The one thing every one must admire about Jason P. Rothberg is almost every venture he's been involved with has had a charitable component. Jason is trying to help make the world a better place through his career.
The first thing I wanted Jason to tell me was how he learned the art of negotiation. "I was lucky to have great advisers and legal teams willing to back me in my early years. I would soak up as much knowledge as these wise men would share or display while negotiating on my behalf. I read every contact I could get my hands on and read the trades to know what industry standards I could expect. Mostly I wanted to work and to get a job one must learn the art of negotiation."
Jason stated that "Every deal is as different as the people your negotiating with. Be sure to know as much as possible about the person you're dealing with and what his/her or their end game is. Knowing your own needs and wants is equally as important. Knowing when to walk away could save everyone a lot of time and energy in the long run. Not every deal is meant to happen."Every deal is not meant to happen and sometimes the only way you can discover that is from negotiating. Most of us enjoying the feeling of accomplishment or winning but it is vital to not be caught up in those things and forcing a deal to closing that isn't the right deal.
What is his tactic for a difficult negotiation? "TAKE A BREAK! When you are emotional your heart starts to pump faster, your focus is restricted and your mind closes off to possible opportunities. Try to have a fresh head and a positive outlook, if possible. Sometimes a short trip to the restroom and a splash of water on your face can make a world of difference. Emotion, be it fear of loosing the deal or anxieties from an outside experience. As soon as the opposing side feels weakness the negotiation is over. In addition to being prepared and confident that you are the best person for the job, I practice meditation which allows me to remain calm and focused.
When I asked Jason about negotiating on behalf of his celebrity clients he had this to say "Its all about celebrity for most brands... this is how a company can assure awareness. Again, as long as you're not asking for more then what you're offering, deals can be struck. If you're representing talent, know what their draw is., fan base is the guide rule As it's the impressions your celeb can offer the brand which will equal the amount they will be willing to pay."
"The biggest mistake is to come off over eager. It makes you look like you have nothing else going on and need this deal to live, its a big no no! As a manager its your job to calm and reassure the artists of the path he/she is on, giving them the confidence in themselves as well as in you. Trusting that you have the knowledge and ability to make this deal happen. If you are unable to talk your talent through dark moments its time to find a new gig."
Chip Howard is a key member of the University of Florida Athletic Association (UAA). Under the superb direction of Athletic Director Jeremy Foley Chip and the rest of the UAA team has laid the foundation for numerous National Championships, SEC Titles, and various other awards in several sports. The Athletic Association constructed some of our nation's top athletic facilities. While a student at UF, I earned my first real professional experience under Chip's guidance. It was a fantastic experience to gain knowledge, learn how to be a professional, and key lessons in business gained from the Athletic Association. Chip is currently the Senior Associate Athletics Director in charge of Internal Affairs and offered these thoughts on negotiation.
Chip how did you learn to negotiate? Did the Athletic Association provide you with training?
"I have not received any direct training from the UAA. However my work experiences over 23 years has allowed me to take part in many negotiations. I am also an avid reader and often the topics of my books will be negotiation techniques as well as improving my communication skills."
Do you do you practice game theory prior to a negotiation?
"I always try and rehearse how the negotiation should go but keeping in mind that you need to be willing to move in either direction on a moments notice to successfully win a negotiation." Game Theory should provide a blueprint of possible scenarios that may arise and your tactic(s) when each is presented. Game Theory can help to provide confidence by being prepared for a negotiation.
How do you deal with negative emotions when they arise during a negotiation?
"I usually try to put the person at ease either through humor or through having a conversation relating to a common interest like family."
What is the biggest challenge you have ever faced in a negotiation? How did you resolve it (if so)?
The feeling that who I was negotiating with had no interest in reaching a compromise. I resolved by focusing on other matters first and having a conversation that was neutral to both of our negotiating goals. From there I slowly moved the conversation towards the subject of the negotiation. We both had a better sense of trust and at the end met halfway to accomplish the goal.
Chips two responses above are clear indications of how important it is to build Affiliation during and even before a negotiation. His response below is a indication of how important Status can be in a negotiation.
Chips two responses above are clear indications of how important it is to build Affiliation during and even before a negotiation. His response below is a indication of how important Status can be in a negotiation.
Do you believe that negotiating on behalf of UAA sometimes provides an advantage because companies want to be associated with UF & UAA?
"Yes I do believe that companies would like to associate themselves with our brand. I have experienced firsthand the power of the University of Florida during many negotiations." This is a key example of how building your brand and status can help make negotiations more smooth and successful.
