Cold Call How Entertainment Lawyer John Branca Negotiated for the Beatles Songs Catalog
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Nov 26, 2024 James K. Sebenius, a Harvard Business School professor and founder of the school's negotiations unit, dives into the fascinating world of high-stakes deals. He discusses John Branca's strategic negotiation for the Beatles' Northern Songs catalog, emphasizing the blend of cooperation and tough bargaining. Sebenius highlights ethical dilemmas and the emotional components at play, revealing how these dynamics influence outcomes. The conversation also touches on unexpected moments, like an intriguing call from Richard Branson, that shape negotiations in the music industry.
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Jackson's Interest in Music Publishing
- Michael Jackson, advised by Paul McCartney, started collecting music publishing rights.
- He tasked his attorney, John Branca, with acquiring catalogs, leading to the pursuit of the Beatles' Northern Songs catalog.
Branca's Early Successes
- Branca, a skilled negotiator, secured better contracts for Jackson early in his career.
- He even secured funding for the groundbreaking "Thriller" film.
Passion's Double Edge
- Passion in negotiations can be a double-edged sword.
- While it drives desire, it can hinder impartiality and create vulnerabilities.