How can you negotiate with unions and guilds when there are budget constraints?

Technically, you are not negotiating with the guilds or unions themselves in most cases. You are negotiating a contract with one of their members on behalf of a signatory company (or company looking to become a signatory). Knowing the terms and conditions of the applicable guild collective bargaining agreement is essential as that sets the minimum terms that a signatory may provide. Of course, a signatory can offer better terms, but that is determined by the bargaining power of the talent whose services are being sought.

Having been a Company Manager as well as a Managing Director for two separate professional theatres before, I have always found it helpful, when negotiating with the unions themselves, to know as much as possible going in. Also, transparency goes a long way. Explain exactly what your budgetary restraints are along with what you and the artist have discussed (assuming that the artist has already accepted the number….this should happen first I think). I have found transparency to be key. Giving them some hard and fast numbers helps them to understand the size and scope of your organization and why you would ask for any sort of concessions.

Signing a union contract isn't as scary as it sounds. In fact, professional, union talent will help your bottom line. Even the biggest industry players have budget constraints and, under a union contract, your costs can be calculated ahead of time and, to a certain extent, relied upon to remain consistent. Union contracts codify every little fee and penalty so there are no on-set negotiations and no surprises. You can reasonably assume that the contractor will show up on time and work the agreed upon amount of time with no work stoppages. These things work to keep your budget under control. There are contracts covering every size budget from micro-budget up to theatrical release budget. So don't be afraid of becoming a union signatory!

In my experience its always best to know your cowd. Resonate with similiar interests. Being able to share your story and explain why you feel the way you do.

Honesty is always the best policy. My 24 years as a chiropractor gives me the experience to know that Integrity is the of the utmost important value I can do on a daily basis,

One thing I've learned is to look at all options. Create your own think tank, spread the ideas on the table and pick the best options. There is no such thing as a silly question. If you don't ask the answer will always be NO.

Dont be afraid to sit next to the most seasoned veteran n the room and ask questions. With age comes wisdom and seeking wisdom is one of the wisest things a man can do.

Quality over quantity. The best relationships trump any value of money. Healthy relationships grow over time and are easy to have. Respect is a 2 way street, trust must be earned not given.