I had the privilege of interviewing
entrepreneur Robert Littal this past week. Robert Littal is the founder and CEO
of BlackSporsOnline and the BonFide Media Group. He’s also a contributor
to huge sites such as TMZ Sports, CNN, and The Washington Post and does social
media consulting and web design. Robert is faced with negotiating with his
staff and clients quite often. I got a closer look at his deal making tactics
with a few negotiation questions.
1. Can you describe the most challenging negotiation you
have conducted in your career thus far? What was so challenging about it? Which
of your negotiating techniques was most effective? What were the results? I
have to negotiate advertising partnership deals for the site. At the end
of 2012 I was working with USA Today, but decided to move in another
direction. The most challenging part is just the stress of knowing the
decision didn’t just have an effect on me, but also my family and staff, so you
don’t want to be wrong. The easiest technique I’ve learned is to be
honest. Tell people what you want or what you absolutely must have and go
from there. I am happy with those results.
2. How do you separate the person
from the problem when you are negotiating? It is all business. No
hard feelings, I have to do what is best for BSO and me.
3. Do you prepare a BATNA? What
is the best alternative negotiate an agreement? How do you prepare your
BATNA? Not necessarily on paper, but I have certain things I must have and
I outline beforehand.
4. How do you handle position
bargainers? With leverage, the more options you have the less it can
happen.
5.
Have you ever encountered any dirty tricks in negotiations? How did you handle
it? Of course, but I just stick to my guns and morals.
Bonus **
How do you work toward
mutual beneficial agreements? As long as you treat people like
professionals, you can normally come up with something that works for everyone.
Robert
Littal: BonaFide Media Group |. (n.d.). Retrieved from http://robertlittal.com
