Negotiating Tactics and Strategies in Entertainment Industry Agreements

Production Date: January 07, 2016 Practice Areas: Alternative Dispute Resolution and Sports & Entertainment Law Estimated Length: 5619 minutes


$ 89 Alternative Dispute Resolution and Sports & Entertainment Law In Stock

Negotiating agreements in the music, television, and film industries requires industry-specific knowledge as well as a fundamental understanding of client business objectives. The latter is often particularly fraught in the aforementioned industries because certain clients are significantly inexperienced relative to the entities with whom they must negotiate. Attorneys representing such clients frequently wind up playing the role of negotiator, educator, and business consultant.  


In this course, attorneys Joseph Bartel and Chris Marino discuss what it means to coach clients, and how to successfully and effectively negotiate on their behalf. Fundamental negotiating principles will be addressed, along with demonstrations of their applicability to entertainment-industry agreements, including, for example, film producer agreements, television talent agreements, and songwriter agreements. 


Learning Objectives:

I.     Prepare for the negotiation of entertainment-industry agreements, including: 

  • understanding the client’s objectives, educating the client, and discussing realistic outcomes;
  • knowledge of what the client is selling or buying, and the rights involved therein;
  • setting a Target Point;
  • setting Resistance/Reservation/Walk-Away Points; and 
  • identifying BATNA (Best Alternative To a Negotiated Agreement) and its relevance to Resistance Points

II.    Develop key skills for negotiating entertainment-industry agreements

III.   Identify and apply general principles of negotiation 

cassidy m.
Boulder, CO

interesting conversation format, good written supplements

Jeri W.
Castle Rock, CO

They covered a lot of material in a short time. Good negotiating tips for many other areas as well.

Ronald B.
Oxnard, CA

Great to learn some of these applicable techniques. . . .

S.A. M.
Atlanta, GA

This is one of the best courses I sat through on Lawline!

Marcia C.
Franksville, WI

This was one of the very best Lawline courses I have taken and I have taken nearly 100 hours of courses from Lawline. Thanks.

John K.
woodbury, NY

The two presenters worked well together in providing different areas of this interesting topic. Thanks for an effective lecture.

Daniel F.
Downingtown, PA

It is a very basic overview program that I would recommend for young lawyers.

Cassidy S.
Missoula, MT

Most informative CLE ever. Excellent!

Robert L.
San Antonio, TX


Deborah F.
Chicago, IL

Very informative.

Linda C.
Los Angeles, CA

Great presentation, applicable to all types of negotiations. Very highly recommended.

Saundra Y.
New York, NY

These guys were great re: tactics and I loved the sample clauses in the materials.

Sean F. T.
Chicago, IL

Really good presentation.

Scott B.
Plano, TX

Great introduction to negotiating entertainment agreements.

Steven B.
Worth, IL

Great interaction between the two presenters.

Alexander C.

Liked the dialogue format with two presenters. That works very well. Excellent course!

Tanisha H.
Aurora, IL

Excellent course.

Henry G.
Armonk, NY

Good course.

charlene v.
Roslyn, NY

I benefitted from the negotiation strategies and that you must have coyright registration for new works.

Thomas G.
New york, NY


Vincent P.
Los Angeles, CA

Excellent as a basic course.

Patt G.
Roanoke, TX

excellent presenters!

Elizabeth S.
Birmingham, AL

Both instructors were great!

Bernard V.
Sandia Park, NM

Excellent presentation. Thank you