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Here's how you can use assertiveness to negotiate contracts in the music industry.

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Navigating the music industry requires more than just talent; it's about making smart business decisions, especially when it comes to contracts. Assertiveness is a key skill that can help you advocate for your interests and ensure fair agreements. By understanding your value and communicating effectively, you'll be better positioned to negotiate terms that reflect your worth as an artist. It's not about being aggressive but rather about being firm and clear in your expectations. This approach can lead to more successful partnerships and a more sustainable career in the music industry.

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1 Know Your Worth

Understanding your value is critical when entering contract negotiations. Before you sit down at the negotiating table, do your homework. Know the standard rates for your services, the unique qualities you bring to the table, and the precedents set by similar artists. This knowledge will give you the confidence to assert your worth and make it clear that you expect to be compensated fairly. Remember, if you don't value your work, it's challenging to convince others to do so.

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Rheji Burrell

RIAA certified MULTI-PLATINUM Producer & Songwriter | Grammy Voting Member of the Recording Academy
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I agree but, “worth” doesn’t alway mean money. You may find value in the relationship, opportunities, affiliations and experience that the deal may provide.

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2 Articulate Clearly

Clear communication is the cornerstone of assertiveness. When negotiating a contract, be concise and articulate about what you want, why you deserve it, and how it benefits all parties involved. Avoid ambiguous language that could lead to misunderstandings or leave you vulnerable to unfavorable terms. By expressing your expectations clearly, you demonstrate professionalism and command respect, which is crucial in reaching an agreement that satisfies everyone's interests.

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Mika Karhumaa

Author of The Art of Music Business Management - For Artists & Managers book - Music Business Management Lecturer at Sein?joki University of Applied Sciences - Artist Manager at IRENE
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In artist management, a lot of negotiations take place. Of course, the most important thing is that the artist has appeal. When that is in place, many things fall into place more easily. However, in those crucial moments where a deal can either be made or fall through – being assertive can make a significant difference. Being able to articulate content related to copyrights, contracts, and, most importantly, field knowledge, including the unwritten rules of the industry, always resonates. In the best case, this can be the very thing that turns the negotiations in favor of reaching an agreement.

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Rheji Burrell

RIAA certified MULTI-PLATINUM Producer & Songwriter | Grammy Voting Member of the Recording Academy
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In my experience, you may need someone more or as experienced in the industry jargon and lingo. Try not to be redundant too. The simpler the better!

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3 Listen Actively

Assertiveness isn't just about speaking; it's also about listening. Pay close attention to what the other party says during negotiations. Active listening helps you understand their needs and concerns, which you can then address in your proposals. It shows that you're not only focused on your interests but are also considerate of theirs. This can build trust and facilitate a more collaborative negotiation process.

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Rheji Burrell

RIAA certified MULTI-PLATINUM Producer & Songwriter | Grammy Voting Member of the Recording Academy
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I agree but, listening is one thing… what’s written in the paperwork / document / agreement MAY be something else. Make sure what was said is reflected on paper.

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4 Stand Firm

Negotiations can be tough, but it's important to stand firm on critical issues. Know which terms are non-negotiable for you and why they are essential. Be prepared to explain your reasoning and, if necessary, to walk away from a deal that doesn't meet your minimum requirements. Your willingness to maintain your stance will communicate that you're serious about your career and your expectations.

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Rheji Burrell

RIAA certified MULTI-PLATINUM Producer & Songwriter | Grammy Voting Member of the Recording Academy
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I agree. There are negotiables and non negotiables. Make sure you are clear about the two by talking with people that HAVE DONE what you’re discussing, to gain a real world perspective.

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5 Compromise Wisely

While it's crucial to stand firm on certain aspects, knowing when to compromise is equally important. Assess which terms you can be flexible on and what you can offer in exchange for what you want. A willingness to find middle ground can go a long way in negotiations, as long as you're not sacrificing your core values or essential needs. Strategic compromises can lead to mutually beneficial contracts and long-term relationships.

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Jane Davidson

Litigation & Entertainment Attorney, Music Law Professor, CIPP/US
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The follow-up often is what gets a deal across the finish line. Sometimes a label/corporation/etc. will decide that the push back makes the deal not worth it, but if you follow up after, they may be willing to come back to the table and take a second look on maybe additional changes that can be made. It's worth it to take that extra step.

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6 Follow Up

After negotiations, always follow up with a written summary of what was discussed and any agreements made. This ensures that both parties are on the same page and helps prevent future disputes. If there are any discrepancies or further negotiations needed, address them promptly. Effective follow-up demonstrates your commitment to the agreement and helps solidify the terms you've worked hard to negotiate.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Eugene Ostapenko

COO at Freecords
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Many young artists rush into a contract just to have one and to feel "professional". But if you are a live-performing artist just starting out and getting traction, that is often a bad idea. I'd recommend you avoid any deals for as long as possible and focus on direct sales instead and see how that works for you. You can look at those contracts later and the more established you are, the better they will be. Look into direct sales and how you can achieve them.

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Here's how you can use assertiveness to negotiate contracts in the music industry.

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1 Know Your Worth

2 Articulate Clearly

3 Listen Actively

4 Stand Firm

5 Compromise Wisely

6 Follow Up

7 Here’s what else to consider

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