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| Farley Joseph |
Farley Joseph is
the CEO and Founder of DianJen Media Company located in Trinidad and Tobago.
Farley is a graduate of the University of the West Indies St. Augustine campus
(UWI), with a Bachelor of Arts degree in Musical Arts and has also earned a
Master of Arts degree in Music Business with concentration in music technology
at New York University (NYU). In my interview with Mr. Joseph, I posed four
questions in relation to negotiations and deal making, which are as follows.
How do you
separate the people from the problem when you are negotiating?
“I always try to
approach all negotiations in a friendly manner and also try to understand the
position of the opposing party, and why they feel so strongly about advancing
and achieving their wants. This helps to clear the path for a respectful
negotiation that is focused on deriving results acceptable to all.”
How do you
handle positional bargaining tactics?
“I prefer more
of an interest-based approach to negotiation. Hence, I might choose not to respond
to some positional tactics and always try to highlight the problems that exist
and the importance of finding a solution speedily.”
Can you give me
an example of how you worked toward mutual benefit when you were negotiating a
deal?
“I have tried
many times to identify my interest as well as those of the opposing party as it
pertains to the deals at hand. Then I try to have an amicable discussion with
the other party on my wants in relation to theirs and we have been able to find
successful compromise.”
Do you always
use objective criteria when negotiating deals?
“The majority of
times I try to use objective criteria however sometimes emotions become
involved and clouds the judgment when negotiating.”
Thank you, Farley
for your valuable view points on negotiating and deal making. I wish you all
the best with DianJen Media, especially as you negotiate deals for your
clients.
