As
I’ve mentioned in previous posts, I work for this new company called DRIP. It’s a performance art show featuring a live
band and performers that dance in various mediums, like water, paint, and sand. A highly interactive and personal show, the
audience stands inches away from the performance and is drawn to the artistic
presentation. While attending Full Sail
to earn my Master’s in Entertainment Business, I felt that timing couldn’t be
more perfect as I get the opportunity to see a flourishing company grow while
learning the concepts of starting a business.
The CEO and creative director of DRIP, Jessica Mariko, has agreed to
answer some questions about how she handles negotiations and her tactics.
- What type
of negotiations do you deal with on a regular basis?
I am constantly dealing with negotiations.
•
Building Lease
•
Advertising Rates
•
Performers rehearsals, costumes,
committing to shows, etc.
•
Partnerships with outside entities
•
Booking bands
- How do
you handle someone who is extremely firm on their position during
negotiations?
•
I always try to create a win-win
situation when negotiating. If someone is firm on their position I think
about whether or not it is a win-win for them or if I need to give them more
info to help them understand that it truly is a win-win situation.
•
I think about all possible ways
that I can make it beneficial to them and myself.
•
I will present them with the most
that I can and still make it a win for me.
•
I will create more impressive
presentations with stats and images.
•
I have to get more creative and
create a deal that they have never considered and make it appealing to them.
- Give me
an example of how you worked toward mutual benefit when negotiating.
I had needed something and couldn't afford it so I had to work out a
deal with deferred payment or payment based on commission. Most people
seem okay with a creative solution as long as they feel like the deal is moving
in a positive and beneficial direction along the way.
- Have you
ever had to deal with someone who was being deceptive or threatening while
negotiating? I.e. misrepresenting facts, pressuring
Yes, I had a feeling that someone was lying to me or misleading me.
In situations like that, I ask a lot of questions, get references, get
everything in writing and take my time making a decision.
- What did
you do when you could not come up with a compromise?
Part ways. Always end negotiations on a positive note. You
never know when a win-win situation may work out with that person in the
future. Circumstances are always changing.
