{"id":2575,"date":"2020-01-16T10:10:56","date_gmt":"2020-01-16T10:10:56","guid":{"rendered":"https:\/\/www.spotlight.com\/?p=2575"},"modified":"2024-09-13T10:31:01","modified_gmt":"2024-09-13T10:31:01","slug":"how-to-negotiate","status":"publish","type":"post","link":"https:\/\/www.spotlight.com\/news-and-advice\/the-industry\/how-to-negotiate\/","title":{"rendered":"How to Negotiate"},"content":{"rendered":"<h3>Scotwork director and senior consultant Richard Savage shares his secrets to make us all better negotiators.<\/h3>\n<blockquote class=\"quoteMacro style1 noAuthorImage\">\n<div class=\"quoteText\">\n<div class=\"quoteTextInner\">Negotiation is an art, not a science.<\/div>\n<\/div>\n<footer>\n<div class=\"quoteAuthorInformation\">\n<div class=\"quoteAuthorName\">Richard Savage<\/div>\n<\/div>\n<\/footer>\n<\/blockquote>\n<p>Negotiating is a key part of any agent\u2019s role and not something you as a performer should be clueless about either. We can often feel powerless in the industry when it seems like the casting directors hold all the cards, so the last thing we want is to lose an opportunity through conflict.\u00a0Negotiating\u00a0is\u00a0a form of conflict, but it doesn\u2019t always have to end with burning bridges or unmet objectives.<\/p>\n<p>There\u2019s no right or wrong way to go about it. We\u2019re all different people with different perspectives and values, so what we prioritise in negotiations will be different as well. However, all good negotiations can be mapped out into stages that, if gone through correctly, should yield the best results.<\/p>\n<h4>Prepare and Plan<\/h4>\n<p>Before you meet with the other side, spend some time preparing. Think hard about your objectives and\u00a0specifically what\u00a0success might look like. But don\u2019t make the mistake of not thinking about the priorities of those you negotiate with.<\/p>\n<p>What can you do for the other side? What can you get\u00a0in\u00a0return? What would you be happy to sacrifice? Maybe you\u2019ll get an idea of what they want before they ask for\u00a0it.<\/p>\n<h4>Mutual Dialogue<\/h4>\n<p>When you meet, you should share a mutual dialogue where you exchange pleasantries, and both get the chance to say what it is you want. Ensure you listen carefully to what the other side is saying. It\u2019ll be important for when you make a proposal.<\/p>\n<h4>Understand Their Needs<\/h4>\n<p>Once you\u2019ve heard what the other side is after, try to understand\u00a0why\u00a0they want it. If it\u2019s something you can\u2019t give them, what can you offer instead that will fulfil their need? Getting in their headspace will leave you better equipped to negotiate with them.<\/p>\n<h4>Make a Proposal<\/h4>\n<p>Now for what is the most dreaded step for many: making the proposal. Many are reluctant to make the first proposal, as they think it\u2019ll give the other side the power. However, making the first proposal is the most powerful tool you have.<\/p>\n<p>Make a good proposal, and you gain more control over the deal \u2013 it allows you to exploit what power you have. Only you know what you\u2019re after, and if you wait for the other side to make the first proposal, at best they\u2019ll make up what they think you want, and more likely than not it won\u2019t be what you want.<\/p>\n<blockquote class=\"quoteMacro style1 noAuthorImage\">\n<div class=\"quoteText\">\n<div class=\"quoteTextInner\">We must be better at learning about the other side, because therein lies the key to getting what we want.<\/div>\n<\/div>\n<footer>\n<div class=\"quoteAuthorInformation\">\n<div class=\"quoteAuthorName\">Richard Savage<\/div>\n<\/div>\n<\/footer>\n<\/blockquote>\n<h4>Build the Deal<\/h4>\n<p>With the proposal on the table, it\u2019s time to turn it into a deal. The other side might want more than you\u2019re offering, or to give you less than you want, so this is where actual negotiating really comes into play. The basis of negotiation is to offer to do something for the other side if they do something for you.<\/p>\n<p>Alternative strategies to get what you want at this stage can include:<\/p>\n<ul>\n<li><strong>Persuasion<\/strong>\u00a0&#8211; You might try persuading the other side to let you have what you want. Start spinning a tale about how you getting your way will benefit them as well. Persuasion will cost you nothing, but it can quickly turn into an irritation to the other side.<\/li>\n<\/ul>\n<ul>\n<li><strong>Problem-solving<\/strong>\u00a0&#8211; Offering to solve a problem the other side has can actually be an effective thing to do. However, ensure you\u2019re solving the right problem.<\/li>\n<\/ul>\n<ul>\n<li><strong>Impose your will<\/strong>\u00a0\u2013\u00a0If you have all the power, telling the other side you\u2019re doing or getting something, whether they like it or not, gives you a strong chance of achieving your objective. They\u2019ll have to accept what you want or the negotiation cannot move forward. However, such a strategy could damage the relationship between you and the other side, and taint future negotiations you may have.<\/li>\n<\/ul>\n<ul>\n<li><strong>Impose your goodwill<\/strong>\u00a0&#8211; The opposite of above, where you\u2019ll offer to do something for them this time, and in return, they can do something for you next time. However, people can have short memories, and you have no guarantee that your gesture of goodwill will ever be reciprocated.<\/li>\n<\/ul>\n<ul>\n<li><strong>Arbitration<\/strong>\u00a0&#8211; Get someone else in the room to make the decision, such as a superior. On deals where you can\u2019t be flexible, this can spare you from looking like the bad guy. However, do note that this comes at the cost of handing over control of your deal to the newcomer.<\/li>\n<\/ul>\n<blockquote class=\"quoteMacro style1 noAuthorImage\">\n<div class=\"quoteText\">\n<div class=\"quoteTextInner\">Negotiation is a trading process. Haggling isn\u2019t negotiating.<\/div>\n<\/div>\n<footer>\n<div class=\"quoteAuthorInformation\">\n<div class=\"quoteAuthorName\">Richard Savage<\/div>\n<\/div>\n<\/footer>\n<\/blockquote>\n<h4>Be Empowered<\/h4>\n<p>Don\u2019t be afraid to stick up for what you want during a negotiation. You can\u2019t negotiate with someone who isn\u2019t interested in negotiating, so the fact that you\u2019re having this discussion with the other side already means they\u2019re interested in what you can do for them.<\/p>\n<p>If you\u2019ve begun with a reasonable proposal, don\u2019t give what you want away if you\u2019re not getting anything back for it. Haggling isn\u2019t negotiating, and if the other side knows\u00a0you\u2019ll give in, they\u2019ll come back again and again, each time knowing they just need to push a little harder to get what they want.<\/p>\n<h4>Be Flexible<\/h4>\n<p>You must be flexible when negotiating your deal. If you find yourself unable to achieve your objective, be willing to change your strategy. Strategy can often get confused with objective, so make sure you understand what you really want and don\u2019t get too attached to your method of achieving it.<\/p>\n<h4>Close the Deal<\/h4>\n<p>Finally, once your objectives have been met and the other side is happy, it\u2019s time to close the deal. Ensure you are negotiating right up until the deal is closed, and don\u2019t start giving in to little demands just because the finish line is in sight.<\/p>\n<h4>Be Satisfied with the Outcome<\/h4>\n<p>The negotiation is over. Hopefully you were able to achieve what you set out to. It can be tempting to walk away from the negotiation scrutinising every detail whilst wondering if you could have made a better deal. Don\u2019t do that to yourself. Be glad that you met your objective and leave it at that. Focus on the next negotiation to come.<\/p>\n<p><em>You can find out more about the art of negotiation from\u00a0<a href=\"https:\/\/www.scotwork.co.uk\/\" target=\"_blank\" rel=\"noopener\">Scotwork.co.uk<\/a>\u00a0or by emailing Richard at\u00a0<a href=\"mailto:RICHARD.SAVAGE@scotwork.com\" target=\"_blank\" rel=\"noopener\">richard.savage@scotwork.com<\/a>. As always, let us know if you have any questions or queries on\u00a0<a href=\"mailto:questions@spotlight.com\">questions@spotlight.com<\/a>.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Scotwork director and senior consultant Richard Savage shares his secrets to make us all better negotiators. Negotiation is an art, not a science. Richard Savage Negotiating is a key part of any agent\u2019s role and not something you as a performer should be clueless about either. We can often feel powerless in the industry when [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":2848,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[35],"tags":[68,112,90,109],"class_list":["post-2575","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-the-industry","tag-finances-legal","tag-making-work","tag-natasha-raymond","tag-soft-skills"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How to Negotiate | Spotlight<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.spotlight.com\/news-and-advice\/the-industry\/how-to-negotiate\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Negotiate | Spotlight\" \/>\n<meta property=\"og:description\" content=\"Scotwork director and senior consultant Richard Savage shares his secrets to make us all better negotiators. 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