Negotiations always start from the idea of partnership: arts, cultural and community centres, artists and intermediaries such as managers and booking agencies, are partners. Everyone wants fulfilled artists, a satisfied audience, affordable productions and well-organised touring schedules. It’s all about making good arrangements, closing fair deals and negotiating transparent contracts.
Negotiating is not always easy. There often seems to be little space and time for it. But clarify what you are agreeing to and initiate a dialogue. Dare to negotiate and ask what you need and expect from each other. There is nothing wrong with this. And you will see that negotiating often pays off if it is done with respect for the negotiating partner’s expectations.
How to approach such a negotiation? The tips and recommendations in this manual can go a long way.