Interview Blog

Anna Lipsey

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Summary: 

 Anna Lipsey worked for Acme Comic Superstore as an Event Planner and Coordinator. Anna was responsible for planning social media strategies and campaigns. She also produced, planned, and organized events such as: original productions, art exhibits, open mic nights, gaming tournaments, workshops, and movie nights. She has a strong work ethic and an awesome attitude that fuels her ability to make things happen. Anna’s outgoing personality, character, willingness to work hard and ability to solve problems, makes her a perfect candidate in illustrating how to handle a negotiation properly. The following is an interview conducted by Blueprints to Entrepreneurship (BTE) with Anna on the subject.

Negotiation Topics:

   1     Separating the person from the problem:

       Getting caught up inside negotiations is common. We must learn that in most cases, "the problem is the issue, not the person. Finding ways to separate yourself from it is key to being successful in negotiating. Some good practices are: looking at the issue from their point of view, have clear communication, and not attacking the person (verbal bullying). 

BTE-     In your negotiations, how have you been able to separate the person, from the problem you are trying to solve?

 Anna- “I have to put all of my feelings (good and bad) aside and focus on the topic at hand. Whatever we are negotiating is usually affecting others, not just myself, so I have to make sure I go in level headed and open minded to accomplish what I was meant to accomplish.”

BTE-     What tips have you learned along the way that you find helpful and would recommend?

 Anna- “Being fair and compromising is everything! It is very difficult to negotiate with a person who refuses to budge. You can still get what you want from a situation while also benefitting the other person as long as both sides truly listen and stay open minded.”

   2     Mutual benefit:

       An agreement that benefits both parties. It is common to enter a negotiation with self interests. However what some people fail to see is that both parties have problems, and great deal makers can come up with solutions to both problems that benefit everyone in someway. 

BTE-     Most negotiations assume a competitive role. Can you think of a time where both parties came to a mutual benefit?

 Anna- “An actor who was on a famous television show in the 90’s approached Acme Comics and Collectibles and asked if he could perform his adult rated comedy skit in our Danger Room. As the Event Coordinator, and also handling our PR, I had to negotiate with his manager about his fee, as well as the topics he was looking to cover during his performance; to guarantee Acme customers would not leave with any negative feelings towards the establishment. After many back and forth phone calls, both parties agreed on ticket sale percentages, marketing platforms and “Do’s and Dont’s”. The night was a success.”

   3     Objective criteria:

Objective Criteria is usually a standard you can reference when negotiating terms. It is a good practice to research the negotiation before hand so that you may determine what some standards are so that they me be a reference or even a starting point.

BTE-     Was there ever a time in a negation with someone that either party used the “industry standard”? Did it help or hurt the negotiation?

 Anna- ”Going back to the story regarding the 90s television actor, his manager stated he would be sending over a rider for Acme to look over and agree to. I stated that we were not in the position to comply with such a rider and that his team would need to take care of that before arriving. The manager explained that the “industry standard” is that all performers have a rider. I kindly let him know that he was not dealing with a typical venue and that Acme employees were already skeptical about allowing him into our establishment due to his current reputation. The manager then backed down.”

   4     BATNA:

Your BATNA is the Best Alternative To A Negotiated Agreement or your back up plan. Some BATNA's are more beneficial than others. It is imperative that you do not let your BATNA become a crutch or blind you to a potential agreement that mutually benefits both partie. 

BTE-     Have you been in a negotiation where you knew the other persons BATNA, and if so how did you prepare for it?

 Anna- “With my current position, I knew they were looking at other candidates, but I also realized I had more experience than my competitors. After I was offered the position and salary, I counter offered with a higher salary. I knew that they could easily go with another candidate who was willing to do the work for a cheaper cost, so I used that opportunity to tell them what I could bring to the table that others could not. With that being said, we met in the middle and I was given the job with a higher salary than others, but slightly less than what I had hoped for walking in. I prepared for that negotiation by thinking long and hard about what set me apart from others.”

   5     Emotions:

It is impossible to separate emotions from a negotiation, but negative emotions can ruin the chance to see a deal through. It is important to keep negative emotions in check and focus on the problem.

BTE-     What has been your experience with dealing with negative emotions and how have you been able to manage it during a negotiation?

 Anna- “I very rarely dislike people, but when I do, I do. A company approached us at Acme Comics a while back and wanted to join forces while taking 50% revenue from one of our most popular events at the time. The woman over the organization had previously asked if they could be involved, and I explained the options she had. She did not particularly like the choices I offered, so we ended the conversation. A few weeks later while I was out of the office, she approached my coworkers again. It was hard to negotiate with someone who I disliked because they were solely looking for their own personal gain instead of benefitting both parties, but after many conversations, we agreed to have her be involved in a way that would assist her organization while being fair to Acme.”

Below are great books that discuss Negotiation's more in depth:
The Handbook of Conflict Resolution: Theory and Practice, 3rd Edition
Contract Negotiation Handbook: Getting the Most Out of Commercial Deals
What Makes a Leader: Why Emotional Intelligence Matters
Getting to Yes: Negotiating Agreement Without Giving In