We negotiate constantly. In work, and in life. As we try to get the 'best deal', it can feel like a tug of war – without the fun.
Yet what if the process was more collaborative, and even laid the foundations for a strong future relationship?
In Do Deal, music lawyers Richard Hoare and Andrew Gummer share their refreshing approach to negotiation. Not only has it led to major record deals and enduring creative partnerships, but also a reputation for getting the deal done without leaving both parties bruised and battered.
Now, they will help you to:
• Identify your natural negotiating style
• Develop strategies to deal with difficult situations (and people)
• Build trust and negotiate more collaboratively
• Think creatively to enrich deal terms
With case studies from Glastonbury Festival and films such as True Grit, this is an essential read before any negotiation. Soon you'll be approaching the bargaining table with new skills and greater confidence, regardless of the cards you're holding. Deal?
Both Richard and Andrew are lawyers working within the music industry. Richard runs Hoare Associates, which he established five years ago after a decade working at Clintons. Based in Somerset, they maintain an extremely high quality and diverse roster that currently includes AJ Tracey, Kelis and Glastonbury Festival. He is a graduate of Harvard Business School’s ‘Negotiation Mastery’ programme.
Since qualifying as a barrister in 2005, Andrew has worked with key companies in the music industry including EMI, Virgin Records and Warner/Chappell, across all genres of music. He is currently part of Pink Floyd’s management team and director of the classical record label, Coro.
Between them, they have more than 50 years’ worth of negotiation and music business experience and a reputation for getting the right deal done, without a fuss, and without leaving both parties feeling bruised. They also run an online ‘Music Business Negotiation’ course.
‘The negotiation techniques I've learnt from Richard and Andrew have already saved me (quite literally) thousands of pounds and hours of sleep, as I navigate what is, for me, the new world of starting a business and representing clients. This book and its authors come with the highest recommendation!' – Thando Zulu, founder & owner of Zulu Music
'Negotiation is something that I've had to learn on the job, but I was looking to improve how I communicated the value of our work to existing and prospective clients. Do Deal was a very timely lifeline - not just because it had some excellent tips and advice in structuring negotiations, but also because its common-sense approach helped me to identify the soft skills that I already possessed and gave me the confidence to adopt some new approaches and techniques to get a good deal over the line. Highly recommended.' – Sophie Rochester, CEO of Yodomo and author of Making a Living