Gentle Power 26. Negotiating a $800K DJ contract & robot combat
Sep 26, 2025
David Carvalho, an entrepreneur and veteran DJ behind SF Vibe, shares his incredible journey from local bars to major events like Dreamforce and Coachella. He discusses negotiation tactics, emphasizing the importance of understanding partner priorities before pricing and using contracts wisely. David shares a wild story of salvaging a robot combat event after a partner pulled out, and how he handles extreme artist fee requests. With insights on building relationships over cold outreach, he highlights integrity and strategic gig choices to foster a successful career.
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Last-Minute Robot Rescue
- David found a robotics partner on Twitter days before a big event after his original partner pulled out.
- He negotiated revenue-share and exposure instead of a traditional fee to get the show running.
Build Trust Before Contracts
- Start relationships and explore needs before presenting a contract so you don't scare partners away.
- Use a letter of intent once alignment exists, then move to formal contracts at the right timing.
Ask Priorities, Then Price
- Ask partners directly what they want (money, exposure, or fame) before negotiating price.
- Tailor your offer to their priorities rather than guessing their motives.