Do Deal (negotiate Better. Tap Hidden Value. Enrich Relationships.)

By (author) Hoare Richard; By (author) Gummer Andrew
Short description/annotation:
A new approach to negotiation that replaces the usual tug of war with a more positive experience based on collaboration, building trust and finding hidden value
Description:
We negotiate constantly. In work, and in life. As one side gains, the other tends to lose, and it can feel more like a tug of war. Yet a different approach can turn this process into something more collaborative - and the start of a more positive working relationship. In Do Deal, music lawyers Richard Hoare and Andrew Gummer share their innovative approach to negotiation that builds trust and finds hidden value. In the dynamic and constantly evolving music industry, it has led to major record deals and highly successful long-term creative partnerships. Now, they will help you to: - Identify and adapt your natural negotiating style - Recognise key traits in your counterpart - Learn strategies to diffuse tricky situations and handle difficult people - Develop a more collaborative mindset - Think creatively to find hidden value and enrich deal terms. No-one is born a brilliant negotiator, but you can learn strategies and develop your natural style so, regardless of the cards you re holding, you approach the bargaining table with confidence, skill and a few tricks up your sleeve. Deal?
Biographical note:
Both Richard and Andrew are lawyers working within the dynamic music industry. Richard runs Hoare Associates with a diverse roster of artists incl AJ Tracey and Glastonbury Festival. He is a graduate of Harvard Business School s distinguished Negotiation Mastery program. Since qualifying as a barrister in 2005, Andrew has worked with EMI, Virgin Records, Warner/Chappell across all genres of music. He is currently part of Pink Floyd s management team and is also the person Richard turns to when he hits a particularly tricky negotiation. Both live in Somerset.