Negotiations occur every day. Sometimes we negotiate with ourselves over
simple tasks like going the gym in the morning, in the evening or not at
all. Cost-benefit analysis of each
decision is usually based on preset goals and commitments. When two parties negotiate, they ideally work
towards mutual gain within a proposed project.
Knowing yourself and knowing your project from the outset sets the tone
by determining direction and focus. When interviewed, Jenna Edwards, Producer
of the film, “April Showers,” and Producing Advisor for The Film Method
podcast, spoke about the importance of also knowing with whom you are
negotiating. “Know your investor. What
do they want out of this project? Are
they the right fit for the project? Look
at it from their point of view. What is
their ultimate goal?” Still, clearly
defining what the project is and where it is going takes precedence. But if either party does not understand or
see the project’s vision, an end decision cannot be effectively met.
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| 5th Element scene: Negotiation |
Film productions often involve heightened emotions. Many of the projects are personal in nature,
and new filmmakers have a strong desire to land their “big break.” But these elements have a tendency to cloud
deal-making discussions. You may have a
well-known industry talent sitting in front of you, but if they aren’t the
right fit for the project, it’s better to walk away than succumb to the
emotions of the moment. Instead, focus
should rest on the interests of the project rather than the positions of
parties involved. Jenna advises
filmmakers to follow their gut. “It’s not worth it if the deal doesn’t benefit
the project. You want to build on
integrity first. Trust your instinct.”
Roger Fisher writes in Beyond Reason,
“The difference between having a core concern ignored or met can be as
important as having your nose underwater or above it.” Building the wrong team on the wrong terms
not only creates future hassles, but also increases the likelihood for conflict
down the road. Each party comes to the table with individual roles, goals
and expectations, which should be respected with equality and autonomy, but
deciding what is best for the project is paramount. It can make the difference between the success
and the failure of a film.
