Dealmaking essentials: who is the “nice guy” and why?

Goals:

Inspire to identify personal communication and leadership styles, principles, cultural orientations, professional mission and best personal business strategy in order to make one’s best deals possible.

PART 1:

Theory of successful deal-making (90-120 mins)

In today’s increasingly unpredictable, technology driven, hyper competitive creative business environment integrative deal-making skills are must-have instrument for any independent professional. This particular course examines key interdisciplinary aspects of successful dealmaking for film composers with strong emphasis to interpersonal relationships building and its universal ingredients. The specific objectives of this workshop are:

ASSESS briefly the implications of the most recent global economy factors for the creative economy, independent professionals and communities (3 mins).

REVIEW the major unalterable self-promotion practices and their “secret” sauce (3 mins).

ANALYSE relationships rationalisation formula, “building blocks” of trust, rapport and subjective sympathy, along with its analogy with universal storytelling and dramaturgy principles (15 mins).

IDENTIFY definition of culture and values in international context, characteristics of culture, models and examples along with their correlation to successful dealmaking (10 mins), major verbal communication styles across cultures, clear communications criteria and deal analysis tools (15 min).

EXPLAIN key cultural dimensions in the interpersonal and organisational implementation, importance of cross-cultural awareness and negative consequences of extreme stereotyping (10 mins).

DESCRIBE analogy in multilateral communications harmonisation with composing, mixing and mastering processes (shortly, in 3 mins).

DISCUSS Investment pitching process in correlation with four-elements structure of story, analogy with pitch in music and how-to approach the “right person” at the “right place” strategy (10 mins).

EXAMINE universal laws of argumentation, based on the vibrational pyramid principle (4 mins).

PROVIDE general overview of leadership theories, managerial styles and organisational cultures with emphasis towards Z-type managerial type and motivational leadership style (15 mins).

PART 2:

Skill-building game session (2 hours+)

International and multi-stakeholder collaborations are critical to succeed in meeting global challenges, whereas leaders are increasingly required to lead agile and adaptive teams, remote collaboration, and diverse workforces. Transformational board game “Creators Negotiate” is designated to learn fundamentals of integrative negotiations and conscious leadership, build compassionate and cooperative atmosphere among players, while discovering hands-on, practical solutions for real-life business related cases in small teams (3 to 5 each) .

Game session framework

At the first stage of the game session students (preferably teaming with deans) take turns in pulling out a card, read it, get prepared to answer questions (using their individual experience, newly gained knowledge or references, including friends) and provide the answer themselves (within three minutes or so), followed by feedback (“clear”, “convincing”, “full”, “valid” marks) from other players in the form of one only token. (Thus, players meet the goal of the first stage, which is mental “warm up” for the second practical stage). After that, session leader is identified randomly (the participant who receives the biggest amount of “marks” of one out of four specific types) as a result of dice rolling.At the second, practically oriented stage, participants are offered to recreate real-life actual deal-making case, based on the circumstances, proposed by the leader of the first stage. By developing communications from real-life situations in roles (colleague, partner, boss, etc.), players can also interpret possible negotiating scenarios of the same case, based on its different aspects (such as perception, trust, manipulation, culture, empathy, etc.), which are defined with the help of dedicated roulette.

The rules specifically made flexible, so that players can fully express their creativity, while implementing own vision. In this way, students will manage to identify and transform the potential available in any deal-making situation into a viable action plan in a pleasant game atmosphere and, consequently, in reality.

Prerequisite:

“Creators Negotiate” game set (in an amount of 1 per 5 players at a time).

Learning resources:

1. CREATORS NEGOTIATE, Ilya Ivanovich Chernobay. Published by Ridero, 2020.

2. INTERNATIONAL MANAGEMENT: CULTURE, STRATEGY, AND BEHAVIOR, TENTH EDITION Published by McGraw-Hill Education, 2 Penn Plaza, New York, NY 10121. Copyright © 2018 by McGraw- Hill Education.

3. Doing business internationally: The Guide to Cross-Cultural Success (Burr Ridge, IL: Irwin, 1994), and Sarah Griffith, “Intercultural Business Communication: High Context vs. Low Context Communication,” HubPages, 2011

4. Jordan B. Peterson: Beyond Order: 12 More Rules for Life (1900) USA: Penguin Random House

5. Stefan Molyneux: The Art of The Argument: Western Civilization's Last Stand (2017) Canada.

6. Thiel, Peter A. Zero to one: notes on startups, or how to build the future / Peter Thiel with Blake Masters.