“Coco Mademoiselle conceived the liberation of the feminine identity with fierce defiance. At the birth of her entrepreneurial ventures, including the Chanel brand, she revolutionized the definition of what it meant to be a woman in a world filled with male domination. Her creative mind and savvy business escapades freed, not only herself (if only for a moment) but also women, from the abyss of man’s ideologies of a woman’s place in culture." (Copyright 2014, Madeline Gouin) 

Reflection of Master’s Degree

Mastery: Personal Development and Leadership

No longer did I need to question who I was, what was truth, and where I belonged!               When I began at Full Sail University, I was certain about one thing.  I wanted to self-determine my path towards a better tomorrow.  The first class, Mastery:  Personal Development and Leadership was an affirmation towards that end.  The acclamations of authenticity had personified its face through the readings of author, Robert Greene.  

            I only needed to read, reflect, and resolve what I had already known; the seed of purpose and identity stemmed from the experiential connections of my childhood.  For me, here was the answer of truth.  Here was my root.  

Executive Leadership

Leadership is a personal journey of awareness; it is the voice of a mindful warrior.  

            No longer could I stand with questions only.  Now began the new task of developing discernment.

            Discernment develops by your emotional cues; it manifests answers by understanding yourself in emotion in the unsaid.  Emotional intelligence requires mastery; if not, emotion will get in the way of your common sense.  

            One remaining certainty in this life is the important fact:  you will experience being misunderstood and you will misunderstand.  

            How you deal with this misunderstanding is within your power.  Executive Leadership taught just that; life is full of misunderstandings and when misunderstood,  take action with discernment. Seek deeply within while observing outside yourself.  Your intuition becomes the mechanism that provides insight and discernment.  

Project and Team Management

What good am I if I succumb to the status quo?  What good am I if I succumb to prejudice?

            The beauty that exists within a team’s diversity is the poetic expression of individual responsibility, necessary to move forward a team objective.  Not only do we have to find harmony, but also discover the art of acceptance.  Everyone has an individual vision.  Everyone has their personal objectives and goals.  How we, as a team, harmonize the individual visions, goals, and objectives becomes the cornerstone of success or failure.

           I learned to listen, accept the individual, and embrace the art of the human experience.    

 Business Storytelling & Brand Development

        What must I do to present the very best of who I am?  

            When a product is developed, there is much planning and thought put into it.  Most entrepreneurs have an emotional investment in the product for they are the creators of the backstory.  

            Brand development is about consistency.  What values the brand projects consistently is in correlation to the story itself.  The story may change, but the values do not. Apple, Inc. is a great example of this.

            The backstory of the product is vital in producing image.  Consumers identify with the consistent follow-through a product launch provides, especially if there is emotional investment established between the product and the customer.  

            Through Business Storytelling and Brand Development, I have learned image is all about authenticity and expectation.  Consistency is vital for a brand to survive.  

Entertainment Business Finance

            What good is it to have a vision if you do not have the financial forecast to see the future?            Entertainment Business Finance was an important class for me.  First, it helped me research the market for comparable pricing data.  It is important to understand your competitor in order to discover a happy price medium in an oversaturated market.  

            It was vital for me to understand the profit margin of my product and to have a blueprint of my product’s 3 year financial forecast.  

            Obviously, it is not a perfected science and things can drastically change in any given circumstance however, it is better than a blank page especially when you are dealing with dollars and cents.  

Negotiation and Deal-Making

            The art of negotiation requires a focal point of interest for everyone involved.

            If one party is not looking for a win-win situation within the deal-making process, this can lead to disaster.  This type of negotiation, where one is forced into unfair agreements, damages relationships.

            In negotiations, it is better to find common ground and to practice democracy with dignity and respect for all parties involved, rather than control and tyranny.

           One way to identify control and tyranny within a negotiation is through the rapidity of demands the opposing party may be exuding.  When the opposing party is pushing you to sign, without discussion and contribution of your thoughts and needs,  or is diminishing your points as irrational or non-negotiable, there is a bad contractual relationship simmering.    

           Through this class, Negotiation and Deal-Making, I have learned it is extremely important to take time and read the contract!  Do not sign the agreement without understanding what you are agreeing to.  If you discover the opposing party is diminishing your needs, it is important for you to reconsider.  If you decide to give the opposing party a chance, it is better you re-write the contract rather than rely on oral communications to suffice this need.  Even then, it may be time to just walk away from the opposing party’s offer, rather than trying to build a healthy contractual relationship with them.  

Product and Artist Management

Trust builds upon mutual respect!

            An artist needs to know you are on their side!  They need to know that you, as the manager, understand the artist; art is the life-force of their existence.   It is a great disservice to manage someone and not understand the business of art as well as the emotional investment of the artist.

            A manager needs to wear many hats and needs to have a thick skin.  A successful manager sees the human value of the artist!! An unsuccessful manager should not be attaching value of artist based solely upon money!!! This type of relationship will cause a disconnect in trust and everyone will suffer the consequences of its demise.

            You must create an authentic relationship from the beginning with all actions uplifting, empowering, and pushing forward the artist vision, or you fail as a manager.      

Advanced Entertainment Law

            Shall you pay me $9000 for your online business name or loose the rights to owning it through the world-wide-web?  

            Advanced Entertainment Law was very important in exposing and teaching about cases in trademark law.    

           Squatters are a real issue in the world of business.  They go about finding new businesses through state databases and create URL’s using those same names to claim ownership.  What these squatters are really doing is purchasing (at very cheap prices) the registration name through the world-wide-web with intentions to black mail business owners to pay large sums of money or loose their rights to the name online.  

           One such case is “Panavision v. Dennis Toeppen (9th Circuit Court of Appeals, 1998).”  

           What I have learned is to not give in to the squatter’s demands and to seek legal counsel if it ever does arise.   

Entertainment Media Publishing and Distribution

           What good is it to publish a book with a large publishing house if I have not first done my homework?  

        How do I approach a publisher?  What are the advantages and disadvantages of independent online publishing?  

           Entertainment Media Publishing and Distribution taught me through real life scenarios in proper mechanics of writing a Query Letter, a Book Outline, and an online self-publishing strategy.  

           What I have learned through this process is the business of book publishing.  As an unpublished author, I have learned how important it is to respect the industry by adhering to the standards of publishing houses.  It is vital to contact them through a query letter and make sure you have prepared a book proposal in advance if the agent or editor you sent the query letter to is interested in seeing more.  The industry is much more than a loan to an author.  A good publishing house will invest in your vision, your writing, and your success.  

Digital Marketing

            An entrepreneur is the mechanic of online marketing while the digital tools are the supplies for building your brand’s online presence.

            A very important step in business is creating a marketing campaign online using such tools as a blog, social media, an affiliate program, and direct emails.  A business savvy entrepreneur will advance their goals of ROI by planning, implementing and executing an online marketing campaign that includes campaign pre-planning. Such things as creating a marketing budget, developing an objective statement, developing your marketing goal, identifying Key Performance Indicators, and narrowing down your target are vital to the success of your campaign.    

            Google Analytics is one of the leaders in online E-marketing.  Google offers training and certification for business’s looking to advance their knowledge in developing a marketing plan for a product’s online presence.  One such website is www.conversionuniversity.com.  You can also do some very basic things for your blog and website by installing Google Analytics and uploading Google Maps.    

 Business Plan Development 

        The vision you create as an entrepreneur will be set in motion through a well-developed business plan!

           Developing a business plan requires writing an outline.  Once the outline has been completed then you can begin to supply the logistics.  These logistics include such things as your elevator pitch, your financial plan, and marketing plan.  The first couple of paragraphs typically determine if an investor is interested.  You can say the Elevator Pitch and Executive Statement is the “lyrical” hook of the business plan.    

           By developing each component of the plan, I was able to easily put it together without feeling overwhelmed.  This prepared me for my final class and project.  

Final Project: Business Plan

            The vision is complete and now you must present with passion.  

            The final class, Business Plan, provided the pertinent pieces necessary to present my plan to investors; it is the oral presentation digitally-mastered and prepared.  I am now ready to sell my vision and hook vital prospective partners.

 My Final Thoughts:  

            “We move to a beat uniquely crafted.  What becomes of this interaction flows like the rivers, while today, today presents a unique rebirth.  

            We live and breathe courage, as we stand in strength with our dreams.  We do not know the exact destination; we just know to walk in the presence of an opportunity.  

            Where this journey leads is not easily understood.  What is understood is our  resolve, we are self-determined. We cannot worry of what others may say or do.  We can only be concerned with our actions of today and our visions for the future.” ~ 2015 Madeline A. Gouin 

(Full Sail University Graduate:  Master’s of Science:  Entertainment Business Management)  

Business Plan Development

My original goal for the class, “Business Plan Development” was to develop a solid business plan for my company.  By taking this class, I have not only built confidence in proceeding forward and asking for help from an angel investor, but also developed a blueprint vital to the subsistence of my business.

The assignments in this class helped me alleviate feeling overwhelmed by the vast amount of information an investor wants and needs and also, helped me to execute strategic focus on each part of the plan necessary for an investor to make a decision.  I surprised myself when I finished the financials and now see a glimpse of hope beyond just a dream.  

My insight has increased substantially by taking this class.  I have a better understanding on how to create a business with a blueprint. As a writer, this is a great skill to learn!  As a small business owner, this is a necessary skill to have.

I have also learned by planning and writing your financial prospectus, you are providing a blueprint vital to the survival of a business; it is a tool provided to a small business owner to help build solid goals for the business’s future endeavors.

I am interested in developing business plans and selling them.  This class has laid a great foundation for me in understanding and executing plans with depth and logic.  I now see how important and vital a business plan is for an entrepreneur and investor, alike.

I will use the knowledge from this class to help clarify my business opportunity to potential investors. In addition, I will use the business plan to help foresee the future and make adjustments as necessary.  

I understand how important a business plan is in respecting time! A good business plan will show the investor how valuable his or her time is, not just talk about it.    

Business Plan Insights

Starting a business venture is exciting, but also scary.  There are so many uncertainties and what ifs.  Many entrepreneurs and businessmen (or women) have pursued the vision against the odds.  Many have failed.  

According to The Bureau of Labor Statistics, in 2010, 1,572,597 businesses filed for bankruptcy. Start up failure is quite common among businesses within the first 3 years and the exit rate data through the U. S. Census Bureau shows how frequent it is. Even though the quantitative data shows entrepreneurship and business dynamism is high-risk, both the entrepreneur and small business take the gamble.

What is it about the pursuit of a business dream that causes many to risk everything for a high-stake gamble?  What should you consider to eliminate that high-risk?  

Over the Long Haul William A. Sahlman is the Dimitri V. D’Arbeloff, Class of 1955, Professor of Business Administration at Harvard Business School.  He received his A.B. Degree in Economics from Princeton University, an M.B.A. from Harvard University, and Ph.D. in Business Economics from Harvard University.  He has many articles and books written in the area of business.  One particular book I recommend is, “How to Write a Great Business Plan.”  Mr. Sahlman advises, with simplicity, pitfalls you should look out for within negotiations with your potential investors.  

Sahlman, W. (2008) redeems the cliché, “Too clever by half.”  In essence, he details error in a “dealmaker’s crafty option scheme” and advises it is better to be sensible.  Sahlman writes,

“New ventures are inherently risky, as I’ve noted; what can go wrong will.  When that happens, unsophisticated investors panic, get angry, and often refuse to advance the company more money. Sophisticated investors, by contrast, roll up their sleeves and help the company solve its problems.  Often, they’ve had lots of experience saving sinking ships.  They are typically process literate.  They often understand how to craft a sensible business strategy and a strong tactical plan (pg. 40-41).”  

The greatest take away from his advice is as straight-forward as his book: you should make sure the deal being cut is a win-win situation and both parties advance the underlying objective—the relationship is more than just a money deal (pg.42).  It would be wise to find an investor who is simple, fair, and trustworthy.

Cultural Ideology in Business Creation

Mukti Khaire is a Senior Associate Dean for Planning and University Affairs at Harvard Business School who moderated the interview of Wynton Marsalis, an American Jazz Musician and Artist, in her Webinar “Artist as Entrepreneur.”  She is a co-author of “Survival Beyond Succession?  The Contingent of Founder Succession on Organizational Failure.”  Accordingly, Mukti Khaire hypothesized, “The stronger the ideology embodied by an organization, the greater the rate of organizational failure following founder succession (pg. 441-459).”  

Creating culture is dynamic and natural in any business endeavor and has market value; clearly, marketing campaigns of a product or service details this monetary value.  Mukti Khaire suggests,  “ . . . it would be of disservice for the business founder to assume that the successor of his or her company (and/or vision) will follow with the same zeal as the original intent (pg. 441-).”

Too Clever by Half

Things change and it is wise to adapt.  To carry on a founder’s legacy, with the same fundamental belief system (without flexibility) is not always complimentary, nor realistic.  Thus, it is important to remember, when creating the marketing plan and branding vision of your business plan, be aware of limitations, misunderstandings, and the company’s power of potential.  Same holds true for the investor.  The investor who understands a business’s worth (not only in dollars and cents), is more apt to achieve their final objective:  profit.  

At some point, the founder’s original ideas will inspire new vision. Just as Wynton Marsalis pointed out (in his interview), Duke Ellington’s discovery entailed not only combining sounds together, but also how to orchestrate these blended sounds into a new way of playing.  A newly created business and/or vision can help orchestrate forward-thinking cultural ideologies, originating from the founder’s original vision.  The trick here is to capture the new vision before your competitor does.  A business has a better chance to survive and experience longevity of a developing product and/or company by capturing the new vision.  

As the cliché suggests, “Too clever by half,” it is wise to understand ideologies within company creation, are not stagnant.  There is something to be said about the illusion of certainty. Uncertainty requires flexibility within a company.  Adapting to changing times is a given in any endeavor and especially, if you want your business or product to survive beyond 3 years.  

These are great points to consider in the development of my own business plan. 

References

Haveman, H., and Khaire, M. (2004).  Survival Beyond Succession? The Contingent Impact of Founder Succession on Organizational Failure. Special Issue on the Proceedings of the Conference on Evolutionary Approaches to Entrepreneurship in Honor of Howard Aldrich, University of Maryland, October 3, 2002. Journal of Business Venturing 19 (May 2004): 437–463.

Sahlman, W. (2008).  How to Write a Great Business Plan.  Boston: Harvard Business School Publishing.

DMK Marketing Reflections

I have learned so much by reading the textbook,“E-marketing:  The Essential Guide to Marketing in a Digital World” by Rob Stokes.  This textbook has introduced me to important strategies necessary when implementing marketing campaigns.  I will heed Rob Stokes advice and make sure to plan for online article syndication, website design, CTA (call to action) landing pages, social copy that is conversational, newsletters that are appealing, and an affiliate program that leads to my CTA (call to action) landing pages.     

According to Rob Stokes, "Online article syndication is your platform to pull in new customers and a chance to hold on to the ones you already have.  It is the place where your company becomes an “expert” in the field of which your audience is interested.  Online article syndication can be a great digital marketing tool to improve your rankings with the search engines.  The information presented can interconnect relevant links within your site or outside and provide a place to input key phrases important in increasing your SEO ranking online (pg. 174 -175).  

Rob Stokes shares with his reader, "With the crucial role that search engines play in the way in which people explore the Internet, web development and design go hand in hand with SEO.  And of course, online advertising campaigns, social media channels, email marketing newsletters and even affiliate programs lead people to click through to your website and sometimes, to a customized landing page.  That’s the web design jumping into the mix again (pg. 162).

Websites pre-built by such companies as Vista Print and GoDaddy are a waste of money for any business.  In order for a business to reap the rewards online marketing tools offer, they must develop a digital marketing budget and plan that includes hiring a web designer that knows what they are doing! It is worth the money to personalize by design, rather than utilizing and relying on prepackaged or pre-made websites such as VistaPrint and GoDaddy offer.  

References

Stokes, R. (2013).eMarketing:  The Essential Guide to Marketing in a Digital World. 5th Edition: Quirk Education Pty (Ltd).

Entertainment Media Publishing and Distribution

Entertainment Publishing and Distribution coursework at Full Sail University has provided a blueprint of options for my business endeavors as an author and artist.  There are so many ways to manifest vision and dreams as a creative soul and this class has helped me to propel forward in the business of publishing. 

I was especially impressed with Professor Craft’s textbook, Entertainment Publishing and Distribution.  This book has a lot of good information about the entertainment business including publishing, distribution, film, music publishing, social games, applications, and virtual goods.   As I move forward in publishing my children’s books, I need to consider business strategies including the development of games and apps.  Professor Craft has given me the nuts-and-bolts of this industry and when it is time for me to contact industry professionals, I am going to be able to communicate my needs as a publisher more easily.  

What I was expecting of this class was the actual development of a publishing and distribution plan. Professor Craft’s book does a fine job of providing the pertinent information needed to develop an independent publishing and distribution plan.  

For example, in Chapter 17, Craft details the downside of “traditional” publishing for new authors and then proceeds to provide a wealth of information on POD’s (Print-On-Demand companies), how to purchase an ISBN number as an author, connections to book doctors (acquisition editors), how to be a self-promoter using blogs, virtual book tours, Google AdWords, and etc.  

I have experience in ISBN’s, Google AdWords, and using blogs.  However, I was unfamiliar with Virtual Book Tours.  This is a great option in promoting a book.  I was aware of online radio shows and I am considering using these outlets to promote my books as well.  

I now have a wealth of information at my finger-tips to help proceed in the creation of a viable marketing strategy as an Independent Publisher.  I am very grateful for the class and I will use the book as a viable resource, once graduated from Full Sail University.  

Advanced Entertainment Law

Advanced Entertainment Law from Full Sail University has helped me to develop a better vocabulary of entertainment and publishing law. I have learned through real cases and within class analysis how the law protects a business and/or individual and their intellectual property! I have also learned how squatters diminish the value of trademarks online and what I should do about it if I am a victim of this type of extortion.

This class was very informative because of the way it was structured. The class provided a blueprint of important topics to help push forward my knowledge of entertainment law. This blueprint included, but-not-limited-to, intellectual property, contractual rights, contractual pitfalls, and strategies to alleviate liabilities.

When I wrote the objectives and expectations of this class on my “Mastery: PDL” timeline in June 2014, I desired and thought I would learn how to write a contract and develop it as part of an assignment, guided by the instructor. Instead, the class provided the knowledge necessary in developing and writing my first draft of a contractual agreement. In addition, I now recognize by taking this class, I will save money when hiring an attorney because of the new knowledge I have attained.  

 (Take a look at some of the questions I was able to answer by taking this class!)

Questions Answered this Month

Where does one begin when trying to understand how the law works in the publishing and entertainment industry?

At what point should I hire an attorney?

What is the difference between a copyright, trademark, and transactional   attorney?

What is online counter-fitting?

How does a business hold accountable an online merchant counter-fitting mine or your products?

What rights do I have as a small developing business with limited income?

What rights do I have as an artist and writer?

What should I consider and do when hiring other professionals?

What is the difference between an independent contractor and a work-for-hire?

After taking Advanced Entertainment Law, will I be able to write contracts?

Will I attain the skills of win-win negotiations?

What verbiage should I be wary of when looking at contractual agreements?

 What is the definition and distinction of a non-exclusive license and exclusive rights?

What am I seeking as a newly formulated small-business entity?

What is a disclaimer?

How does the non-disclosure agreement work?

How does a transfer-of-rights work and in what situation would I pursue this option when contracting with other professionals?

What liabilities should I be aware of in any business endeavor I pursue?

How do I protect my assets and prevent contractual mishaps?

Intellectual Property Controversies and Opinion

Hachette vs. Amazon is a controversial debate about Amazon’s demands to Hachette Publishing House to lower their prices on e-books. Hachette does not want Amazon to control pricing of books.  Because of Hachette’s resistance of Amazon’s demands, Amazon created administrative delays in the production and delivery of Hachette’s books causing disgruntled customers while disrupting the publisher’s bottom line.

Gucci vs. Guess is an infringement case based on the use of designs.  Gucci won the case of infringement and Guess had to pay 4.66 Million dollars.

Rogers vs. Koons is a famous copyright infringement case in which the original work of art was a photo created by Art Rogers and used two years later by Jeff Koons to create a satirical presentation titled, “String of Puppies.”  The courts determined Jeff Koons picture was almost identical and Art Roger’s won because the courts identified Jeff Koon’s work as a derivative work of which he did not get permission to use. 

The Amazon case is interesting.  Who should have control over pricing?  Is it a monopoly if Amazon dictates that pricing in a free market?  I question why it is so important for Amazon to control pricing.  Are they trying to attain world domination and push out publishing all together?

Art Rogers case shows how important it is to get permission when using other’s intellectual property even if it is a satirical statement. 

Gucci vs. Guess is dynamic in showing how business in general can be competitive and deceptive. Why is it Guess needs to use similar symmetrical designs to invoke style?  Where are their true artists of vision?

I believe artists should focus on creating their own original pieces and not so much on taking a portion of someone else’s work and recreating it to fit your own ideas. There is something to be said about “a blank page.” 

Product and Artist Management

This month, in Cassandra Willard’s class, I learned so much!  I learned that it is vital to have your client’s best interest in mind if you plan on being in the artist management field for the long haul.  I also learned the field is very stressful and you must prepare yourself for balancing life and work. 

According to Paul Allen, author of Artist Management, an artist manager must understand the artist’s target market.  A manager must be able to act as a negotiator, an advocate, a spokesperson, a therapist, and a mediator if he or she wants to build repertoire with the artist and his or her team. 

The artist has a support team that includes an attorney, a booking agent, a publicist, advisors, and a business manager.  An artist manager must understand how to deal with these relationships, professionally. 

Many things can go wrong during a contractual relationship.  The artist manager must be willing to mediate any conflicts of interest and act as the peacemaker.  This is for the benefit of everyone involved. 

Product and artist management is an interesting field!  I seem to be natural at understanding the position of the artist and have a good understanding now regarding contractual negotiations.  I certainly will consider this type of work in the future, either through my own personal dealings or in the event, I decide to pursue an employment opportunity in the field. 

Product management is an intricate field requiring analytical and research skills.  Even in the pursuit of managing a small business, the owner must be prepared to manage their streams of revenue.  This class has provided me the education to ask the appropriate questions when researching the market. In addition, it has prepared me better in the launching of my own products. 

I am very grateful for having the opportunity of taking the class. 

Negotiations and Deal Making

What happens when you get into a relationship that is position-based?  Is it a negotiation built on relationship or selfishness?  Is there a strategy available to negotiators that can get to the heart-of-the-matter? To answer these questions, Robert Fisher, Daniel Shapiro, and William Ury provide a framework to consider in negotiating!

The anatomy of negotiation includes seven elements:  relationship, communication, interests, options, legitimacy, BATNA (Best Alternative to Negotiated Agreement), and commitments.  In Robert Fisher and Daniel Shapiro’s book, Beyond Reason, and Robert Fisher, William Ury’s, and Bruce Patton’s book, Getting to Yes: Negotiating Agreement without Giving In, you will find not only the diagnosis of position-based negotiations, but also the prescription of options for interest-based negotiations! 

Why do you think there is conflict in the world, in personal relationships, and within negotiations?  Emotion is a natural part of every human experience!  It motivates us, surprises us, and at times, can negate our strategy within any negotiation. 

Fisher, R. and Shapiro, D (2005), define emotion as,  “. . . a felt experience. You feel an emotion; you don’t just think it. When someone says or does something that is personally significant to you, your emotions respond, usually along with associated thoughts, physiological changes, and a desire to do something.”

Multi-dimensional guitarist and artist, Prince, signed contract with Warner Brothers between 1977 and 1978. At the age of 19, he had no idea how “positional” the negotiation was.  Later, when he was living, breathing, and experiencing his life under the contract, he became emotionally charged because he realized the negotiation was not interest-based rather, it was position-based. 

Image Courtesy of BBC UK

In protest to the bad deal, Prince changed his name to a symbol writing “slave” on his face.  According to BBC, in 1996 when Rolling Stone magazine inquired about his new name as a symbol and his non-verbal protests of ‘slave’ on his face Prince explained, “People think I’m crazy fool for writing ‘slave’ on my face. But if I can't do what I want to do, what am I? When you stop a man from dreaming, he becomes a slave.  That's where I was. I don't own Prince's music. If you don't own your masters, your master owns you."  He has now re-negotiated another deal with Warner Brothers!  This time, the contract he signed is under an interest-based contractual agreement.   

Taking Negotiations and Deal Making from Full Sail University provided tools I can use to develop my skills as a negotiator.  One teaching I received from this class was around the importance of building relationships. The class helped me to see the big picture, which in essence, is in mindful development of long-lasting relationships.   I now have the tools and knowledge to develop contractual relationships based on interest-based negotiations.  

References

Fisher, R. and Shapiro, D. (2005).  Beyond Reason. Penguin Books:  New York. 

Fisher, R., Ury, W., and Patton, B. (2011).  Getting to Yes:  Negotiating Agreement Without Giving In.  Penguin Books:  New York. 

BBC:  Entertainment and Arts (2014) Prince re-signs with 'slave' label Warner Bros Records.  Retrieved from http://www.bbc.com/news/entertainment-arts-27081344

Healthy Negotiations Interview

I chose to interview Nate Doerflein who comes from the State of Maryland and played collegiate basketball at CCBC of Dundalk, Maryland.  Nate is a Member Engagement Assistant Manager with Lifetime Fitness and deals with negotiations regularly. What is successful negotiation to you?  Successful negotiation is having an understanding of the big picture here at Lifetime Fitness, having a selling objective, knowing the customer, probing skills, having many options available, and the final signage of the contract.  What is your strategy to get to the final handshake?

My strategy as a negotiator is to focus on the customer’s needs.  What is the underlying reason for interest in membership at Lifetime Fitness?  What is the prospect’s need?  I desire to satisfy the prospect’s underlying reason for fitness!  For some prospects’ this may be to loose weight.  For others, it may be optimum health and a lifestyle change.  I try to get to the core motivation behind the inquiry.  Once I know what the underlying motive is behind their need, I can then provide options that fit their individual situation.  In this way, I give freedom and the power of choice back to the prospect inquiring about annual membership. (Lifetime Fitness provides many options for membership that also includes personalizing the package and this is where I leverage within the negotiation.)  How do you determine the prospect’s priorities? I probe with open-ended questions.  By asking open-ended questions, the prospect feels confident to share what is necessary to help me understand what it is they are seeking in becoming a member at Lifetime Fitness.  What is your goal as a negotiator? To convince and reaffirm the prospect’s belief:  “. . . by signing the membership contract I am going in the direction of attaining a healthier lifestyle or at bare minimum, I am on the right path towards optimum health.”  How do you separate people from the problem? I always look at the individual as an asset.  My negotiation is not about sales as much as it is about building healthy contractual relationships with the clientele Lifetime Fitness services.  This focus causes a win-win situation where I get the sale and the customer makes a lifestyle change for the better. This interview was done at Lifetime Fitness Bloomington South in Bloomington, MN as part of a class assignment at Full Sail University.   If you would like to contact Nate for a membership he can be reached at:

Nate Doerflein Member Engagement Assistant Manager 1001 W. 98th Street, Bloomington, MN  55431. Phone number:  (952) 830-7900  [email protected]

What does this interview demonstrate? Nate’s interview clearly demonstrates what Fisher, R. (2011) refers to as “principled negotiations and the three stages: analysis, planning, and discussion.”  As the interview suggests, Nate probes the prospect member to grasp the underlying emotions associated with the prospect’s state of health.  This is key in getting to the heart-of-the-matter and eventually helping the prospect to see that their decision for purchasing a membership is an asset now and in their future. 

Further, Nate demonstrates the need to separate the person from the problem by focusing on positive attributes and solutions vs. negative past behaviors.  This is vital to a win-win situation for both the company and the customer in the shared belief of sustainability in healthy living and healthy habits.   The interview also demonstrates the mutual benefit for all involved.  Nate does not thrive on sales alone rather he thrives on the mutual benefit between the prospect member and the facilitator, Lifetime Fitness. 

References

Fisher, R., Patton, B., & Ury, W., (2011). Getting to Yes: Negotiating Agreement Without Giving In. New York: Penguin Books.

Finance at Full Sail University

This was a fabulous class.  I learned so much about finance in such a short timeframe.  I was a little nervous at first because I became overwhelmed with the formulas.  However, as I began to read the book and follow the instructions given by my instructor, I began to see a pattern that helped alleviate my nervousness and  instilled confidence in my own sense of knowing.  

When I first enrolled in the Master’s Entertainment Business Management program, I was hoping to put together an income statement for my business plan.  I had no idea how to do this with spreadsheets, nor did I have the verbiage to speak the language of finance. Taking the Finance class this month has given me the resources I need to create a Pro-forma, to understand what numbers mean in determining the health of my business, to intelligently look at options, and make better informed decisions in the future as it relates to my business. Coming from poverty, I too have had to confront the demons of financial inferiority.  When I read the book, “Rich Dad Poor Dad,” I was amazed at the wealth of wisdom Richard Kiyosaki had developed through his childhood into adulthood. He shares a story about his best friend Mike and him having to use their imagination to come up with a plan to make money for themselves.  “. . . we were in control of our own finances, not dependent upon an employer (pg.55)."  This statement resonates deeply within my heart and it scares me too.  Why? The truth is our culture forces us to believe it is only foolish to pursue entrepreneurship.  We are told within the culture of today, since you did not conform and climb the corporate ladder when you were suppose to (at age 20 or so), you will face the path of working in  poverty and work hard to just pay the bills.  Finance helped me to see I had submitted to a society of lies.  I am worthy of being an entrepreneur and intelligent enough to create my own path of financial subsistence.  I do not need to be distracted climbing a corporate ladder.  I am already there.  I may be broke, but I have wealth in my assets namely, my intelligence, my creativity, and esteem.  Corporate culture never intended to build me up to reach my highest potential, but rather to keep me down scraping for pennies on the ground.  I realize working within a corporation, at very low pay, is a great distraction in the pursuit of building up and expressing my own talents.  References Kiyosaki, R. (2012). Rich Dad Poor Dad. Scottsdale:  Plata Publishing. 

Business Storytelling and Branding Development

Business Storytelling and Branding Development at Full Sail University was an awesome class!  What I expected to accomplish (when I first enrolled at Full Sail University) was the development of a concise brand for my first children’s book, The Day Mr. Dragonfly and Ms. Spider United.  I am still working on this book and have hired an independent illustrator to re-design the illustrations.  In the meantime, I shifted priorities.  It has become clear I need to stay on track with building the brand of Earth Am I (LLC) through considerate development and execution of product.  My focus shifted to my memoir, Earth Manifesto.  Earth Manifesto is the branding material for the product in development under the business, Earth Am I (LLC). When I put together my Mastery Timeline, I had an idea my expectations may change.  One of my personal moto’s is to always remember, “Life is like a tree!” 

 Let me expound upon this with a simple analogy.  

A seed settles into the soil where it grows.  Through nature’s intelligence earth, water, air, and fire nurtures the seed.  The seed may have fallen to the earth by one of the many pollinators and/or the wind.  In time, this seed produces beauty.  The seasons change.  The leaves begin to fall.  Winter comes and bares the soul of matter, until spring produces an environment where the tree and seed can once again bloom.  A new seed settles into the soil and sets aflame the processes known as the “creative.” 

Birth, rebirth, and renewal is a natural life process.  Everything is in motion.  Nothing is stagnant.  One of the lessons I have learned is to practice flexibility and be willing to make adjustments when necessary.  I will never compromise the heart-path, but I may as Maxwell, J. (1993) suggests, “adjust the sails” (pg. 103).

Business Storytelling and Branding Development at Full Sail University has given me enough information to begin planning and building my brand.  The class assignments provided a clearer picture of where I am trying to go as an Entrepreneur, a Small Business Owner, and an Artist.    References Maxwell, J. (1993). Developing the Leader Within You. Nashville:  Thomas Nelson. 

Elizabeth Gilbert

  Elizabeth Gilbert enters the stage with her hair dishwater blonde, her clothing magnificently simple, and her voice profound!  What can she teach me?  At the onset of her speech, I am captivated. Maybe it is because I am an artist, a writer, and a creative being.  Maybe, we are one in the same.

Elizabeth speaks about the thoughts and perceptions a culture creates (and of which writers face) with each new project piloted.  Fear of failure is very real at the onset of a new book, especially after an author has achieved their greatest work.  Elizabeth challenges us to reconsider our underlying discriminatory definition of what a writer is.  She speaks candidly about her experience with the societal notion writer’s are emotionally unstable.  She believes her greatest work is behind her.  With that reality, she still loves creating and will continue her life work:  writing.  

Elizabeth educates us on the topic of creative genius, the brilliance of the artist, and the emotional risks of being an author.  She references ancient Greece and ancient Rome as an analogy.  She tries to provide a visual construct in grasping the concept of “distance,” important to an author, when a work is in development.  Elizabeth believes society’s cultural view and perception that the genius of a writer’s book embodies the person, rather than the work, is a mistake.  She goes on to explain, "The creative process is not rational; it is elusive at times."  Elizabeth suggests it is unfair to project the embodiment of the work as part of the author’s personality.

As a writer, I understand the embodiment of fear.  I also understand the psychological construct a writer needs to develop in order to protect the psyche of distraction, apparently experienced when anxiety overwhelms the vision.  Elizabeth gives perspective to that embodiment with the example of Tom Waits and his eventual transformation where he finally realizes the force of creative energy needs nurturing as a flow outside the self.  In this lies the elusive creative genius of artists and in particular, writers.

Thinking critically about the presentation, Elizabeth Gilbert is influential.  Choosing simplistic mannerisms of performance, as she has, places more value on the content of information, rather than the construct of who she is. Who she is as a presenter is obvious in her non-verbal ques.  She speaks with poise, confidence, and intention.  Her stature, as expert, is comfortable, professional, and down to earth.  Her speech flows without error. I really enjoyed the author's presentation!  

Elizabeth Gilbert is the author of many books including, The Signature of All Things and Eat, Pray, Love.  

References E. Gilbert (2009). Your Elusive Creative Genius. Ted Talks: http://www.ted.com/talks/elizabeth_gilbert_on_genius

Tasks of Leadership

There will be moments in our lives where we must make decisions not aligned with other people’s logic.  There will be moments where the paths of options seem unfair or uncertain; or they are paths of options that only make sense to us. It is in these moments where our individual leadership skills are tested, our content of character becomes challenged, and our gauge of awareness pleads for our attention.  Content of character is an interesting concept.  What measurement is there to determine if one has a solid foundation of honorable traits?  Who determines what is honorable, deserving of reward, and acceptable?   People do not understand what your life is like; they only grasp glimpses of what is projected, what their perceptions are in relationship to you, and what they understand and misunderstand.  In this lies the complexity of relationships. Individuals are constantly using their compass of honor (or gauge of character) to determine if a person is authentic, worthy of their time, valuable to their personal objectives, and an astute individual deserving of their attention.  They have a tendency to remember how you made them feel in any given moment.  One of the tasks of leadership is to understand:  an individual’s emotions and feelings relates to an individual’s unique circumstances in history, as in experience.  To what extent is a leader responsible for another’s feelings?  If an individual or individuals “feel” a certain way about a decision that has been made or an action taken isn’t about the leader who has triggered the feelings and emotions through the action or decision rather, it is about the receiver’s inner world of emotions, gauge of justice and injustice, and their personal experiential truth.   As a leader, one must remember you are not responsible for other’s feelings, as much as you are responsible for your own.  You are not responsible for other’s emotions, as much as you are responsible for the practice of mindfulness.  This is where emotional intelligence becomes pivotal in the managing of relationships and self.  Many times feelings seem directly related to the trigger. Emotions take precedence over logic. Sometimes, an individual leader must make decisions that become a conduit of change—right or wrong.   I took the DISC test developed by William Moulton Marston.  For those of you who do not know what this test represents:  it is a test determining a person’s personality traits and measures if you are more or less task-oriented or people-oriented.  The DISC test helps leaders to see better how to relate to others and suggests ways to adapt your personal leadership style to meet the needs of a team.  My test scores indicated I am an “individualist who tends to be positive with people, comfortable working alone, likes to stretch myself intellectually and physically, and has an astute willingness to try the untried.   My prime value to an organization is my ability to focus and not be side-tracked from my drive to achieve an objective, my responsiveness to change, my ability to be inventive when faced with problems, my capacity to function without support, and my ability to encourage others. My DISC personality type indicates, I am responsive to challenges in a practical, realistic and enthusiastic manner.  I am a fact-orientated person capable of providing help based on solid information.  I am assertive, self-sufficient and individualistic. People are likely to perceive me as being rational and creative at the same time.” 

My goal in my 3rd master's course at Full Sail University was to advance my skills in producing and managing independent contractual partnerships.  Over this month, I have produced and am managing an independent contractual agreement with authenticity and mindfulness.  I desired a win-win situation with this person and it seems I have planted the seeds of a healthy relationship.  (Copyright, 2014)

POWER IN THE NOW

A truly great man never puts away the simplicity of a child.

- Chinese Proverb

            The other day my daughter and I were in a dance store purchasing shoes and gear for her classes.  My daughter wondered off to the jewelry area where her heart connected to a necklace.  As I was paying for her dance wear, she approached me with a natural spark in her eye, (seemingly deep), with the necklace in her hands.  I could see my daughter identified with and related to something amazingly beautiful—aligned with her heart.

            As a mother, I was busy.  Had I not been mindful, I may have missed an amazing teaching.  The minute we walked into the store, there stood universal intentions.  From the artisan who created the necklace to the store that selected it for purchase, from my daughter’s heartstrings, to my motherly awareness—the energy of inter-connection had aligned.  At that very moment, the universe provided an opportunity of growth about inner work and chakras.

            As I was finishing up my purchase, the store clerk suggested to my daughter there was a smaller necklace just like the one she had chosen. She grabbed the necklace and placed it down on the counter before my daughter’s eyes. “This one is better.”

            My daughter looked at it and then at me.“I don’t know which one to choose! Mommy, which one should I choose?”

            I was still quiet (thinking) when the store clerk suggested once again, “The smaller necklace is better.”

            “Ok,” my daughter responded, dismissing her inner power.

             As the store clerk took the original necklace away, I became immensely aware. I was witnessing a very subtle form of disruption from the natural order of nature’s intelligence.  The store clerk unknowingly disregarded my daughter’s intuitive nature.  Still silent, I realized the seemingly innocent intervention by the store clerk was an interruption to universal intentions and energies.

            Something deep within echoed, “Teach your daughter—affirm her inner power.  Your daughter chose the minute her heart danced.” 

            I firmly spoke up. “No, I think we will take the one my daughter picked out."

Many times we allow others to persuade us to go a different direction, against our gifts.  We easily amplify others power, diminishing our own. (Copyright, 2014)

My Leadership Style

Executive Leadership at Full Sail University has been a very challenging class for me.  I have learned so much about myself as a leader.  Out of the two styles of leadership taught within class, I would have to say my personal leadership style is more geared towards Maxwell however, I can pull some of Greene’s strategies out of my hat if necessary.  It depends upon the situation I find myself in.  For example, many times in my life I have had to walk away from arguments.  No one likes to be disrespected and coerced into submissive situations.  I have learned violence cannot always be reasoned with.  As such, when I see the aggressor is unreasonable, I remove myself from the environment. This coincides with Robert Greene’s #9 Law of Power, Win Through Actions, Never Through Argument.  He advises, “When aiming for power, or trying to conserve it, always look for the indirect route. And also choose your battles carefully. If it does not matter in the long run whether the other person agrees with you—or if time and their own experience will make them understand what you mean—then it is best not even to bother with a demonstration. Save your energy and walk away.”

Interestingly, Greene's strategy #9 Law of Power has worked successfully in managing social situations  however, in the corporate setting this same strategy has backfired on me.  I am beginning to realize it backfires because the “master" needs to keep me submissive.  For some reason, within corporate settings, I am viewed as a threat.  Understand it is probably because my talents and gifts are the supervisor’s competition.  This is one of the reasons I have despised working for corporate America.  I have concluded, working in a corporate setting is a waste of my mind, if I am working under oppressive tactics meant to belittle my true talents. Corporate games are a distractor in reaching my highest level of potential. I also learned, supervisors can get hostile towards me if I exude my intelligence and solve the game.  In essence, I have outwitted the supervisor which according to Greene’s #1 Law of Power, “Never Outshine the Master,” is a big no-no. Now, I understand why. 

Maxwell delves into strategies to develop a thoughtful leader.  Through the observation of both authors, I have learned Maxwell’s traits/strategies help manage the games of Greene strategists.  For example, Maxwell, J. (1993) suggests, “adjusting the sails" (pg. 103).  A positive attitude in the midst of aggression whose purpose is to keep me off balance, can help alleviate the imbalance created by Greene strategies.  Maxwell also suggests, “creating a climate of change”(pg. 66).  I have worked diligently to make personal changes within my inner psyche, so the Greene strategies do not impact my peace of mind.  References Greene, Robert. The 48 Laws of Power.  New York:  Penguin Books, 09/2000. VitalBook file.

Maxwell, J. (1993). Developing the Leader Within You.  Nashville:  Thomas Nelson.