Negotiating in the Arts (#422)

This simulation was developed in collaboration with Laura McLeod from the TMU Theatre School.

Through the two scenarios learners, who play the producer, face the challenge of negotiating directly with an artist and a union representative. These critical negotiations must be handled fairly and with integrity or the producer risks losing the show.

Learning Objectives

Gain experience negotiating
Agenda setting
Build rapport
Develop trust
Identify critical issues
Clarify issues
Active listening
Managing resistance
Identify biases
Various questioning styles
Think on their feet
Maintaining a professional demeanour
Reach an appropriate and fair deal

Information for Learners

A handout provides context for two unique and complex negotiations. The first negotiation is with Set Designer Michael Gillis. The second negotiation are labour negotiations with IATSE Local 822, represented by Cara Robertson, Head of Wardrobe, and Victor Roberts, Hair and Make-up who is also the shop Stewart.

Simulation Details

Simulator Role(s)

Michael Gillis, Set Designer
Cara Robertson, Head of Wardrobe and Union Representative Negotiator for IATSE Local 822
Victor Roberts, Hair and Make-up, Shop Stewart and Supporting Negotiator for IATSE Local 822

Learner Role(s)

Producer in charge of negotiating contracts

Setting

Office