For this interview
assignment I decided to interview Sydney Garlich who is not only active in the
entertainment show business but negotiates deals daily whether it is for an
upcoming show or her new contract with an entertainment company such as DubFactory Entertainment or Anti Gravity Incorporated.
Her two most
recent deals that I will be focusing on are her most recent contract with Anti
Gravity Atlanta and Dub Factory Entertainment. Some of her objective criteria that she used in those negotiations are: past performances, continuous
progression within the industry and being a well-known aerialist.
Within separating the
people from the problem, she told me she had to remember her emotions about the
companies and their past acquaintances. Sydney said she liked working for those
agencies in the past and that made her more comfortable to go into the
negotiations. Her ability to communicate
in a professional manner was also important; she had to remember what key terms
to use about the industry while pushing towards what she wanted out of the
agreement. Her BATNA included being an independent contractor. That allows her
to get hired just through her, without the need of an agency. Knowing that she
didn’t have to worry about what would have happened if the agency tried using
any dirty tricks or tricky tactics. Her status as a well, international and
nationally known aerial performer helped her keep the leverage she needed to
get what she wanted.
Mutual benefit was also very
important for both parties. The agencies and Sydney both knew that together
they will be able to advertise the name while keeping her employed. Dirty
tricks and tricky tactics weren’t present in her past 2 negotiations and when
they were before she dealt with them accordingly. Since both Dub Factory
Entertainment and Anti Gravity Incorporated Atlanta hired Sydney before, they
had a good relationship.
From talking to
her I was able to reflect on what I learned over the past few weeks while
hearing her story about how she made it as an aerial performer and entrepreneur.
