We all negotiate at some point in our daily lives but how
well do we handle those negotiations and do we get what we want out of those
negotiations. It is no different when working with media inside the church. We
negotiate with our suppliers and with our lead pastors concerning products and
what we can accomplish with what we have. I recently found an article about
negotiations on the 360
Digital Artist website that has an interview with Verna Miles, formerly the
A&R Manager of Epic Records. Her interview had a lot of valuable insight
for anyone who has to handle negotiations. Ms. Miles talks about how to
separate the people from the problem, why it is important to have a BATNA
(Better Alternative To A Negotiated Agreement), how important building an
affiliation with the person is, and how emotions can play into a negotiation.
Separating the people from the problem or issue in a
negotiation can be a difficult thing to do especially when emotions are high.
Verna Miles offers some advice as to how to separate the two. She suggests staying calm and focused on the
key points in the negotiations. She also suggests to compromise enough to get
what you want without giving completely into all the demands.
Ms. Miles talks about the importance of having a BATNA in
your negotiations. She states that she always have a plan b that offers the
main aspects of the deal that can’t be compromised on and other aspects that
can be compromised on. Having a plan b she says helps show her clients that she
has their best interests in hand.
Building an affiliation or a relationship with the person
you are negotiating with is an important part of the negotiation according to
Verna Miles in her interview. She talks about that if possible try to build a
relationship prior to the negotiation. She suggests being creative in how you develop
this affiliation with the person. Ms. Miles also talks about emotions in
negotiations, especially with creative individuals. Handling emotions
effectively in a negotiation can keep the negotiation going on track. One of
the ways Ms. Miles suggests in handling emotions is to try to have an
understanding of where the person is coming from and his/her vision and offer
positive outcomes that can facilitate that vision.
