Deal-Making in Arts & Entertainment

Catalog description

This course explores all practical aspects of deal-making in commercial entertainment and the art of negotiation as the catalyst for success. Through forensic analysis & discussion of multiple types and structures of short and long-form agreements and the wide variety of provisions to be found therein, students will gain knowledge of key legal, historical, discipline-specific and industry-wide contexts of deal-making. Readings and lectures will focus on the nuts and bolts of negotiation – from essential research processes to finding and exercising bargaining power to knowing when to compromise and when to withdraw. Skills gained will be exercised through role-play, writing and ongoing analysis of peer and professional contracts. Students will gain and exercise deep understanding of agreements across multiple disciplines and the common elements therein including agency, personal management, personal appearance, merchandising, endorsements, creative ownership and union influence will be explored, as well as the unique characteristics which apply to distinct disciplines. For Arts & Entertainment Industries Management majors or minors only except by permission of Dean.