Negotiation
Horacio Daniel Cabello is a band member, music writer, engineer (mixing and editing) and producer. Besides the stated, he is also a fierce negotiator. Not only does Mr. Cabello negotiate with his band members but he also negotiates with his clients from his home studio.
During our phone conversation I asked Mr. Cabello a series of questions but he was only willing to answer some and still asked that I be discreet when posting his answers on this blog.
Below are the questions I asked Mr. Cabello and his answers or refusal to answer.
1. What is your occupation?
Mr. Cabello: I am a producer/engineer for my band and also my clients.
2. Where do you use negotiations the most?
Mr. Cabello: That is a hard question to answer. Negotiations are used in everyday affairs and I seem to use them for every occasion. But now that I am reflecting on the question, I think I use negotiations most when I am with my band. It takes a lot of give and take to make a band work together. With all the different opinions that exist between the 5 different members of the band, I negotiate with them to help keep the balance between us.
3. So you wouldn’t say that you use negotiations most with your business?
Mr. Cabello: Yes, I can see how that would be the place I negotiate the most but I have a contract that is signed by all my clients. The contract covers all of my requirements and takes away any need for negotiating with the basics of my company. If matters get complicated and the client presents an alternative to one of my pre-requisites, and it is reasonable, then and only then am I willing to negotiate with clients.
4. From the way that you have spoken about your band members, you seem to be very close to them. Is it hard to separate the people “band members” from the problem when there is a problem?
Mr. Cabello: Actually our band has been together for over 9 years and we have all gotten so close that we know that if there is a problem between us and one of us makes a suggestion to solve it, that it is not to be taken personally. If worse comes to worse though, I put aside the friendship and pretend that I am speaking to a stranger. This strategy brings the problem to the forefront and not the friendship. This allows for the bands future and security to be the main focus.
5. Do you consider yourself to have leverage and power over your band mates?
Mr. Cabello: No I do not and I do not wish to elaborate as that is a more personal question to me.
6. Do you go into a negotiation with a BATNA (Best Alternative To a Negotiated Agreement) in place?
Mr. Cabello: Yes I do. I am always prepared for the worst case scenario do I always come in with a back up plan and a back up plan to my back up plan. I do not like to lose so I take every measure that I can to ensure some kind of an agreement, even if it isn’t my first choice.
7. Is finding Objective Criteria one of the ways that you prepare for a negotiation?
Mr. Cabello: Absolutely. I think finding the objective criteria is one of the most important parts of preparation prior to going in to the negotiation. It helps both sides see the benefits of coming to an agreement.
8. Do you ever use dirty tricks or tactics to get your way in a negotiation?
Mr. Cabello: I believe very much in karma, and I know you might think that that has nothing to do with the question; in my eyes it is very relevant. If I use a dirty trick or tactic to get what I want I believe that it would come back at me ten fold. Aside from the fact that negotiating the dirty way is just not in my character, fear of karma definitely keeps me in check. So the answer is a big NO. Never have and I will never stoop so low.
In accordance with Mr. Cabello’s schedule I only had an allotted amount of phone time with him for the interview. I was only able to get in the eight questions but I think I got enough information from him to know that he is a fair fighting negotiator. He has proven to me that not everyone needs to be a ‘shark’ to get what he or she wants in a negotiation. He uses many of the tactics discussed in class in his everyday negotiations and uses them successfully.
