Ready to negotiate your next contract, gig, or engagement? Mark Stoddard, author of Marketing Singers, shares insights on the art of negotiating that is applicable to every level of business.
First, some context about negotiating. Every singer negotiates. Some just do it better than others. Learn to negotiate naturally, meaning, make it become second nature.
When I wrestled in high school, we had a great coach who taught us “chain wrestling.” That meant we knew the mental part of the game. If someone touched our ankle, we knew the next move. We’d slap our hand on his hand and the pull and at the same time kick our legs out together in the opposite direction. We still had ahold of the guys’s hand so we pulled it in tight, put our arm under his and reached back to grab inside his knee… and so forth. If he countered, we knew the counter to the counter instinctively.
You do the same thing in stage work. Things often don’t follow the blocking schedule during the performance. But, you learn to counter the move and make the show go on and look good.
Working out deals requires the same skill set – chain negotiating. You know, if you’ve been paying attention to this blog, that you never are the one to state the price or terms first. You know that when they ask, “What are your rates (price, terms, whatever)?” you instantly begin asking a series of probing and essential questions. “I would like to discuss price, but I need to first understand when I’ll be performing (with whom, how many nights, how long, who will be attending and on and on as I’ve taught you here)?”
That’s “chain wrestling” in negotiating. It becomes natural and easy.
Let’s make sure you get what you want. That’s the art of marketing.
Now for a specific point about negotiating: The Art of the Pause.
Whether it’s a good contract or one you’re concerned whether or not it really is appropriate, do the following:
Contractor: Here’s the contract (yada, yada, yada).
You: Thank you. Let me read it over. Is it okay to get back with you in a little bit?
Contractor: But it’s everything we discussed. You can sign it now.
You: (Flipping through the pages…) It looks good. I’ll be back with you in __________ (Fill in the time you want – at least one hour – perhaps the next day. You decide.)
Contractor: It’s now or never.
You: (This is your clue this isn’t a good situation because no legitimate person is going to say this.) I’m sure an hour won’t hurt. I’m sure you’d want me to understand fully what I’m signing.
Here’s what now happens. The con man leaves. The aggressive but legit gal or guy suddenly knows he could lose you. Worry sets in. Terms may change for your good within the paused time period because they know they’ve “low balled” you.
Regardless, you must take time to carefully consider and make notes on things you don’t fully understand. Take a deep breath. It’s your future. They MUST explain them to you until you fully understand. NEVER play the “little ole’ me” card where you think you just aren’t bright enough. Contracts must be understood to be worthwhile to you. Intimidating you is often the game. Slowing things down and making sure you’ve had time to let your internal whispers to have a chance to help you is essential.
As Daniel Boone once said, “Make sure you’re right… then go ahead.”
The Art of the Pause lets you do that.
Author Bio: Mark Stoddard has staged more than 100 cruise-ship concerts, hiring more than 200 classical singers and instrumentalists. He earned a master’s degree in communication and theater arts, with a nearly completed master’s in English literature. He is best known for the consulting and writing work he has done in marketing and advertising. He’s written 11 books on business and marketing, including his most recent publication, Marketing Singers. He has also published a collection of poems and short stories, written more than 700 newspaper columns, and had three plays staged, including a musical.
