Robert is a Video/Producer II with Spectrum Reach. He is
also an Independent film/documentary producer who has to negotiate contracts
with all his new clients and past clients. In todays interview I talked with
Robert about his negotiation and deal making tactics and even asked for tips
for new comers into the business of negotiations and deal making. I just asked a few simple questions and
Robert responded well with great information.
First question I asked Robert: How do you handle positional
bargaining tactics?
First, I don't apply for anything I know
I can't do, or feel I would struggle with. So when I go in to an
interview, I am confident and know what I'm worth. If it is more than
what they want to pay, I point out the local market wages/salaries. I may
go so far as to point out competitor rates (if they are higher). I always
ask about where I would be starting and where I could expect to be in 3
years. In other words, I want growth potential and promotional opportunity.
If possible, I try to meet others I would be working with to "meet the
group and make a good example," but the truth is, I'm sizing myself up
against the competition (because everyone competes in this industry even if
they are on the same team). I want to know if I am better or worse.
If I am worse, I will figure out why and see if it is something I can work
on. Try and be funny, but not hilarious. Show you are
friendly. Other than that, I will answer their questions. Try and
keep it short while maintaining a good confident tone. Also, dress for
the position you want. Unless the position requires you to film horses in
a marsh (which I've done). Don't go to the interview in knee-high rubber
boots and mosquito mask.
Second
question: Have you ever used dirty tricks in a negotiation to get your way? Or
been in a situation where the other party has used dirty tricks against you?
How did you over come the dirty trick?
No. Yes. I don't let them
know it is illegal what they just said, but I may divulge information about
what they ask as long as I don't feel like it was threatening. Like, I
was asked by Charter how my family living conditions were. This was an
illegal question and I could have pointed that out. But I answered it
anyway because 2 of the 3 interviewers had lots of family, so I pointed out we
do many things, planned trips to vacation, are trying to buy a home and feel
this job would be a nice fit for me. I observed them to influence my
answer and twisted it into a positive spin on why they should hire me. I
want a house; therefore I would be committed to this job if they hired me.
Third question: Can you give me an example of how you worked
towards a mutual benefit in which you were negotiating a deal?
Mutual benefits often
don't include money. So what I would use as this example is when I was
hired to film an event for a local guy, but the event was in Ensenada,
Mexico. He didn't want to pay for high-end production. And
truthfully, to film what he wanted would have cost nearly $15,000. So I
pointed out the errors in his expectation and came up with a deal. He
buys several GoPros. Because the event was covering automotive, the
industry frequently sacrifices quality for action. So the value of this
production could drop without compromising demand and expectation. I then
said I would bring my own equipment, however, I need all my expenses
paid. I don't have to make a check, but because I'd be working without
insurances, I need all my housing, food, and travel paid for. They agreed
to both. The last was a bit harder to convince. My third rule was,
everything I film is my footage and I will retain full rights to it. Even
if it is on their equipment. I will give them all the footage and they
can do what they want with it as long as it doesn't conflict with my
endeavors. Additionally, I am allowed to do whatever I want with
it. I ended up using the footage for a mini-documentary, and scheduled 2
sit down sessions with the client, himself. This concluded negotiations
and the project went off without a hitch.
Fourth question: Do you usually have a BATNA (backup plan)
going into negotiations?
Not really. If I
don't get hired, don't like the people, people don't like me, or some other
issue, I remember, "There will always be another opportunity."
If the interview starts heading down hill then I will end it on my own
terms and leave.
Fifth question: How do you separate the people from the
problem when you are negotiating? What tips do you have for new comers
who are trying to do this?
Contracts.
Tips? YOUR OWN Contracts. If you need to hire an attorney to make a
perfect contract that can apply to your entire client base, do so. The
money will be worth spending and you will have ease of mind knowing that as
long as you have a signature, any legal actions will be that much harder for
your client to argue. And in Vegas, this was a huge problem. I've
actually had to threaten court with people because they used my footage without
my permission or tried to take ownership over my content. This happens
way more often then it should.
