I interviewed a manager of clients like Christian hip-hop
artist, musicians, and singers. He said
he heavily deals in negotiations 75% of the time. I truly thank him for the
time he made for me.
Me: Ok..I know you have managed different artist which means you
have had to negotiate on their behalf in some way. Can you give me a brief
description of what type is your business, and how much of your business is
negotiations?
Dave: Sure...I do mostly
artist development & road management although I have been heavily involved
in contract negotiations for record deals, DVD production deals, &
publishing deals. About 75% is negotiations...even negotiating with the artists
I represent.
Me: Awesome..I definitely
have a lot to learn from you!
Dave: Successful
negotiations always begins with you knowing two starting points...your WATNA
(worst alternative to a negotiated agreement) and your BATNA (best alternative
to a negotiated agreement). All the space in between these two points is your
room for negotiation.The goal is to end closest to your BATNA while
facilitating a win-win agreement between opposing parties.
Me: That's what I was
going to ask you..When reaching for your BATNA, how have you handled separating
people from the problem..if any. How do you separate the emotion?
Dave: Separating the
emotion isn't very easy all the time...honestly, I've had to remove myself at
times by taking any "gain" for myself out of it. In other words, I've
done lots of negotiations pro bono. I build in my take away on the other side
of my successful negotiations.
Me: I hear you, that has to be hard at times,
especially know that some of your clients have been your friends as well.
One last
question and I'll let you go, can you give me an example of a time of how you
worked toward a 'mutual benefit' when negotiating?
Also, what is
your favorite type of deal?
Dave: Remaining neutral
is essential. You have to do your research to know what is of value to the
opposing party as well as know what is of value to the individual you
represent. Also, you must think of more than immediate gratification...think
big to make concessions or offerings over time
Dave: I don't have a
favorite type. Just as long as I can make all parties feel as of they've had
their main needs/wants satisfied.
