Peter Spellman is Director of Career Development at Berklee College of Music, Boston and author of several business-building books for musicians. Find him at mbsolutions.com

Appeared originally in MUSIC BIZ INSIGHT #13

For a good primer to this article see Get it In Writing

If you’re involved in the music business, sooner or later you’ll sit down with someone you have to negotiate an agreement with. It may be a management or record contract, or perhaps a “work for hire” agreement where you provide music for some particular use. Use the following general guidelines to keep the communication on the best level possible.

And always think “win/win”.

• Negotiate only with those in authority to agree to your requests.
• Have a prioritized agenda. Start with the most incontestable items and work downwards to the stickiest points.
• Put yourself in the other person’s place and structure your arguments to address his or her concerns.
• Never issue ultimatums.
• Never concede a point, however small, without winning a comparable concession in return.
• Take notes and verbally summarize each point agreed to before you move on to the next so that there’s no misunderstanding.
• Follow up negotiations with a memo or letter summarizing what was agreed, and ask for a written response within so many days or hours if any points are disputed.
• Make the other party feel good about the outcome.

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