THE ART OF THE DEAL: NEGOTIATING STRATEGY AND TECHNIQUES FOR FILM & TV MUSIC Saturday, March 25 - Sunday, March 26, 2000 Film Music Institute at the Entertainment Technology Complex, Glendora, CA.

This professional level 2-day course features two days of intensive instruction and exercises designed to help attendees achieve a high level of skill and confidence in conducting negotiations for film and television music projects. This course applies to the dealmaking stage of projects, but also contains workable techniques and strategies for various other negotiations that may occur before, during and after a scoring job has been completed.

Day 1 of the course focuses on negotiating skills, including identifying opportunities, cooperative negotiating, different types of negotiating strategies, using listening skills, offers/concessions/options, handling objections, handling unrealistic budgets and deadlines, and how to turn a negotiation into a lasting relationship. Specific negotiating strategies and techniques applicable to film & television music deals will be discussed and demonstrated, including extensive hands-on participation by course attendees.

Day 2 features two panels of industry dealmakers including attorneys, agents, music publishers and others who will discuss specific negotiating points that are part of film and television music industry productions today. A special emphasis will be placed on actual, real-life productions and the dollars, negotiating points, and other factors that are part of these deals. A variety of scenarios will be played out that reflect real-life negotiation situations for different types and budget levels of film and television projects, and questions and participation from the course attendees will be encouraged.

LENGTH: 2 Days: Saturday 9:00am-5:00pm, Sunday 10:00am-4:00pm

COURSE FEE: Pre-registration: $225.00 for 2-day course, including all materials. On-site registration, $245.00

LOCATION: Film Music Institute facilities at the Entertainment Technology Complex at Citrus College, 1000 West Foothill Boulevard, Glendora, CA (10 min. east of Pasadena, CA.).

INSTRUCTORS: Negotiation Training (Day 1) is taught by international trainer JIM MCJUNKIN, who has trained and coached professionals in dealing with change and creating opportunities for over 20 years. His clients include Xerox, Pitney Bowes, Pacific Bell, Avery International and Pepperdine University. Day 2 features a team of agents, attorneys, music publishers and others from the film and television music industry.

TO REGISTER, visit or
TO REGISTER BY PHONE, call 818-729-9500 or toll free 1-888-456-5020 ** 10% Discount for Film Music Network members on all Film Music Institute courses **


April 22-23 - The Art, Craft and Technology of Contemporary Orchestrating for Film and Television (Instructor: Steven Scott Smalley)
May 6 - Music Licensing for Filmmakers: Everything You Need to Know (Instructor: Michael Creighton Rogers)
May 6-7 - Film and Television Music: Breaking Into the Business (Instructor: Mark Northam)
June 3-4 - Conducting Workshop for Film and Television Composers (Instructor: Brad Keimach)

Course space is limited - register early to guarantee your space and receive pre-registration discounts!