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Negotiation & Communication
In The Music Industry
In this essay, I will pick a specific music industry negotiation scenario and consider to which extent various theories and strategies of negotiation and communication are relevant and can be used in my chosen scenario. I have chosen to base this essay in the context of a scenario with a production services agreement contract negotiation, between a music producer and an artist. ... In this type of scenario it is important and beneficial that both parties are aware of some of the principles of negotiation which would help them in this situation such as the basic theory of negotiation:
An interpersonal decision making process by which two or more people agree how to allocate scarce resources. ... 2)
Negotiation is also a form of open communication in which to get a particular situation in your favour, and it is also being able to successfully be agreed upon on your proposals to the best possible level in your favour. ...
When negotiating, having a strategic approach to what a negotiator wants to accomplish can only strengthen their position, by giving a plan of action for negotiation with which they can actively seek an agreement. ... By way of taking the initiative in the negotiation and utilizing a strategic approach, which is ‘active’ rather than ‘reactive’ which would be just reacting to whatever the opponent suggests or proposes and giving them the initiative to use their own strategy effectively and take the negotiation to where they want it.
Within the scenario in question, there are certain characteristics and conditions which apply to the negotiation of this issue between the producer and the artist. Such as the potential for conflict, both real and perceived as the dispute over the amount of songs the producer is obliged to produce for the artist, can cause subsequent conflict as the producer is experienced and has had previous success in the music business and will see himself as giving and taking a chance on an unknown, inexperienced artist. ... 367-381)
In this case it could be rooted to the producer’s ego which is fuelled by his establishment in the music business, anger at the artist’s rejection of the proposal as he feels he’s giving the artist his break or big chance, and the tension at the fact that the artist is reluctant to sign the production agreement. ...
Both the producer and artist might have identified different sets of issues regarding this negotiation. ...
A strategic approach towards negotiation from both parties would be beneficial. ... Preparation for negotiation can be a key part in formulating a strategy for the pending negotiation. The key three general abilities to consider when preparing are: self-assessment, assessing what you wish to gain from the negotiation or what their target for a satisfactory agreement would be.
Though it is important to have set targets or aspiration for what you want to achieve in a negotiation, it is also important not to set your target too low or for that matter too high.:
The under-aspiring negotiator opens the negotiation by requesting something
That is immediately granted, and this results in a regrettable state of affairs known as the winners curse’ (Akerlof 1970, Neale and Bazerman, 1991, p.
Approximate Word count = 2548
Approximate Pages = 10.2
(250 words per page double spaced)
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