The Keys to Negotiation:
If business is your plan, you must plan before you negotiate a deal. At this time on the path to mastery in Entertainment Business I have discovered the four golden keys to unlock a successful negotiation. These four keys are the guiding light on the path to mastery in negotiation. The first key is to unlock the method for proper preparation as presented by Roger Fisher and William Ury in their book “Getting to Yes”. This book suggest that it is necessary for the negotiator to separate the people from the problem, focus on interest, look for mutual gain and use objective criteria. The second key is described as knowing your best alternative to a negotiated agreement better known as (BATNA). You must know your BATNA and the other negotiator’s BANTA in order to stay one step ahead. I found it easier to maintain my focus during a negotiation with this information actively in my mental tool box.
The third key that I discovered is known as: the five core concerns, appreciation, affiliation, autonomy, status and role. When these concerns are kept in the mind, I found that it is easier to keep control over the negation process. Roger Fisher and Daniel Shapiro in the best-selling book,” beyond reason” described this process with great detail and mastery. The process of negotiating is a powerful mind conditioning exercise which requires preparation.
The fourth key known as Game Theory is a powerful tool which uses mathematics and computer modeling to obtain a prediction on how a person or group will react under certain conditions. The data which is used as variables in the model is compiled from the five core concerns of the negotiation process and mixed with the interest, options and objective criteria to formulate an accurate prediction. Applying Game Theory to the negotiation process will help me to become a winning principle negotiator.
I must conclude that the Negotiation and Deal Making course featured in the EBMS program at Full Sail University has proven its worth by providing an extremely useful tools for mastering the negotiation process. I recommend this program of study for anyone in business or anyone interested in becoming a successful negotiator. Success is guaranteed if mastery is obtained.