52 BCBUSINESS FEBRUARY 2020
How do you approach contract
negotiations?
DW: "It's a matter of going out and doing
your own research. I've bought a bunch
of books on the subject and had conversa-
tions with colleagues, people in my posi-
tion. But you need to do your research,
because every industry—and every
territory—has its own set of rules. One
industry might be more aggressive, more
forgiving than another. So you need to
know what your battleground is as well."
CM: "I kind of relate it to water. If you put
something in front of water, it goes around
it, it finds a way to get to the other side.
That's how I look at negotiation in the
sense that as an agent for my client, we
have goals and what we want on our end,
and on the other side of that, they have
their goals."
RM: "Understand as best you can the
needs of both parties. And understand
specifically your client and their needs
and what they're trying to achieve. You
have to know where [your negotiating
partner] has some room to move, what's
Trying to hammer out
that contract with a
prospective employer?
A talent, a sports and
a literary agent share
their negotiating tips
Let's
Make
a Deal
2020
HR
REPORT
The Agents
DAVID WHITMEY
Founder, Moving Pictures
Talent & Entertainment
Group, White Rock
Launched: 2011
Employees: None
Clients: About 70
CLIFF MANDER
Founder and CEO, CKM
Sports Management,
Vancouver
Launched: 2010
Employees: Six
Clients: 80-plus
ROBERT MACKWOOD
Founder and president,
Seventh Avenue Literary
Agency, White Rock
Launched: 2005
Employees: Two
Clients: 40 to 50
