About the Course

Learn vital new skills as well as refreshing your existing approach. We will explore some of the more recent innovations and ideas reflecting how the approach to negotiation continues to change and develop.

Most negotiation books and courses teach a particular style and approach, but everyone is different and we take account of that. Learn to play to your strengths and avoid being held back by your weaknesses.

Engaging and energising practical exercises will stimulate and hone your skills.

The course takes place over 6 weeks, with  focussed 90 minute, weekly interactive seminars.

Richard Hoare and Andrew Gummer have over 50 years negotiation and music business experience between them and a reputation for getting the right deal done, without a fuss and without leaving the parties feeling bruised, battered and resentful.

Richard runs his own practice which advises an exceptional and diverse community of artists, as well as some of the most forward thinking businesses working in music today.

Andrew has been a director at a number of major music companies and is part of the Pink Floyd management team, and a director of the Sixteen's music label, Coro.

Both love a really good negotiation!

Who is this Course for?

In house lawyers / A&R professionals / Independent label owners or management teams / Artist managers / Agents

Previous Attendees

some of the most forward thinking teams in music, choose to send their brightest negotiators to hone their skills with us

Some of the areas we will cover:

  • What kind of negotiator are you?

  • Preparation. Framing. Process.

  • Value creation from competing interests

  • Advanced persuasion techniques

  • Dealing with difficulties (people, problems, process)

  • Ethics in the music business

Why choose this course?

We negotiate every day in the music business. Complex, high value transactions, with multiple  parties and interests, as well as the unique dynamics and sensitivities which apply to the commercialisation of music. 

Research indicates that very few of us undertake formal negotiation training, but those who do, enjoy tremendous gains in virtually all aspects of their work.

Our course is tailored specifically to negotiating in the music industry, by professionals who have spent their careers honing their skills in this area.


Richard Hoare

Richard runs Hoare Associates, which he established 5 years ago after 10 years at Clintons. Based in Somerset, they maintain an extremely high quality and diverse artist roster (notable work in the last 12 months includes AJ Tracey, Burial, Bonobo, Jordan Rakei, Peggy Gou, Mark Ralph, Toddla T, Joel Corry & Thundercat) as well as advising some of the most forward thinking businesses in music (including Warners, Warp, Black Acre, Anjuna, NCS). Richard is a graduate of Harvard Business School’s distinguished “Negotiation Mastery” programme.

Andrew Gummer

Andrew has worked in a number of key companies in the music industry since qualifying as a barrister in 2005. This has included records and music publishing (EMI, Virgin Records, Warner/Chappell, Mushroom Records, Boosey & Hawks, Imagem) across all genres of music. He is currently part of Pink Floyd’s management team, director of the Classical record label Coro, advises a number of individual artists and is also the person Richard turns to when he hits a particularly tricky negotiation.

Our Next Music Business Negotiation course Starts on Thursday 29th April at at 5pm

Limited places remaining

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