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AAAE – April 3, 2009

Teaching Negotiation to Arts Management

Students

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Panel presenters

Dave Olson – University of North Carolina School of the Arts

Richard Kamenitzer – George Mason University

Alan Salzenstein – DePaul University

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Goals/purpose of today’s session Introduce participants to the field of negotiation

Examine different methods of teaching negotiation

Review possible course content

Negotiation in action

Open forum: Panel discussion, Q & A

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Quote of the day…

“My father said: You must never try to make all the money that’s in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won’t have many deals.”

J. Paul Getty, founder, Getty Oil

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Negotiation is… Getting people, on their own, to

agree to do what you want them to do Without the use of power, force or

coercion

Really an exercise in persuasion

Rooted in communication theory

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Why negotiation…why now??? Arts managers negotiate a great deal in

their day-to-day professional lives Bank loans Leases Artist contracts Employment/salary agreements Collective bargaining agreements Licensing agreements Corporate sponsorship benefits Deadlines Business and governmental partnerships

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Types of negotiation

Distributive: Win-lose

Integrative: Win-win

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Negotiation topics – course content Distributive negotiations Integrative negotiations 2-party negotiations (one-on-one) Negotiating using an agent (two-on-two –

principal and agent) Ethics in negotiations Electronic negotiations Contingent contracts Salary negotiations External multi-party negotiations Internal multi-party negotiations

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What I do not cover

Collective bargaining agreements

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It’s all about the planning Research, forethought, and a solid

gameplan are essential to an effective negotiation

Negotiation planner

Copy available for download at:

http://faculty.uncsa.edu/dandp/olson/

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Construction of my course Instructor-led lectures

Student-led (Internet) research

Weekly case negotiations (outside of class)

Weekly case recaps (in class)

Weekly case reflection paper

Mid-term exam (to test understanding of concepts)

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Key elements of a negotiation course Positions (what you want) Interests (why you want it!) BATNA – Best Alternative to a

Negotiated Agreement Reservation price – your walkaway ZOPA – Zone of Potential Agreement Anchors Frames

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Negotiation resources

See handout or visit my website at:

http://faculty.uncsa.edu/dandp/olson/