Comments on: How to Negotiate Like a Pro (Part 1)

By: Negotiate Like a Pro (Part 2) | Writers In The Storm

Negotiate Like a Pro (Part 2) | Writers In The Storm — Fri, 10 Jul 2015 11:01:00 +0000

[…] My last guest post took a look at the difference between Zero-Sum and Mutual Benefit negotiation str…, and explained why it’s better to approach contract negotiations from a mutual-benefit point of view. […]

By: Fae Rowen

Fae Rowen — Tue, 30 Jun 2015 19:18:04 +0000

Thanks for defining two different negotiations strategies for us, Susan. Yes, years ago I negotiated three labor contracts for the same group over the span of five years. The "other side" used the bludgeon and threaten strategy. They had the power, like the publishers, and they weren't going to give a millimeter. The bad feelings after the first settlement led to a strike (never done before in that area) before the second settlement. By the third contract, different management was in place. They understood that we had some power and the negotiations process became a zero-sum/mutual benefit blend. We "gave" then they had to give, back and forth, until we settled. And, yes, I'm with Jenny on the you'll-be-hired to review at my contracts when they (finally) roll in!

By: Susan Spann

Susan Spann — Mon, 29 Jun 2015 19:08:35 +0000

In reply to Jenny Hansen. And I'll be glad to do it, Jenny! Contracts have traditionally been stacked heavily against the author, and in many cases that's still true. The good news is that some publishers are starting to move to more reasonable terms, at least in certain areas, and I'm writing this series in part to share the tricks I've learned through my experiences negotiating and talking with editors who have shared the inside scoop on how an author can negotiate to best effect.

By: Susan Spann

Susan Spann — Mon, 29 Jun 2015 19:07:01 +0000

In reply to Laura Drake. Publishers definitely have the power in the negotiation. No question at all. The best chance writers have of negotiating better deal points is approaching the negotiation from the right perspective (mutual benefit), and knowing where and how the publisher is (or might be) willing to move. That's my main focus in these next few posts - sharing the strategy that has at least the best chance of success--even when the cards are stacked heavily against a completely successful negotiation.

By: Jenny Hansen

Jenny Hansen — Mon, 29 Jun 2015 16:21:46 +0000

I'll tell you that author contracts make me nervous. I know they are changing, but traditionally they were downright scary. That's where YOU come in. You will be looking over any contracts that come my way, because that will calm my nerves. :-)

By: Kate Mallinger

Kate Mallinger — Mon, 29 Jun 2015 14:55:59 +0000

Right on, Laura.

By: Laura Drake

Laura Drake — Mon, 29 Jun 2015 12:27:36 +0000

Susan, in my CFO career, I took a couple of seminars on negotiating, and the most enlightening by far was what you call out in this post - that one of your most important jobs in negotiating is seeing that the other party feels good about the outcome. But honestly, the one who drafts the contract has the majority of the power - because it's written from their point of view, and they know you're not going to negotiate everything - just the top 3-4 points that mean the most to you. They can even put in an obvious objectionable term that they know is not going to fly - because it'll use up one of your points. I'm not saying that publishers are disreputable. Just that they've been doing this a long time, and are master negotiators.