Overview

We negotiate constantly. In work, and in life. As one side gains, the other tends to lose, and it can feel more like a tug of war. Yet a different approach can turn this process into something more collaborative - and the start of a more positive working relationship. In Do Deal, music lawyers Richard Hoare and Andrew Gummer share their innovative approach to negotiation that builds trust and finds hidden value. In the dynamic and constantly evolving music industry, it has led to major record deals and highly successful long-term creative partnerships. Now, they will help you to: - Identify and adapt your natural negotiating style - Recognise key traits in your counterpart - Learn strategies to diffuse tricky situations and handle difficult people - Develop a more collaborative mindset - Think creatively to find hidden value and enrich deal terms. No-one is born a brilliant negotiator, but you can learn strategies and develop your natural style so, regardless of the cards you re holding, you approach the bargaining table with confidence, skill and a few tricks up your sleeve. Deal?

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9781914168048

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Reviews

'The negotiation techniques I've learnt from Richard and Andrew have already saved me (quite literally) thousands of pounds and hours of sleep, as I navigate what is, for me, the new world of starting a business and representing clients. This book and its authors come with the highest recommendation!' - Thando Zulu, founder & owner of Zulu Music 'Negotiation is something that I've had to learn on the job, but I was looking to improve how I communicated the value of our work to existing and prospective clients. Do Deal was a very timely lifeline - not just because it had some excellent tips and advice in structuring negotiations, but also because its common-sense approach helped me to identify the soft skills that I already possessed and gave me the confidence to adopt some new approaches and techniques to get a good deal over the line. Highly recommended.' - Sophie Rochester, CEO of Yodomo and author of Making a Living

"""The negotiation techniques I've learnt from Richard and Andrew have already saved me (quite literally) thousands of pounds and hours of sleep, as I navigate what is, for me, the new world of starting a business and representing clients. This book and its authors come with the highest recommendation!"" - Thando Zulu, founder & owner of Zulu Music ""Negotiation is something that I've had to learn on the job, but I was looking to improve how I communicated the value of our work to existing and prospective clients. Do Deal was a very timely lifeline - not just because it had some excellent tips and advice in structuring negotiations, but also because its common-sense approach helped me to identify the soft skills that I already possessed and gave me the confidence to adopt some new approaches and techniques to get a good deal over the line. Highly recommended."" - Sophie Rochester, CEO of Yodomo and author of Making a Living"

'The negotiation techniques I've learnt from Richard and Andrew have already saved me (quite literally) thousands of pounds and hours of sleep, as I navigate what is, for me, the new world of starting a business and representing clients. This book and its authors come with the highest recommendation!' - Thando Zulu, founder & owner of Zulu Music 'Negotiation is something that I've had to learn on the job, but I was looking to improve how I communicated the value of our work to existing and prospective clients. Do Deal was a very timely lifeline - not just because it had some excellent tips and advice in structuring negotiations, but also because its common-sense approach helped me to identify the soft skills that I already possessed and gave me the confidence to adopt some new approaches and techniques to get a good deal over the line. Highly recommended.' - Sophie Rochester, CEO of Yodomo and author of Making a Living

'The negotiation techniques I've learnt from Richard and Andrew have already saved me (quite literally) thousands of pounds and hours of sleep, as I navigate what is, for me, the new world of starting a business and representing clients. This book and its authors come with the highest recommendation!' - Thando Zulu, founder & owner of Zulu Music 'Negotiation is something that I've had to learn on the job, but I was looking to improve how I communicated the value of our work to existing and prospective clients. Do Deal was a very timely lifeline - not just because it had some excellent tips and advice in structuring negotiations, but also because its common-sense approach helped me to identify the soft skills that I already possessed and gave me the confidence to adopt some new approaches and techniques to get a good deal over the line. Highly recommended.' - Sophie Rochester, CEO of Yodomo and author of Making a Living

Author Information

Both Richard and Andrew are lawyers working within the dynamic music industry. Richard runs Hoare Associates with a diverse roster of artists incl AJ Tracey and Glastonbury Festival. He is a graduate of Harvard Business School s distinguished Negotiation Mastery program. Since qualifying as a barrister in 2005, Andrew has worked with EMI, Virgin Records, Warner/Chappell across all genres of music. He is currently part of Pink Floyd s management team and is also the person Richard turns to when he hits a particularly tricky negotiation. Both live in Somerset.

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