¿Do you want to negotiate?

Negotiation is essential in the entertainment industry. Not everyone has that skill, for example, me. I am more of a soft negotiator than anything else, and I am trying to improve that skill. Recently I have been reading the book Getting To Yes by Roger Fisher and William Ury. The book clearly state, “Being nice is no answer”, that was the part that caught most of my attention. Positional bargaining (or “haggling”) is a difficult type of negotiation. Having 2 or more parties discussing about each of their interest can be very difficult to deal with. What to do in these situations? The solutions that the book propose are:

• Separate the people from the problem.
• Focus on interest not positions.
• Invent options for mutual gain.
• Insist on using objective criteria.

To discuss more abut this topic I sat down with a local lawyer. Juan Hernandez specializes in entertainment and financial cases and much more. He has a doctorate in finance and may of years of experience in law.

I asked him a few question about negotiation and discussed the topics.

Q: How do you separate the people from the problem when negotiating?

A: After every aspect has been put down to the table, I ask people what worries you.  I don’t get involve with the people’s emotions and try to not show mine.

Q: How do you handle positional bargaining?

A: I present many options to the person; I don’t get stuck in one position. I try not to get in any position and be the person detecting and stopping the haggling.

Q: How do you work to get a mutual benefit?

A: I expose the worst case scenario, and start negotiating thru it.

Q: How difficult is to be a mediator and get mutual benefit for both parties?

A: Sometimes can be difficult, when you have two parties with different perspectives and points of view. All I do is to get the best deal for both parts and make sure they walk away knowing they made a good deal.