‘Yes’, ‘No’, and everything in between.

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 We all know about the importance of Negotiation and Deal-Making, and we used everyday not even realizing we are doing it. We used on the phone with our Internet provider, we used with our friends when deciding what to do one evening or where to go on vacation. We used it with our teachers, our students and our families. We used it, most of all, in our everyday jobs, no matter what it is.

These next videos are perfect examples of the use and importance of negotiation skills.

The first one is a TED Talk that teaches us to focus on the problem, rather than the people on each side of arguments or negotiations. Jonathan Haidt is a social psychologist that tries to figure out why people tend to grow apart when facing a problem that should bring them closer together. The metaphor he uses is a very simple one; he talks about America’s political party system and the problems that we face as a society. However, instead of talking about them as political problems, he calls them ‘Asteroids’, and he does so because, as movies and TV shows have taught us, if we had an asteroid warning we would drop politics and fight for survival together. With this in mind, he breaks down four major social problems the US suffers, and problems that should not be ‘left wing’ or ‘right wing’ but for society as a whole. Problems we should attack head-on and together in order to prevent terrible consequences that will happen because of those unsolved ‘Asteroids’. He suggests that instead of trying to find a common ground, try finding a common threat, as it is a lot easier to bond over.

This analogy makes me realize that some problems are not that hard to fix, or at least not as hard as people perceive them. All we have to do is focus on the problem instead of the people sitting on each side. We should all lay down our swords and fight together for the common good.

This is very important in the entertainment business, as well as any other business. We need to learn to look at problems and conflicts objectively, regardless of the people we are dealing with. Only then will we be able to solve problems a lot more swiftly.

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The second video I will talk about is also a TED Talk. This talk is from one of the authors of a book I am currently reading called ‘Getting toa Yes’. William Ury is a professional mediator and surrounds himself with negotiations for a living. In this video, Ury looks at the Middle East and their constant conflict. He is not arrogant to say he has a solution, but he does propose a first step. He talks to us about the importance of a metaphoric ‘balcony’ and the importance of a ‘third person’. The ‘balcony’ is a place we all should have in our minds where we cool off during a negotiation in order to avoid getting upset. This is where we should go to that a step backwards and reflect instead of giving a snap response. If we all follow this idea, a lot less negotiations and arguments would end in fighting or angriness. His second idea, the ‘third person’ is simple. We all think there are two sides in a negotiation, but there is a third one, and a very important one. This third side consists of neighbors, friends, family, and everyone that can influence either side of the negotiation. The purpose of this third person is to somewhat force you to go to the ‘balcony’. It forces you think and reflect on your actions and speeches so you do not break down negotiation. If we keep both of these in mind, either being part of or assisting in a negotiation, we will have much better results because we will not focus on the anger or on a particular thing, but on a the big picture.

Making the parallel with my chosen field, which is entertainment, I find this technique very useful as well. When making negotiation with the ‘talent’, something a little bit harder than normal people because you also have to deal with egos, it is important to possess skills that help you avoid negotiations from ending badly for both sides.

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The third and final video I will talk about is very appropriate for several reasons. I chose a random episode of the reality TV show hit ‘Shark Tank’. ‘Shark Tank’ revolves around a group of five independent wealthy investors who listen to proposals and presentations from every day Americans looking for investments for their businesses and ideas. The ‘sharks’, as they call themselves, listen to the ideas, inquire about their history, find out about the number and financials, and make a decision based on what they see and what the ‘contestants’ can prove and bring to the table. It is not this particular episode that has something to offer, but the show as an idea and a new format. In this very popular television show, we can witness almost all negotiation techniques known to man, and see them used in all sorts of ways. I often think that it is not about the idea or its success, but how good a negotiation the competitor is. I have seen completely normal and underwhelming ideas being sold because the person selling them knew exactly what the investors interest was, instead if his or hers position.

Watching this show has been, for me at least, a lesson on itself. I have learned about negotiation, finance, psychology, and it is very entertaining and a lot of fun. It is something I strongly recommend everyone to watch.

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