Negotiating with Myself… and with Mr. Vega

“Let us move from the era of confrontation to the era of negotiation”. -Richard M. Nixon, (1971)

My name is Jose Hernandez, and I’m an event and TV production producer. I have worked with the management of several artists here in Puerto Rico and USA. I have learned a lot of things about myself and my profession, and about what I want for my future. In the negotiation process I’ve learned to trust my judgment and to trust myself. Also, I have learned to identify my emotions and to become an excellent professional.

Businessdictionary.com (2008) define “Negotiation” as: “bargaining (give and take) process between two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and reach an agreement to settle a matter of mutual concern or resolve a conflict”. For me negotiation is an action that represents more than that; negotiation represents passion and respect. I’ve learned to be more professional in the time of a negotiation. Listening to the other person, respecting their choice and opinions and identifying needs and other things I’ve learned about this process.

Emotions play a significant part in all this process. Emotions in a deal-making and negotiation process sometimes can be a negative circumstance. We, as leaders, have to deal with this “sentiment” to demonstrate who we are. “To deal with emotions, our general is to take constructive action. Rather than worry about labeling emotions, diagnosing their causes, and figuring out what to do, you can often overwhelm whatever negative emotions a person might have with positive ones. This is done if you express appreciation, build affiliation, respect autonomy, acknowledge status, and choose fulfilling roles”. – (Fisher & Shapiro, 2005).

With the interview of Mr. Ender Vega you will see the entire elements I’ve learned in class. Mr. Vega was a negotiator of the show business since he was born. He is a very respectful person here in Puerto Rico and an extraordinaire human being. Mr. Vega has worked with important artists and with important clients of the entertainment industry. The passion of this leader is to negotiate and producer many show in foreign lands. With the negotiation he expects positive actions and positive benefits for his business. Here you will learn about his life, passion, techniques and examples that keep Mr. Vega on track.

I’m very happy with the things I’ve learned with the Negotiation and Deal Making class. I feel prepared to be involved in any situation regarding the negotiation and deal making process. The past experiences with my classmates were very comfortable and interesting because I can identify my weaknesses and strengths. The role I showed was the role of a real leader. I was prepared with all these elements and I consider the books help us a lot to pass this interesting class. Definitely, I learned to be more patience and professional when I was in the dealing process.

Aldolfo Scheines a great businessman with a lot of experience

I decided for Global Entertainment Business Strategy class to interview a worldwide Latin producer: Mr. Adolfo Scheines. interviewed Mr. Adolfo Scheines CEO of Aines, a production company who make several events, especially children’s events. Scheines, who works for more than four years as an entrepreneur of children's shows, has bought to live shows characters like Barney, Hi-5 and Lazy Town.

In September 2008, the production company where I work bought “Hi-5 Cinco Sentidos” in Spanish for the Puerto Rican children’s. I have to say the negotiation process with Mr. Scheines was hard but very precise, effective and professional.

“My business is my life”, said Mr. Scheines when the meeting started. “The process of negotiation in foreign countries must be organized and full of possibilities. I have worked with several city’s and the experience are important, not for me, but for the future of my business. I like to buy licenses to make live shows all over the world. I made for the Latin American public Barney and Friends, Dora The Explorer, Hi-5: Cinco Sentidos, Lazy Town 1 and Lazy Town 2 among others. The relationship I made from the creators and other producers are amazing. As I said, I really like what we do”.

Mr. Scheines is a great man. He talks about the negotiation process in Argentina. This businessman has negotiating big production all around the world and is an expert in this subject. “Argentina for me y my base, my home. I have offices in United States and Mexico. My clients came from all around the world: Australia, China, Mexico, Colombia, and Panama among others. I like to know all about their cultures and the different productions behaviors”.

Mr. Scheines talks about few points you must have in consideration when we are making business in foreign countries. “The most important thing is to understand the client. You, as a professional, have the responsibility to do it. The other important element is the negotiation process. You have to make sure the importance of the project you want to sell it. You must make searching to find what’s happened in this country in terms of the entertainment industry: people behavior, economic resources, media communications, other possible clients, and political views”. It’s important to emphasize that during the interview Mr. Scheines

was very polite and comfortable. I really like his professional position and his success career.

“The marketing process in this industry is important on all the countries. You want to sell the project; but also, you want your client receive a great expectation from the project. That makes you a great leader. Leader is not the person who always want the success, leader is the person who work hand to hand with the client”.

Immediately I finished with Mr. Scheines interview I run to the class book and started to look different elements projected on this interview. I found this: Understanding principles and processes of international business, recognize and adapt to important cultural differences, effectively communicate verbally and nonverbally in particular cultures and successfully negotiate, market, and manage in a global environment are the important steps to survive when we are making business, specially in this foreign country. Of course, Mr. Scheines was right!!!

Find more Information about EXIM Licensing: http://www.eximlicensing.com/

Acisum Group, Inc: Investing in Educational and Creative Productions

For my class of Finance I have the chance to interview Mr. Ender Vega. Ender Vega is a humble, very professional, successful and wonderful human being. I’m very proud to call him “My Boss”. Ender Vega is the production company Acisum Group’s President which is located in San Juan, Puerto Rico. He started working as a publicist in the mid 90’s. He then discovered his passion for the financial and entertainment business world and created his business in 1998. “I started my company investing all my money in a Spanish-Rock music production called “Fiel a La Vega”. Immediately, the group became the #1 band listened in all radio stations here in the Island”, said Mr. Vega with a smile on his face.

Acisum Group is an event production office, which produces concerts and works with artists and singers. The definition of the name is MUSIC (in Spanish: “MUSICA”, which means music, backwards: “ACISUM”). Acisum Group’s mission statement, featuring the slogan Acisum Group is: “Creating Extraordinary Quality Events”, which summarizes the Company’s goal strategies and values. In the future, Acisum Group will focus on innovations and growth in the areas of event and music productions and artist management with high-tech equipment. Their mission statement is to create and promote productions and provide the best customer service.

In his 10 years as a production office for home entertainment and artist management, Acisum Group has worked and produced concerts such as Vico C – “Encuentro”, Objetivo Fama… “El Concierto”, Tego Calderón "El Abayarde”, Fiel a la Vega, Anais “Asi soy yo”, The Originals ... Grupo Mania, Don Omar ... King of Kings, Don Omar “Sinfónico”, Lazy Town and Hi-5 among many others thus achieving a number one position in the entertainment industry here in the Island. Acisum Group has also worked managing artists like: Tego Calderón, Vico C, Anais, Fiel a la Vega and Tony Dize. Vega’s company has distinguished itself by being recognized by the Puerto Rican press: "Acisum Group creates impressive events”. (El Vocero de Puerto Rico, 2007).

“My business is my life”, said Mr. Vega when the meeting started in his office. Mr. Vega is also the creator of the reality TV show: “Objetivo Fama” (Hispanic version of American Idol and partner of Univision). “I really like to invest in good and wonderful productions and that makes me secure and happy; it’s a hobby”. He answered all my questions regarding lending and equity investing in his company. Mr. Vega has several partners in Venezuela, Mexico, Brazil, USA and Argentina and makes investment with their offices as well. “I hate borrowing money from my partners, but sometimes I have to do it; is the way the business works. Years ago I had a partner in Puerto Rico and our partnership was 50/50; we had the responsibility to have equity investing in our projects. I like to be in that position because if you loose money, you loose only half of it. I have to do it with some risks projects”.

He explained the difference between lending and equity investing. Lending provides (money) temporarily on condition that the amount borrowed is returned, usually with an interest fee and equity investing is the money that is invested in a firm by its owners or holders of common stock (ordinary shares) but is not returned in the normal course of the business. Investors recover it only when they sell their shareholdings to other investors, or when the assets of the firm are liquidated and proceeds distributed among them after satisfying the firm's obligations. Mr. Vega knows his business very well. He plans to continue in the entertainment business scenario with new, creative, educational and wonderful projects.

Product & Team Management: Great opportunity to demonstrate the leader within me

"Talent wins games, but teamwork and intelligence wins championships." 
Michael Jordan (1996)

In the Class of Product & Team Management I have the chance to work in teamwork. The teamwork of my group was really important and very dynamic. The professional way of interaction my group has was the essential key of our project’s success. We always wanted to keep in touch with each other because we knew the importance the project had to our grade. The activities were very organized and clear, that’s why we did an amazing job.

When we came with the idea, my team had no idea about what a professional proposal was. They went searching different references (internet, books, etc.) and learn how to make the proposal. I’m very comfortable with the work my group did. I feel I have an amazing group and amazing professionals and that is very essential in a team.

Our team found some amazing challenges in this project. One of the challenges we found was the idea of making a multicultural event. We needed to know what a multicultural event was because that was the activity we offer to our client. We began to search and started to be inside the clients mind. We finally got the picture and when we spoke we knew every single aspect of the project. The challenges we encountered were the AIB and Work Breakdown Structure. These diagrams were the most complicated part (for me), but we did it.

We have much of significant learning’s regarding this activity. We learned how to put together a great production and a professional proposal in one month. We also learn to work as a group and that’s the most difficult part of all. Working in teams, especially the online one is very stressful and difficult. In my case, that English is my second language, I started to combine different words and different ideas with my group. The beginning results were a little uncomfortable but at the end we became fast friends. I learn more English and they learn more Spanish.

This experience definitely works wonderfully in my learning process for my professional behavior. I’m so glad to have had this experience because I know I’m going to use this example everyday in my professional life. I am an event producer and I now know how to build a professional proposal. The format and structure are very clear and significant in the “building process”. I know this proposal is going to be an example to build another proposals like that with my other projects. Personally I feel very calm and satisfied with what we accomplish.

Working hand to hand with college students and universities

I had the chance to participate as a resource in different activities universities organize. The Inter-American University of Puerto Rico Bayamón Campus make each semester a conference about experiences that the inters found in their working places. I, as a past intern, made comments and give advice to future communicators students (entertainment business area) about how to be a great professional and how to developed a the new opportunity in the work place.

I told them my experiences and how to apply those experiences in their business area. They always had questions of how to make it in this competitive market. I found these conferences as a great opportunity to them because they could formulate their questions and they received answers.

Another important conference I participated it was in Atlantic College in Guaynabo, Puerto Rico. This is the only institution in the Island and the Caribbean that teaches exclusively graphic arts and animation. In this opportunity I had the change to talk about the entertainment business and publicity. I really liked this panel because I could share my experiences with other students and professors. My leadership position in the market gives me the opportunity to become a mentor in my territory. I’m very thankful for that!!

Article (under the title: "Comunicación Creativa Panel de discusión sobre Medios de Comunicación") about my conference in Atlantic College: http://www.atlanticcollege.edu/noticias

"Atención, Atención": Our new BABY!!

“Atención, Atención” is a Puerto Rican live show that promotes educational aspects by the incorporation of music-therapy in children. Paula Rivera who is the creator of this show came to our office and offered us to promote and work with this extraordinaire concept. After we watched a TV Demo and other live shows videos of “Atención, Atención” we immediately agreed to the offer and started to work and present the concept to interested people.

One of our potential clients was Univision Puerto Rico (TV Network). They watched the episodes and they fell in love with the content. Finally, in mid October (2009) we are going to have the “Atención, Atención” episodes on TV! I feel so great because this represents the result of an extensive hard work! Another project we are doing is the production of their live show in a big venue (coliseum – 5,000 people capacity). This show will be presented in December (4 to 6) in the Rubén Rodríguez Coliseum at Bayamón, Puerto Rico.

Right now I’m in the middle of the pre-production process and trying to close more deals with other networks such as: Caracol TV in Colombia, ATV in Peru and Discovery Kids Latin American among others. Also we are doing their booking for several private activities.

My office looks like a toys store. I have DVD’s, CD’s, coloring books, magazines, and a lot of merchandising regarding my new baby: “Atención, Atención”. Also I’m involving many other people who are interesting in the show.

“Atención, Atención” will become the biggest Puerto Rican kids productions of the history. I’m glad to be part of it and I’m glad to have the chance to make decisions about it.

EMMY Experience: A professional experience in LA to never forget

As a TV Producer I need to be close to the Academy, I need to be aware of what is happening in the TV industry. I decided to participate in the EMMY’S Organization for several reasons. First of all, I wanted to know all about the industry, productions, and options and of course, meet some people.

My first activity with them was in June 2009; I flew from Puerto Rico to Los Angeles to participate in a special of fathers’ day called: A Father’s Day Salute to TV Dads. This reunion was live In the Academy facilities in LA. We enjoyed to listen the stories of many famous dads that entertain us from decades to now days. Dick Van Dyke,
Tom Bosley, Stephen Collins,
Bryan Cranston, Jon Cryer, 
Patrick Duffy, Michael Gross, 
Bill Paxton, Dick Van Patten and
Reginald VelJohnson (Family Matters) keep us laughing with the many stories they told us.

In this special I had the chance to meet several of these famous big screen artists. I listened the history of these gentleman and I thought immediately that they are real people too. I liked the way they told the adventures they've had on the TV when they were participating in one or another production.

I had the chance to meet and talk with Susan Somers, Reginald VelJohnson and Dick Van Dyke. Reginald and Dick Van Dyke were amazing, they like to make jokes and they always have a smile on their faces. Mrs. Somers is more intellectual and she is gorgeous. She said to me that the true beauty lies on us. She was amazing.

My conversation to them was related to the entertainment industry in Puerto Rico. They didn’t believe that in Puerto Rico we have only a few local TV programs. I told Reginald that I saw him every night at 12am on Nickelodeon. I invited them to come to the Island and meet me for dinner. They agreed in a lot of things I said and I agreed with their positions. I felt great to talk to them.

I demonstrated the leader within me. I talked with precision and with a positive attitude. I liked the way the conversation turned on. I felt great; I know that this Puerto Rican producer is going to do many memorial productions and wonderful contact. After all, contacts give us alive.