Business Skills for Creatives: The Art of Negotiation
Broward Cultural Division returns with Business Skills for Creatives, a free online series for artists.
SESSION 4: THE ART OF NEGOTIATION
In this workshop, attorney Jessica Lee of Loeb & Loeb LLP will help participants master the art of negotiation. Working through the negotiation process, you will acquire a framework, tools, techniques, and skills to solve problems and negotiate in different situations, both professionally and personally.
The session will cover:
The skills of listening, communicating, and persuading during a negotiation
How to determine bargaining power
Ethics of negotiation
The role of culture, gender, and race in negotiation
Digital product protection within the artist community
LESSON BREAKDOWN:
SECTION 1: Contracts
Key contract points 9:45
Common issues in contracts 11:58
All about intellectual property 13:59
Copyright - what works are protected? 16:02
Payment, compensation, and fees 23:16
SECTION 2: Licensing 28:22
What is licensing 28:45
Exclusive vs. Non-exclusive licenses 29:02
Rights to your artwork 33:18
Deciding terms to agreements 34:30
What happens if things go wrong? 35:30
SECTION 3: Negotiation 45:55
Key stages in negotiation 46:50
How to prepare for a negotiation 49:30
What is BATNA? 50:59
How to know when to accept and when to walk away 52:41
Negotiating gallery representations 55:40
Negotiating licensing agreements 57:34
How to get what you want through bargaining 59:30
Negotiation tactics 1:05:18
Let's talk about playing hardball 1:09:53
SECTION 4: Case studies 1:15:40
About the speaker:
Jessica Lee named one of Crain’s Notable Women in Law. She helps companies launch, market and monetize their digital products and content and advises on everything from advertising, data analytics, location-based tracking, smart devices and wearables, to the use of emerging technologies, such as artificial intelligence, VR and AR, and facial recognition.
Jessica is routinely called upon to speak on the privacy and cybersecurity concerns in advertising, media, adtech, and health tech. She recently testified before the California Senate Judiciary Committee on the impacts of privacy regulation on the business community.
About the moderator:
Joshua Lida is a South Florida-based arts attorney, co-founder of Trig, Trade, and Tribunal, and focuses his practice on Art Law, including art transactions, art leasing, due diligence, advisory to gallerist, contract negotiation, litigation, intellectual property, art loans, art wealth management (trusts, etc), and all other facets of Art Law.