong negotiators, but too much can cloud your judgment. Consider the steps below to rein it in and ensure your confidence is an asset, not a liability. Embrace the unknown. Sure, you’re a great negotiator, you did your research, and you’re feeling completely prepared

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Campolo’s Remarks at 42nd Annual HIA-LI Legislative Breakfast Featuring Elected Officials

Campolo’s Remarks at 42nd Annual HIA-LI Legislative Breakfast Featuring Elected Officials

I’d like to welcome everyone to our Annual Meeting and Legislative Breakfast. Thank you for being here this morning. As Chairman of the HIA-LI Board of Directors, I’m honored to join you as the moderator for this event as we embark on a new year for Long Island business and for the continued prosperity of our region. 2019 was a wildly successful year for the HIA-LI. Building on our success in uncovering the numbers and facts that we learned through

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Renegotiating a Bad Deal

Renegotiating a Bad Deal

Ever negotiate a deal and happily put it to bed, only to have to revisit it months or years later? Every negotiator has ended up with an agreement that no longer suits their needs, or their adversary’s, and must go back to the table to turn the lopsided deal right again. But the dynamics of renegotiation aren’t the same as negotiating for the first time, and renegotiating what you thought was a done deal comes with its own set of

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The Difference Between Empathy and Sympathy in Negotiation (And Why It Matters)

The Difference Between Empathy and Sympathy in Negotiation (And Why It Matters)

The Chinese general and military strategist Sun Tzu famously wrote that the “supreme art of war is to subdue the enemy without fighting.” Using empathy at the negotiation table is the modern-day embodiment of this strategy.  A fundamental human need is to feel accepted, validated, and understood by others. This reality means that negotiation strategy is really about psychology. To get from Point A to Point B, the skilled negotiator must exploit psychological principles – and this means empathy must

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Campolo Addresses Business Community at Long Island Business Hall of Fame Induction

Campolo Addresses Business Community at Long Island Business Hall of Fame Induction

First and foremost, I want to congratulate all my fellow inductees. Quite frankly, I was very surprised to be included with this group and was certain that a mistake had been made. Once I confirmed that it was not a mistake, that triggered a lot of internal struggle as to what would be my message tonight as I received this award. I of course thank my entire team at CMM, and my dear friend and co-inductee Terri Alessi-Miceli, collectively a

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Campolo Addresses Elected Officials on Tradable Industries and Legislative Support to Grow Economy

Campolo Addresses Elected Officials on Tradable Industries and Legislative Support to Grow Economy

Elected officials representing Long Island on a town, county, state, and federal level joined CMM Managing Partner and HIA-LI Board Chairman Joe Campolo, HIA-LI President & CEO Terri Alessi-Miceli, and fellow board members at the Board Legislative Breakfast on October 29, 2019. Joe addressed the dignitaries about the importance of tradable industries in the LI Innovation Park at Hauppauge, HIA-LI’s relentless efforts to grow these business clusters, and the areas where legislative support is critical. This type of advocacy is key to growing and

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Campolo Joins Lieutenant Governor Hochul, County Executive Bellone, and Northwell CEO Dowling to Deliver Remarks at HIA-LI 25th Annual Business Achievement Awards

Campolo Joins Lieutenant Governor Hochul, County Executive Bellone, and Northwell CEO Dowling to Deliver Remarks at HIA-LI 25th Annual Business Achievement Awards

HIA-LI 25th Annual Business Achievement Awards: Tradable Businesses in the Long Island Innovation Park at Hauppauge Joe Campolo delivered these remarks at HIA-LI’s 25th Annual Business Achievement Awards, following remarks by New York Lieutenant Governor Kathy Hochul. Thank you all for joining us here today.  We are all here to celebrate the best and the brightest that Long Island has to offer, a distinction that becomes even more remarkable when you realize what a powerful economic engine Long Island is.  According to a May 2019 report

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When to Call it Quits in Negotiation

When to Call it Quits in Negotiation

When it comes to negotiation, sometimes you have to just walk away. When a negotiation is going well, and you and your adversary have reached a win-win (or at least a win-not lose) deal, it’s obvious when to stop negotiating. But when a negotiation turns tense or difficult, how do you know when to push through and keep going, or stop and move on? Here are some signs it’s time to call it quits. “It’s just not fair!” It’s human

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Red Flags

Red Flags

At long last, recent polls are showing that there is broad bipartisan support for so-called “red flag” laws, or laws that would allow family members or law enforcement to petition a court to temporarily remove firearms from individuals who are seen to be a risk to themselves or others. When I appeared on Jay Oliver’s show on LI News Radio shortly after the tragedies in Texas and Ohio, we discussed these proposed laws, the recent shootings, and the gun control

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20 Veterans a Day

20 Veterans a Day

Each day in America, more than 20 veterans commit suicide. That number is shocking but not surprising when we reflect on the conditions within which our veterans exist – they volunteer to serve our country for low pay and terrible living conditions, can be separated from their families without any say and put in prison if they refuse, are deployed to faraway lands where they are sometimes hated to the point that people seek to kill them and where they

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