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How can you effectively negotiate a contract for a one-time event?

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If you are a theatrical producer, director, or performer, you may encounter situations where you need to negotiate a contract for a one-time event, such as a festival, a showcase, or a special occasion. Whether you are working with a venue, a co-producer, or a sponsor, you want to make sure that you get the best deal possible and protect your rights and interests. Here are some tips on how to effectively negotiate a contract for a one-time event.

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Nick Davies. LLB (hons), barrister

Communication Skills (In-Person & Virtual ) Trainer & Speaker. Hired By Organisations Serious About Improving Their…

1 Know your value

Before you enter any negotiation, you need to know your value and what you can offer to the other party. Think about your artistic vision, your audience, your reputation, and your track record. What are the benefits and risks of working with you? How can you demonstrate your value and credibility? How can you differentiate yourself from other potential partners or competitors? Knowing your value will help you set realistic expectations and goals for the negotiation.

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2 Do your research

You also need to do your research on the other party and the market conditions. Find out as much as you can about their background, their needs, their preferences, and their constraints. What are their motivations and objectives? What are their strengths and weaknesses? What are their alternatives and options? How flexible or rigid are they? Doing your research will help you understand their perspective and anticipate their demands and responses.

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Nick Davies. LLB (hons), barrister

Communication Skills (In-Person & Virtual ) Trainer & Speaker. Hired By Organisations Serious About Improving Their Persuasion, Negotiation, Influencing, Presentation & Business Development Skills
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Think of negotiation like an iceberg - the tip represents how you behave, which tactics you chose to deploy and your style at the negotiating table. The bulk of the iceberg, the but in visible to the naked eye, is the preparation you should do prior to getting to the table. Preparation starts with knowing your counter party. Find out as much as you can about them, try and gain an insight in to their personality. If possible, to people who know them well and are able to fund you with insight. Arranging, the day, time and venue of your negotiation with them is often a valuable way to learn more about their style of communication.

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3 Prepare your proposal

Based on your value and your research, you need to prepare your proposal and present it clearly and confidently. Your proposal should include the essential terms and conditions of the contract, such as the date, time, location, duration, fee, payment schedule, responsibilities, deliverables, and contingencies. You should also highlight the benefits and value that you bring to the other party and how you can meet their needs and expectations. Your proposal should be realistic, fair, and respectful, but also leave some room for negotiation.

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4 Listen and communicate

Negotiation is a two-way process that requires listening and communicating effectively. You need to listen to the other party's feedback, concerns, and counteroffers, and try to understand their point of view. You also need to communicate your own interests, concerns, and expectations, and try to find common ground and mutual benefits. You should avoid being defensive, aggressive, or emotional, and instead be respectful, cooperative, and professional. You should also ask questions, clarify issues, and confirm agreements.

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Nick Davies. LLB (hons), barrister

Communication Skills (In-Person & Virtual ) Trainer & Speaker. Hired By Organisations Serious About Improving Their Persuasion, Negotiation, Influencing, Presentation & Business Development Skills
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The single most important skill of any negotiator is the ability to listen. To listen to seek to understand. Listen not only to what they say but how they say it. What kinds of words do they favour? What phrases? Too many people enter a negotiation understand only their own position. You need to look at it from your counter party's perspective: if you were in their shoes, what would this look like? Finally, look at it as though you were a drone, hovering above, to gain a vital, third 'bird's eye view'. Robert Mnookin, the professor who heads up Harvard's negotiation programme, says Nelson Mandela was the best negotiator of the 20th century. One of Mandela's greatest skills was his ability to listen to his counter party.

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5 Be flexible and creative

Negotiation is also a dynamic and creative process that requires flexibility and adaptability. You need to be prepared to make concessions and compromises, but also to seek alternatives and solutions. You should not be too attached to your initial proposal or too rigid in your demands. You should also not be too quick to accept or reject an offer or too slow to make a decision. You should be open to different possibilities and opportunities, and try to create value and satisfaction for both parties.

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Nick Davies. LLB (hons), barrister

Communication Skills (In-Person & Virtual ) Trainer & Speaker. Hired By Organisations Serious About Improving Their Persuasion, Negotiation, Influencing, Presentation & Business Development Skills
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It is all too easy to enter in to negotiations with a fixed view on your outcome and adopt a rigid stance. Successful negotiators, whilst knowing their desired outcomes, alternative to any agreement (BATNA - Best Alternative to a Negotiated Agreement), and zone of possible agreement (ZOPA) , are also open minded and flexible, so they might learn from information during the discussions, which allows them to fashion a deal providing more value for both parties.

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6 Review and finalize

Once you reach a tentative agreement, you need to review and finalize the contract. You need to make sure that the contract reflects the terms and conditions that you agreed upon and that there are no loopholes or ambiguities. You also need to make sure that the contract protects your rights and interests and that you can fulfill your obligations and expectations. You should also consult a lawyer or a professional if you have any doubts or questions. You should also sign the contract and keep a copy for your records.

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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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How can you effectively negotiate a contract for a one-time event?

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3

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1 Know your value

2 Do your research

3 Prepare your proposal

4 Listen and communicate

5 Be flexible and creative

6 Review and finalize

7 Here’s what else to consider

Theatrical Production

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How can you effectively negotiate a contract for a one-time event?

1

2

3

4

5

6

7

1 Know your value

2 Do your research

3 Prepare your proposal

4 Listen and communicate

5 Be flexible and creative

6 Review and finalize

7 Here’s what else to consider

Theatrical Production

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