Negotiation & Deal-Making

Initially in this course, my plan was to learn HOW to negotiate. I feel like as a creative my negotiation skills need to improve because too often I have been negotiating out of necessity and needed to learn how to conceal how much I am depending on the help of the other party to be successful. In just three weeks I have learned the meaning and difference between underlying interests and bargaining positions. Too often my bargaining position was my underlying issues. This was happening because I was leading with my goals and honestly speaking from the idea that, “I am going to get it done, but your help would make things easier for me”. I have learned to be tactful and speak to how an agreement speak more towards mutual benefit. Being in the Midwest resources have been scarce, which has caused creatives to developed essentially a “chip on their shoulder” and negotiating needing help but nota partnership.

I had the opportunity to put the idea t practice in a recent negotiation for a part-time opportunity. They were looking for help, help I was willing to provide but I want to be sure I left with something other than money from the partnership. I was negotiating with a bookstore as they needed help processing orders. They were willing to pay a decent hourly rate, with the ability to work as much as possible. Their underlying interest was revealed, which was needing as much help as possible, by not putting a limit on the amount of time you can work. Having being in that position before, I knew that I could make certain concession in order to leave this negotiation with more than just money in my pocket. I pitched a collaboration with the bookstore once my contract was completed allowing them to support some of my media endeavors with books, opportunities to interview the owner and more. While it will help me further grow my portfolio the owner will get some benefit by giving her access to another market she can sell to. I also am connected to a budding bookstore and other community connections that they could benefit from. Having been in their shoes, I recognized their need and was able to assist and offer them an opportunity that may not have been available to them otherwise. My underlying goal was to create an opportunity to help her sustain the level of business achieved warranting the need to help because as she grows, she can hire a permanent team to accomplish her goals. I was happy to leave this negotiation with not only the opportunity for extra money, but a partnership that will allow this business to grow.