The Art of Negotiation
summary
Claims 25+ years representing ~200 indie studios, hundreds of mediations, and months that produced three separate seven‑figure deals; shows concrete tactics: map bargaining power, prepare a BATNA, find the counterparty’s point of pain, and use redlines to turn their template into your preferred terms. Explains why right of first refusal and matching rights can kill future deals, recommends persistent slow negotiation, written amendments for scope changes, and charging for upsells like added multiplayer.
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chapters (8)
- 0:00Start
- 7:26What is a Negotiation?
- 9:39A few differences.
- 20:18The Hard part is getting the Contract...right?
- 21:11Negotiation is a process..
- 21:47Preparing for a negotiation.
- 34:46Slow and Steady wins the day.
- 41:01The contract is the beginning, not the end.
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45mSales for Geeks, or How to Frame Suggestions, Questions and Requests
27mThe Games Developers Play
32mPay your (conflict) debts on time
33mWhy We Undervalue Ourselves: A Practical Guide to Negotiating Your Salary Effectively
20mDash Bash