It was hard for me to not exploit Sammie’s honesty, but the fact that she made an extremely generous first offer eased the deference in my mind.
Had she not disclosed this information and we had made a deal that Heffen later lost money on because of Sarsen’s health, Heffen could have sued Pacific and won. Furthermore, by telling me about Sarsen’s lethal disease, Sammie covered Pacific legally.
By opening up and making herself vulnerable, she also showed me that she was interested in making an honest deal: a very attractive trait in a negotiator. While I could have leveraged this information against her and forced her to meet my price points, I did not because this disclosure of information built her trustworthiness and character value. Sammie had the choice of whether or not to bring up this confidential information during the negotiation, and luckily, she decided to share it with me. If he dies and the band is incomplete, either the band will refuse to continue with the reunion album at all, or sales will be very negatively affected. Because Sarsen is a key member of the STAR group, his health was an essential part of the negotiation. In this case, one of Pacific’s (Sammie’s) clients, Sarsen, was diagnosed with AIDS, and my company, Heffen, did not know about it. This negotiation was different from those in the past because it introduced a question of ethics. If we had only negotiated on the terms given in the background information, we would not have been able to reach a compromise since we had some very opposing positions. Luckily, Sammie was interested in devising creative, alternative options so that we could meet our common interest of getting this album made and grossing a large profit. From the beginning it was clear that the other party, Sammie, understood the importance of striking a deal and the artistic tragedy that it would be if STAR never made another album. The negotiation, overall, went very smoothly. While Pacific represents three of the band members, Heffen has exclusive rights over only one member. We had to negotiate over whose name the album would be under and the proper compensation, and who would have artistic control. This week I played the role of Heffen records and negotiated with Pacific records in regards to a reunion album of STAR, a rock band whose members are split between our two companies.
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