Entertainment Management

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.

Me:  Well put Dave..I can tell this is your passion and study to show yourself approved:) I can't wait to sit and really talk with you this summer. Thank you sooo much for your time