Screenwriting : Negotiation Preparation by Mario Leone

Here are some tips for negotiation. You get what you ask for and if you don't ask you may not get.

1. What's my plan B if there is no deal.

2. What's my walk away point "The lowest reasonable and acceptable number." I can't work for anything less than _____.

3. What do I expect to get?

4. What might I get and therefore is an opening offer.

5. How will I justify this opening position?

6. What fears or weakness could they have? (They may fear losing something.)

7. What will I ask to explore these fears or use questions to bypass rejections.

8. What tradable do I have? What else can I offer in exchange?

9. How do I promote the value of these?

10. Am I going to add something of value on or remove something?

Negotiation is a Win, Win creation...

Tips:

If you don't ask you don't get.

You can always crumble and accept the deal.

Conquer fear and pride by detachment. Negotiation is a game.

Aim for Win, Win by trading things... Here is a list:

Compensation

Ownership and Rights

Revisions and Rewrites

Payment Schedule

Royalties or Profit Participation

Exclusivity and Non-compete Clauses

Contract Termination and Exit Clauses

Set your walk away point and never go beyond it.

Prepare do research and forge probing questions.

Try to avoid opening first.

Open beyond your best hope.

Move in small amounts.

Only move by trading..

Watch out for when they try to bite a little more for less. Know your worth.