In the
entertainment industry negotiations can make or break you especially in the
field of Public Relations where relationships are everything. Almost everyday a
PR rep deals with negotiations whether it is with a client, other PR reps, or
the media. Mari Ortiz gave me some insight dealing with negotiations in public
relations. She is a well known PR rep who has worked in the industry for about
5 years dealing with musicians and various talents in the entertainment
industry.
1. Always
be prepared and do your homework!
One major
important fact while negotiating is to be prepared and do your homework. She
stressed this during our interview which was interesting because one would
think that anyone would always do their homework but that is not the case.
Sadly, she has seen this happen and experienced this herself. “Nothing is worse
than not being prepared for a meeting or a negotiation.”
2. Be knowledgeable
One would think that this is common
sense but Mari stressed that this has happened with her personally. She
described an instance where she wanted a client being featured in the magazine
and she had sent them information prior to the meeting but they failed to look
at it. The magazine rep had to excuse themselves at the beginning of the
meeting to look over the information which should have been done prior. This
unfortunately sets the tone and makes the person feel that their entire
business transaction will not be taken seriously.
3. Don’t use dirty tactics while
negotiating
Mari stressed this as one of the main
points with negotiating. “Even if the other side uses dirty tactics, one of the
most important things with Public Relations is keeping relationships.” Keeping
relationships is key and vital for a PR rep and is the main reason a PR rep is
successful.
Any PR rep should always remember these three main points while negotiating!
Good luck
-Sara
