8:46 PM
Chris Hansen
In an industry where sound means everything, Jay Brooks manages to negotiate his self to the top. As an inspiring audio engineer, Jay specializes in a/v sales and event coordination. His main objective is to sell and negotiate prices for rooms and equipment rental.
I sat down with Jay to discuss his negotiation experience and what he has learned while working in the industry.
On a daily basis, Jay says he deals with negative emotions.
“Clients are always trying to get a better deal. Many believe that the prices are too much. I use my experience to defuse the issue. Leverage and power is my tricky tactic. No one in the city offers the deals we have. It allows me negotiate more loosely.”
Jay is always looking for a deal to benefit, both, him and the client. He uses objective criteria everyday.
“I always separate the people from the problem. Separating the people from the problem affects the outcome tremendously. It allows us to come to conclusion much faster, without all the tension. We're able to discuss, identify and understand all interest we have. From there, we negotiate and find common ground, in which we both benefit from.”
As I continue my journey through the entertainment industry, Jay advises that I handle each situation differently and be open-minded.
My interview with Jay brought countless things to my attention. First thing first: Keep business, business. Leave all emotions at the door. Emotions interfere with the logic behind all reasons. An objective criterion is must. It may take awhile to see the other sides’ reason. However, after doing so, you will be able to negotiate and find common ground, in which you both benefit from.
I would like to thank Jay Brooks for taking time out of his busy schedule and proceeding with this interview.
