While taking a more in depth look at the negotiation process
I came across some great informational videos presented by industry
professionals. The first video I am discussing is a presentation given by
Margaret Neale from the Stanford Graduate School of Business entitled “Getting What You Want.” Neale shared some great information on the concept of “mutual benefits.” In the negotiation process
both parties are not always left feeling as if the “won.” One party usually
feels that they gained the upper hand. When looking at negotiating from the
viewpoint of how can we reach benefits for both parties, we can approach the
negotiation process with the idea of packaging the interests of both sides. The
idea of “bundling alternative proposals” promotes the idea mutual benefit,
which is discussed in the book Getting to
Yes.
The author of the book Getting
to Yes, William Ury conducted a Ted Talks presentation entitled, The walk from “no” to “yes." In this presentation Uri opened by sharing a story of his
negotiation experience in Eastern Europe. He went on to explain how the
negotiation started out on a rocky note. The opposing sides started out blaming
the other party for past years of conflict, the accusations eventually turned
toward him. Uri chose to respond by utilizing the concept of “separating people
from the problem” by redirected attention to the actual problem at hand; he was
able to move the negotiation forward in a positive direction.
John Kellog from Berklee College of Music shared insight on
contract negotiation amongst other subject matters in a video presented by
Artist House Music. In contract negotiation Kellog explained the use of using “Objective
Criteria” to negotiate terms of recording contracts. The utilization of
precedents and industry standards provides a firm foundation as you present
your interest moving forward in the negotiation process.
