Interview Blog
Name: Shaun Banks
Position: Entertainment Consultations /
A&R
Contact: Unable to disclose
Brief: A&R responsible for hiring
talent whether it be artists, producers, or musicians. Also acts as an aid for
entertainment industry advice.
Questions:
• How do you separate the people from the
problem when you are negotiating? What tips do you have for new negotiators who
are trying to do this?
Answer:
The number one way to separate people from the problem is to focus on the
result you wish to obtain and/or the solution to the problem you're facing.
Secondly, to understand that just because you make a decision that doesn't
favor a person doesn't mean you're a bad person or that you dislike the person.
• How do you handle positional
bargaining tactics?
Answer: The best way to handle positioning
bargaining tactics is to get the person to see the advantages of looking at a
different position or how bending a little from their position will reward them
with greater results.
• Can you give me an example of how you
worked toward mutual benefit when you were negotiating a deal?
Answer:
I once had a client that thought my commission for a deal was too
high...and I thought it was actually too low. The way I created a mutual
benefit was to show the client all the benefits they were getting by taking the
deal and how the commission could actually be higher...the result was the
client agreeing to a higher commission and I provided even more benefits than
we originally agreed to.
• Can you tell me about a time you
failed to reach an agreement in negotiations?
Answer: I have many, but the it always
boils down to me not creating enough of a mutual gain for both parties. In the
past I have used my position to get deals regardless of any interests. At those
times, I should have put interests over my position because it creates a
problem when others begin to see me only as a the title of my position and not
for me and what I’m capable of.
• What's the most complex negotiation
you've handled?
Answer: Trying to get my dad to give me a
loan to start a entertainment business when I was young...he would not budge
because I had not invested any money myself. Relating to this when negotiating
deals with artists; If an artist has a set mindset to what they want whether
relating to how much to offer them financially or benefits to signing a
contract, it can be hard to change numbers if they would want the most ($$$)
and abide by it.
• Are you familiar with BATNA? Why is
it useful in negotiations?
Answer: Yes, Best Alternative To a
Negotiated Agreement. It's so useful because if there is an alternative that
creates a win-win you should take it. Helps measure the balance of power in a
negotiation and is a mechanism for deciding whether and/or when to quit. Also if you’re aware of any alternatives, the
better prepared you are for negotiation.
• Is a negotiation a debate? Why / why
not?
Answer:
No, a debate is when two people come in ready to disagree and only one
person can win. In negotiations you want to create a scenario where both people
can walk away at least satisfied.
• What does it mean to demonstrate good
faith in negotiations? Why is it helpful?
Answer: The idea is to build a good
relationship where you can have multiple opportunities to negotiate with them,
because that means you're making money. If people feel you're dishonest, they
will not develop that relationship and you will not make money.
• How can you tell if the other side is
bluffing to in negotiations?
Answer: Its very hard to tell which is
why you must know what you need to get out of a negotiation and where you draw
the line. Sometimes they may try to use dirty tricks in negotiations such as talking
for a long without addressing the issue bringing up irrelevant topics, or by
trying to restart the negotiation after a deal has been reached.
Questions Reference:
Marr, A. (2013,
February 6). 97 Negotiation Interview Questions - Simplicable. Retrieved from
http://careers.simplicable.com/careers/new/97-negotiation-interview
