Negotiation

            In the past few months I started getting more involved in the music industry. I have been doing things that make me interact with people, like discussing plans and making deals for future projects. During this time I started putting into practice specific topics about business. One of those topics is negotiation, so I took some time to interview Carlos Bonilla. Carlos is an attorney who concentrates on Real Estate, and has some experience in the entertainment field as well. At the beginning of our conversation, he pinpoints the meaning of negotiation in a few simple words: “discussion of specific term by two or more persons to have a solution". Carlos said, "If you think about it, every person negotiates in daily life. You don’t have to be a businessman to understand the negotiation process or make a deal. For example, try to imagine the life of a married couple. You see the negotiation in the sense that when a wife doesn't like to cook she can make a deal that if she cooks her husband has to cut the grass. When a boy asks his father for a ball, and his father says if you have an A on the next Math test I will buy you the ball, etc. But really, everyday people don’t put so much attention and awareness into negotiation like a businessman does". He stressed that negotiation works differently all the time. "We deal with different aspects that can change your perspective, sometimes for the best and sometime for the worst". What he meant by changes perspective is that, emotions are always involved. When he negotiates the other party cares and wants to ensure that they are going to get their part. He told me, as a professional he is always focused on the target point of the deal. Always makes sure that the other party feels free to talk and share comments. His strategy is to separate people from their problems with the details and focus on the deal. Having the attitude, knowledge, and bringing confidence to the table, will create a good environment to make a good deal and both parties will be happy. I took the opportunity to ask about a BATNA, and Bonilla responded that there is "always, in any negotiation or deal, it is important to have a back up not only for personal reasons, but for the company as well". The last point that Bonilla brought up was doing your best, you will receive a thank you and that means appreciation.