Negotiation and Deal Making Part 2.

Let's Make a Deal!

With negotiation and deal making being such a critical part of getting what you want from others, how do we get better at it?  As a continuation of the Let’s Make a Deal series, I will build on from the previous blog Negotiation and Deal Making Part 1 and continue to present my readers with interviews from those actively working in the entertainment and media industry in a deal-making capacity.  For this blog I reached out to Lee Davis. 

Lee Davis is an entrepreneur, organizer, mentor and youth advocate, who has seen his fair share of negotiations in his 18 years of experience in the music and entertainment industry.  He co-owns Promotional Push, which is a Pittsburgh, Pennsylvania based and nationally recognized urban marketing and promotion company.  In 2012, Davis worked with Universal Music Group and R&B star Ray J, and executive produced a compilation album entitled “Pittsburgh Hip Hop AllStars” that was released nationally in January of this year.  Through a partnership with Universal Music Group, he has recently become the new Co-CEO of the national record label Mission Control Recordings, which has placed him amongst some of the music & entertainment industries top executives.  Lee Davis is considered to be a one of the "go to" consultants for local and national record labels and artists to help create balanced music and cultural expression.

I spoke to Lee about his experiences with negotiating and this is what he had to say.

Ron:  How do you separate the people from the problem when you are negotiating?

Lee:  Speaking from the management side of things.  I separate the artist from the negotiations.  The artist normally has nothing to do with the deal.  Typically the artist does not know their value.  You have to separate the emotion and talk to the facts.

Ron:  How do you handle positional bargaining tactics? 

Lee:  Bring more value to the deal.  Avoid the “back and forth”.  A lot of times it’s about wants and needs.  Address the needs and cut out the nonsense.

Ron: When does it make sense not to negotiate?

Lee:  When someone is trying to devalue you or not bring much to the table.  It also depends on the relationship.  Sometimes you have to bite the bullet when you see the potential. 

Ron:  How do I enhance my negotiating power?

Lee:  With Google and free libraries there shouldn’t be a person who is not educated in negotiating.  Study the craft and be educated on the topic.  Find a mentor that you can learn from.  Mentorship is very big at any level.

Ron:  Have you come across any “dirty tricks” others have used while negotiating?

Lee:  9 times out of 10, the dirty tricks come out of the paperwork.  That’s when you utilize a good attorney.  Be aware of the small print and always have someone in your corner who has experience in going over paperwork.

Ron:  Do you find yourself in more deals that you are negotiating the position or the underlying interests?

Lee:  There are always underlying interests.  Most of the negotiations are based off of the underlying interests.  At the end of the day, it’s all about what they bring to the table.

Lee concluded the interview by saying, “The point that you are already at the table shows your worth.  Show the value in what you are bringing to the table.  State the facts. Work towards a common ground.”