Negotiations: The Key to Getting Things Done

      Negotiations are not only vital, but a pivotal aspect of an artists development and career longevity.  Without a solid negotiator, many artists may find themselves in a position where their career is cut short, or they finish a long career ending up flat broke.  An experienced negotiator places his artists in the best financial position and the best position for the advancement of his career

      Mone’ Walker has been working in the music industry for over 10 years. She has worked with many artists from Destiny’s Child to Nicki Minaj. She works as an A&R Administrator and Tour Manager for her artists. Today, Ms. Walker will join me to discuss how she negotiates for her clients.

      1. When negotiating how did you use objective criteria to get what you want? Was it successful?

          I scout the market for catering, instruments, venues, travel fees for my artist for when they go on tour and negotiate the best prices for them. I do not really have to negotiate producing fees because I know how much producers charge. When an artist is first starting out in the music business negotiating a budget is pretty.

      2. How do you separate the people from the problem? And how did it affect the outcome of the    negotiation

       I try to do what is best for the artist by focusing on the problem, the goal, and the solution. I keep other factors, emotions, and outside influences out of the negotiations because if I allow these factors to enter a negotiation the negotiation will not go well.

    3. When negotiating for your artist, have you had to use your BATNA as a last resort to get what     you want? Was it successful?

      

      Yes I have, I have to make sure that my artist are getting the best deal possible. Before I enter a negotiation I make sure I have the best alternative to an agreement just in case the negotiation is at a stand still. I like to think of creative alternatives that would appeal to both parties.

      4. Have you ever dealt with any negative emotion during negotiations? If so, how did you deal with it?

     Yes I have, I have dealt with negative emotions because I am female. Most managers, promoters, and other artist are used to seeing male tour managers. When they see me they think I do not know what I am doing and think they can get over, move at their own pace, or just not listen to me. I have to let them know I have experience in the industry, I know what I am talking about, and as long as you move slow your venue loses money and ticket sales because you have to pay the artist regardless. 

      5. In the negotiation process have you or the other party try to do any dirty tricks/tactics? If so, how did you deal with it?

      

      I do not practice doing dirty tricks/tactics during negotiations but I have been in negotiations with some managers and artist that have especially in studio sessions. Some artist will not record because some things they may have wanted do not go their way. Some managers will lie to get an artist to the studio to work with them, but when the artist gets their check the amount is not what was negotiated. I have to then negotiate and find an creative alternative to the problem.

      6. How did you and the other party work toward mutual benefits in the negotiations?

      When working towards a mutual benefit with artists, promoters, managers, and producers we try to discuss the terms, brainstorm creative alternatives, and work our way to an amicable solution. Sometime these solutions can be getting a point on record sales, getting a percentage of publishing rights, etc…

            

      7. I am going to name 3 of the 5 core concerns that play a role in negotiation. Can you tell me how each has played a role in any negotiation you have done?

      Appreciation: When negotiating with an artist that is trying to make a comeback in the music industry. I try to make the artist feel welcomed, feel easy, let them know we know their background, and let them know the label cares and will help them get back to the top.

Role: I take on many roles when negotiating; I am the listener, collaborator, compromiser, brainstormer, talker, option generator, joker, and facilitator. I take on these roles to ensure the negotiation goes well, and I make sure my artist not taken advantage of.

Status: Status plays a huge role in negotiations, especially with A-list artist. The artists’ availability is sometimes compromised by the status and arrogance of the artists. Most artists are humbled and are easy to negotiate with but some artist will use their status to make negotiations difficult.