Negotiating Is Easy - With Paul Hermosa

Paul Hermosa, Co-Founder of MapGigs.com, gives some great pointers on how to negotiate successfully during our interview. He points out that you should always be prepared when going into a deal, and know your opponent. It is best to know what each party plans to accomplish from the negotiation. This helps to decide if you are working towards a mutual goal or not.

Hermosa also makes a great point regarding aggressive deal making. He feels that it can be offensive to play hardball in your negotiation, and I agree. Rather than demanding for something during your negotiation, you can just as easily ask for it. This usually gets you better results and people will be more willing to continue the business relationship.

See the full interview below for more negotiation tips from Paul Hermosa.

Also, be sure to check out MapGigs for all of your tour planning and preparation needs. It is a great site for anyone looking to tour through the U.S.

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What is your job title?

Independent Touring Musician, Co-Founder MapGigs.com

What type of negotiating do you deal with in your job?   

Logistics (ie. stage placement, time of performance), compensation

What techniques do you use in preparing for a negotiation?

Get to know who (company, person, etc.) I am negotiating with and try gain an understanding for what they will want out of the deal.

What techniques do you use during a negotiation?

Aristotle (Greek Philosopher) noted that rhetoric (the art of persuasion/appeals) has three parts (ethos, logos, pathos).

Do you use “best alternative to a negotiated agreement” or BATNA?

Sometimes

Do you try to work towards a mutual goal in all negotiations, or do you only concentrate on getting what is best for you?

Usually mutual. It depends on what the outcome of the negotiation might be.

Are you tricky in your deal making? Do you play hardball, or are you a push over? How so?

Never tricky, but I do choose my words carefully. Don't play hardball - I find it offends people. Also not a 'push-over' - find that weakens your point. In terms of deal-making communication, I try to be in the center.

If you are an aggressive negotiator, how do you deal with negative emotions from your opponent?

Delicately and with respect.

Do you have any advice for those that are new to negotiating?

Listen and know the ‘other side.’