Angelo Vicente is an up and coming indie producer. He’s done a slew of indie films and music videos and is currently in the process of co-opening his own production company here in Puerto Rico. He tells me that he’s had to negotiate everything from the name of his company to the scripts he and his partner decide to do. Given the fact that I want to work in the film business as well, I thought it would be prudent to interview someone who’s had experience in this area.
1. Give an example of how you separate the people from the problem in the negotiations that you take part in for your business.
I believe in the ability of most people to use logic. Following on this, one can present the problem in a very straightforward manner; using an almost algebraic formula. It could be interpreted, as “this is what we need, what can we do to achieve it?” If the situation is presented clearly, the probabilities of it being understood rise exponentially.
For example, a client wants to know more about our services. What does the client need? Who is the client? What better tactics can we use to inform the client; a presentation or a video link?
2. How does separating the people from the problem affect the outcome of the deals?
Presenting a problem with a clear focus can result in a sober observation of what is going on, instead of the situation falling victim to spur-of-the-moment decisions. Overall, it leads to making better decisions.
3. Give an example of how you use objective criteria to get what you want in your negotiations.
Every time there is a presentation on a possible client, everything you say must be backed either by information or your professional experience. This way, there is a validation on what is delivered.
4. How did using objective criteria affect the outcome of the deals you make?
It usually leads to positive deals themselves, since the information you present is substantiated with facts. This is very important in business.
5. Give an example of how you work toward mutual benefit in your business.
In our field, for example, a budget might be adjusted to reflect the realities of a smaller client. This leads to more business for us at a price they can afford, so quality is never sacrificed, and neither is our business.
7. Has there ever been a time where you lost a negotiation or felt like you would’ve done better to get a better end result?
Yes, these situations always happen. They happen less as you realize what your own preparations have to be like.
9. What is the constant factor in your negotiations?
Empathy with the client is very important. If you do not understand your customer, selling your service/product will be more unlikely. Also, an emphasis on quality is a must: you must be proud of what you are offering.
10. What is your advice for people just as yourself, who are starting in the business and are pretty much at the reins of their own dream businesses?
Always do your best, and never “half-ass” it. My advice would be to treat it with respect. Everything else will flow from there.
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