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Do Deal
Do Book Co.

Do Deal

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Negotiate better. Find hidden value. Enrich relationships.

Richard Hoare & Andrew Gummer

We negotiate constantly. In work, and in life. Yet what if the process was more fun and collaborative? What if both sides...won?

In Do Deal, music lawyers Richard Hoare and Andrew Gummer share their refreshing approach to negotiation. Not only has it led to major record deals and long-term creative relationships, but a reputation for getting the deal done without leaving both parties bruised and battered. Now, they will help you to:

 * Identify your natural negotiating style 
 * Develop strategies to deal with difficult situations 
 * Build trust and negotiate more collaboratively 
 * Think creatively to enrich deal terms 

With real-life case studies including Glastonbury Festival, this is an essential read before any negotiation, regardless of the cards you're holding. Deal? 

Product details

  • Published: March 2022
  • Dimensions: 12 x 17.8 cm
  • Extent: 128 pages
  • ISBN: 978-1-914168-04-8

Artwork

Linocut prints by Hannah Cousins

Paper & print details

Paperback editions printed by OZGraf Print on Munken, an FSC-certified paper

About the authors

Both Richard and Andrew are lawyers working within the music industry. Richard runs Hoare Associates, which he established five years ago after a decade working at Clintons. Based in Somerset, they maintain an extremely high quality and diverse roster that currently includes AJ Tracey, Kelis and Glastonbury Festival. He is a graduate of Harvard Business School’s ‘Negotiation Mastery’ programme. Since qualifying as a barrister in 2005, Andrew has worked with key companies in the music industry including EMI, Virgin Records and Warner/Chappell, across all genres of music. He is currently part of Pink Floyd’s management team and director of the classical record label, Coro. Between them, they have more than 50 years’ worth of negotiation and music business experience and a reputation for getting the right deal done, without a fuss, and without leaving both parties feeling bruised. They also run an online ‘Music Business Negotiation’ course.