When working with negotiations, you have to realize
whom you are working for. Now, I know this sounds weird, but there has to be a
clear and communicable strategy when dealing with negotiations, between
yourself, and any colleagues that you are working with while trying to make a
deal. Negotiations may seam hard to many individuals due to the lack of self-confidence,
or not simply believing in the product or good that they are rallying for.
According to the “SalesCrunch”
Video, directed by Jonathan Farrington, there are steps to negotiations, and the
most important one is remaining in control. “When you are structured, you
remain in control” (Farrington, 2011). One has to be in control of not only
their actions in the negotiation process, but also being in control over their
reactions. The reactions that one may display during the process can be
negative or either positive, but regardless you have to be prepared and enter
into the process as if it is a battle, and the war is yours to win.
Negative reactions are most common when in a negotiation
process, because most people are not acceptable to change. According to the
Andy Gilbert and Kathryn Roberts of Go MAD Thinking podcast entitled, “How
to Understand the Thinking of managing of change”, you must be able to
understand the change. Change is one thing that we as humans always react
negatively to at first are change. It is considered one of the most difficult
challenges that we encounter, and when dealing with negotiations this
especially catch a person off guard. In the podcast, they are dealing with a
management situation, and the most natural reaction from everyone is that
something is not “fair”. What is fair in negotiations however? When adapting to
change, there is nothing that will be considered fair by any person, hence why
there is a negotiation that is taking place.
We as people come across negotiations all the time
when in the entertainment industry, but to be effective in negotiating, you
have to realize where you stand as the negotiator. Are you rallying for or
against something can alter the negotiation, and you have to learn how to play
both sides of the field. To help better understand negotiations, I chose to
also listen to Margret Neale’s YouTube video, “Getting
What You Want”. She says the first thing we need to know when getting a
“good deal” is, what are our alternatives, what is the point when we are saying
yes or going with the alternative, and what are you actually trying to achieve
in the negotiation?
The most common goal in negotiations is to realize
what you want out of the deal. How will this deal benefit you in the long run,
and how will it benefit those who are around you. By learning about the
positives and negatives in a negotiation process from all three videos and
podcast, it has taught me that not all negotiations can be bad. We as people
tend to look into a negotiation as being a shark eat little fish world, instead
of working it together to benefit everyone involved. There are plenty of
negotiations that will take place in my future, but the most that I want to
accomplish is how to continue to look at how both sides can win, and make it
plain as day to the other parties involved. In the entertainment industry we
cannot get hung up on a negotiation that has gone wrong, instead you have to
learn how to make it fit your situation, and be beneficial to yourself and
those around you.
