A Lesson in Negotiation

As an indie artist, understanding the art of negotiation is critical.  I recently interviewed Gary Robinson, manager of WCWK Radio, about keys to making the deal and insights to negotiating. Here's what he had to say...

When you consider your previous negotiation experiences would you say you are a hard or soft negotiator? (Are you hard or soft on people?)

I would say that it would depend on the situation and how flexible I am with my terms. I would also say that this depends on who I am negotiating with. There are some people with whom I must draw a harder line.

How do your emotions figure into your negotiation tactics?

I try to leave my emotions out of negotiations. Emotions tend to disable my ability to see things objectively.

Would you say that you are unlikely to change you mind once you have settled on a position?

I think I am pretty flexible on most things. I try not to enter into negotiations with a closed mind. I think that doing so can impede the opportunities to reach a viable solution.

How do you deal with other people’s emotional attachment to an issue or concern during negotiating?

I try to detach them from their emotion by having them explain their position and why it is so important to them. If I can do this, I can generally find a place that we can agree on and take it from there.

Have you ever had to negotiate with a friend or relative?

Yes, I have often had to do so. It has not always been easy. Family and friends often expect a certain degree of concessions. I have found it important to specify that the negotiations are serious and lay the ground rules for how things will be done. That way they do not have reason to fill resentment or anger about the outcome.

What was different about your negotiation tactics in this circumstance?

I am a softer negotiator in a lot of these instances. I tend to be more concerned about the health of the relationship after the negotiation is over. So, I think I concede more or compensate more for the other party’s sake.

How does brainstorming help your negotiation process?

Brainstorming helps me get a better understanding and see what information might be more important. I don’t know everything. I don’t have all the answers. So, brainstorming helps me figure out what may work best even if it’s not the way that I had in mind.

Do you consult experts during your process?

Of course.

How do these consultations help you develop your position?

Yes, consulting experts helps me to better develop my position. It also helps me find drawbacks to my position.

How do you incorporate the other party’s research into your negotiation?

Absolutely. I have learned that there is always room to hear and access opposition. I try to learn something from every perspective. It may come in handy later.

Have you ever found a person’s difference of opinion or belief to be a stumbling block in negotiation?

It has happened. In some of those cases, the negotiations came to an impasse. We left the negotiation table without an agreement. I don’t think I have ever regretted not being able to make a deal. I have chosen, instead, to take those failed negotiations as teachable moments.

Have you ever entered a negotiation without having a BATNA (best alternative to a negotiated agreement)?

I try not to. I always try to have a secondary plan. I think it is always important to have a back up plan. It gives me peace of mind to know that I have alternatives. I don’t feel backed into a corner.

Have you ever had to negotiate with someone using dirty tricks?

Yes.

How have you dealt with them?

I typically refuse to stay at the negotiating table with those that I know are trying to play dirty. I have too many options than to waste my time with dirty games. I advise everyone to develop strong secondary courses of action so that you can easily walk away from those who are playing unfairly.