Once I graduate from full Sail University, I plan to open my own event planning company. I plan to have an entertainment department, so I now that I will have to do some type of negotiating. At this time I am currently working at Johnson C. Smith University in the student activities department. I do not hold a high position in this department, but we as a whole are responsible for being entertainment to the campus for the students. From working in this department, I am able to learn a lot from my fellow employees.
I was given the opportunity to interview someone at the university who happen to be the liaison for the school and the entertainers. He may not work in the entertainment industry directly; but I am still able to get some insight on negotiating. The person that I had the change to interview is Charles Amerson. He is the Director of student activities here at Johnson C. Smith University. He is also the person I am currently working under. He is actively working with businesses and entertainers in the entertainment industry in a deal- making capacity, who negotiates as a regular part of doing business.
Me: As a Johnson C. Smith employee, please describe in detail your position, and the department you currently work in
Charles: I am the director of student activities here at Johnson C. Smith University, and I book student focused entertainment for the University.
Me: In what ways do you implement negotiation into your work from day to day?
Charles: I deal with entertainment contracts and event operations among non-related departments of the university. As a small University, we depend on the cooperation of outside departments to ensure proper event execution. Regularly meeting with service providers and open communication with agents and artists is key.
Me: How do you separate the people from the problem when negotiating
Charles: By understanding that everyone is doing their job and looking out for the individual welfare of their area. There are ways that everyone can get a benefit out of any deal. Identifying what those benefits are early is crucial to good negotiation.
Me: How have you used leverage and power to move forward in negotiation with an entertainer
Charles: I do not feel that I have. My personal ethics calls for even bargaining strategies. If I am interested in booking the artist I go forth and work towards a win-win situation understanding that this is how the artist makes his/her/their living.
Me: Explain how you may have used objective criteria to get what you wanted out of a deal
Charles: I don’t tend to think of it as objective criteria. I work within budget and timing constraints that are presented to me.
Me: How do you deal with dirty trick and tricky tactics
Charles: Most campus entertainment comes under a code of ethics established by the National Association for Campus Activities. If I come across anything such as a dirty trick I would report it to that body.
Me: When negotiation with entertainers, have you every incorporated mutual benefits. If so, please explain how?
Charles: NACA Cooperative buying is a win-win for both the University and the artist by the two means below:
1.University gets discounts on booking act
2. Artists is ensured multiple concentrated dates in which he/she can perform
Me: How do you deal with negative emotions in negotiation
Charles: I don’t. I move on to a similar artist. I believe in keeping emotional ties out of negotiation and sticking with a logic perspective. Emotions makes negotiation more one sided rather than win-win.
Me: If you could give me any advice on negotiating, what would it be and why?
Charles: you have to understand what your motivations are in negotiation. Whether, it has to do with something that will be taking place at the University/venue, or getting paid. Keeping it focused on the basics and realizing how to keep everything win-win is often the utmost importance.
This interview was as valuable as the work I see Charles from day to day. I get to see first hand how to negotiate a contract with someone who may work in the entertainment industry. I have learned how to take a small budget and create a large event. I may not want to work directly in the entertainment industry, but I do want to work in the event planning industry. So, what better what to some knowledge and some experience? I have been working in student activities for over a year, and I know how to negotiate artist contracts, book venues, and how to do a successful event.
