MASTER CLASS #4 2015 – “NEGOTIATING DEALS”
MASTERING THE ART OF NEGOTIATION IN THE BUSINESS OF SHOW BUSINESS
“In business as in life, you don’t get what you deserve, you get what you negotiate” - Chester L. Karrass
Whether you’re negotiating budgets, fees or rights, you’ll have to reach agreements that work for both sides: both for the show and the business of show business. Yet, despite the best efforts of creators and executives to connect, the everyday reality shows that most people are fairly well insulated within their particular disciplines. Creators may know all about the creative process but sometimes very little about the commercial logic of the business – and vice versa. Does this really matter? We think it does matter because it leaves you with holes where some crucial bits of knowledge ought to be. If you don’t understand both sides, your decisions and your deals will turn out to be flawed.
In this four-day Master Class, we’ll expose you to ideas and insights that profoundly shape the way decisions are made when deals are done in the business of show business. Through case studies, interactive discussions and a series of negotiation simulations, you’ll learn from leading practitioners how to balance the creative and the commercial side, how to manage the tension between empathy and assertiveness, how to deal with difficult people, what to do when someone says no, when to negotiate, and when to walk away. You’ll discover what’s really making or breaking your negotiations. The surprising answer is: it could be you.
DAY 1: December 3
Timing Your Deal: Choice, Chance, and the Window of Opportunity
Local Roots, Global Reach: How to Distribute Your Show
Creating Collectively: Managing Creatives from Script to Screen
C21 Drama Summit: Showrunner Keynote
Drama Futures: The Shape of Things to Come
In collaboration with the C21 Drama Summit.
DAY 2: December 4
Two Sides of One Coin: Creating & Commercialising Entertainment
The Rashomon Case: David Puttnam vs. Columbia Pictures
Packaging Your Deal: Orchestrating the Business of Drama Series Development
The Journey of an Idea: 5 Creative Essentials for Commercial Formats
DAY 3: December 5
All Things Digital: How to Run the Show Online
Creative Culture: Identity and Change in a Creative Organization
Negotiation Tactics: Who has the Power and When Does it Shift?
DAY 4: December 6
Copyright or Right to Copy? How to Protect Your Format
Yours or Mine? How to Negotiate Format Deals
Never Assume Anything: Entertainment Is a Serious Business
When a meeting, or part thereof, is held under the Chatham House Rule, participants are free to use the information received, but neither the identity nor the affiliation of the speaker(s), nor that of any other participant, may be revealed.
WHEN & WHERE
When: December 3 – 6, 2015
Where: London (UK) | BFI & King’s College London
C21 Drama Summit: December 1 – 3, 2015 at BFI London