“The art of negotiation is about so much more than dollars.”
— Jen Proctor.
Negotiation is a huge part of doing business successfully, but entrepreneurs aren’t given how-to manuals along with their business licences. Luckily, today’s guest happens to have a ton of experience — and is willing to share some great insights!
Jen Proctor launched her career working with prestigious talent agencies, learning the ins and outs of negotiating (from BOTH sides) before deciding that it was time to launch her own. In 2017, she founded Cultivated Entertainment, her full-service talent booking agency. Over the last year, the agency’s small team executed over 50 projects, including the 72nd Emmy Awards (the first major award ceremony to have a virtual format), The Drew Barrymore Show, and the Obamas’ Dear Class of 2020.
Being able to land and succeed with these huge projects takes stellar negotiating skills. Many people tend to be shortsighted in their negotiations and miss out on non-monetary benefits. “If you’re not open to at least hearing the other side, then it’s never going to work out,” Jen explains. “The way that I really approach things is almost with empathy… that, in turn, gives you a leg up and a little bit of power and a little more understanding.”
In this episode, you’ll discover:
>> Common negotiation issues that may hold you back from getting what you need.
>> How & why to look beyond the cash in negotiations.
>> Jen’s top tips for effective negotiation.
About Jen Proctor: Jen Proctor is a new mom, an Emmy-winning producer, CEO and founder of Cultivated Entertainment, a one-of-a-kind full-service talent booking agency. Jen is a behind-the-scenes creative powerhouse, hired by big brands and companies to secure the right talent for any event or project, as a talent booker or talent producer.
Highlights: 02:04 Meet Jen Proctor; 02:24 Cultivated Entertainment; 03:50 Service breakdown; 05:38 Common negotiation problems; 08:35 Negotiation stories; 10:11 Negotiation tips; 13:31 Relationship-building; 15:09 Emmy Awards; 18:52 Drew Barrymore; 23:10 Challenges; 00:00 Takeaway.
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