Getting The YES

Getting The YES!

Negotiating is apart of every job and or lifestyle. I interview one of the booking agents who work at a local bar called Yoshi’s. This bar provides live entertainment from well know artist such as Eric Benet, En Vogue, Tank just to name a few. The interview below shows what it like getting the YES from another point of view.

Me: What is your job title and duties?

Marie Taylor: as a (artist booking agent) My duties are to negotiate the financial terms of the contract and when and where the band or artist will perform I also handle all financial matters in connection with the date and coordinate the scheduling logistics..

Me: What type of negotiation do you handle?

Marie Taylor: The type of negotiation I engage in is (integrative negotiation). This type of negotiation allows me to put my demands/concerns on the table so that everyone is clear on my overall intent and interest. This works best for me as everyone wins something in the end as opposed to distributive negotiation.

Integrative negotiation also assist with any conflicts which may arise, From my experience, I have been able to offer a lesser amount of money and still offer my counterpart something that can be beneficial to them, allowing me to integrate any issues big or small into a positive solution where both my counterpart and myself are satisfied with the outcome.

Me: What are some common mistakes the artist/clients make during a negotiation?

Marie Taylor: some of the most common mistakes artists/clients make during the negotiation process is not being fully prepared. To ensure that negotiations are a success, it takes careful preparation as well as innovative framing of any issues that may possibly occur. In addition, A lot of people tend to believe that the hard, up-front approach will get them what they ask for, cutting the time of negotiating down.  What they fail to realize is that, this approach will only make the counterpart rebel against any sort of compromise and the process will take a lot longer than expected, as the counterpart doesn't want to feel like they gave in without a fight.

Me: How can you gain more leverage?

Marie Taylor: A client can gain more leverage by first trying to establish a relationship with the other party and also with the ability to persuade…. (Persuasion) is one of the most important negotiation skills to have. If you master this skill you may actually get what you request.

Me: How do you separate the people from the problem?

Marie Taylor: separating the people from the problem can be a very hard thing to do especially during the actual process of negotiating. It becomes a challenge to not take things to heart and genuinely try to figure out a mutual solution that benefits both parties, without allowing emotions to guide your decisions.  During the process anything one person says can be misconstrued and taken personally. The key is about not letting emotions get involved but remaining professional and ultimately reaching a fair agreement with the other party.

Me: What other tools can one use when negotiating?

Marie Taylor:  processing the proper tools to become a better negotiator determines the relationship and out come some of these tools include...

-  Finding A strategy that will be beneficial for both parties

- Try not to confuse tough and up-front as an effective method of negotiating

- Figure out how you respond to conflict… its important to make sure your reactions during the process are appropriate.

Me: How do you separate the people from the problem?

Marie Taylor: Emotions significantly reflect how people deal with things. Emotions can play a positive or negative role depending on the situation. Its important while negotiating to put emotions to the side to ensure that you get the best possible outcome.

Me: Final words and or advice you can give to those starting out.

Marie Taylor: Be Humble and always be prepare. Research the situation if you can and provide supporting documents to back up your reasoning’s.