Negotiating with Stan Jones

STAN JONES

Award Winning

Songwriter and Producer

February 19, 2012

By:  Yolanda Clay-Moore

Stan Jones is an award winning songwriter and producer.  In addition to establishing himself in these areas, he is also a gospel Artist.  Stan Jones has won numerous awards including a 2011 American Society of Composers, Authors and Publishers (ASCAP) award.  This award honors the most successful songwriters and publishers in R&B, Hip Hop and Gospel Music.  This particular award was given for writing and producing Brian Courtney Wilson’s hit “All I Need.”  This song spent 92 weeks on the Billboard Hot Gospel Song Chart, breaking the all time record for the longest running current single ever in the history of the Billboard Gospel Charts, which also went on to receive a 2011 GMA Dove Award nomination for Urban Record Song of the year.  In 2010 Billboard year-end charts would name Stan Jones as the #3 Songwriter and #4 Producer of the Year.  He has worked with artists such as:  Yolanda Adams, The Williams Brothers, Marvin Sapp, The Jackson Southernaires and many more.  This doesn’t even touch the surface of his many accomplishments.

Yolanda:  How did you initially negotiate as an artist?

Stan:  My first album was with Blackberry Records and they approached me and asked about what type of deal I was looking for?  I wanted a one album deal so I could make judgments based on the  performance.  I also wanted so many pieces of products, that when sold  I would have 100% ownership.  (He was obviously successful with his negotiations.  I don't think he made demands, only requests.  This is an art form that one must master)  I am currently negotiating with another company. 

Yolanda:  Was negotiating as a producer different than as an artist? And How?

Stan:  As a producer, it's a little bit different.  The only difference is you negotiate a per track deal, because you may not do a whole album.  It is definitely about negotiating, because there are others you are bidding against for the gig.  When you have the privilege to be able to negotiate, is when you have a track record that's believable with  most labels.  A lot of people can say they worked with particular artists, but if they don't have hits, so having a track record of hits definitely creates a demand for you and gives you more negotiating leverage.  If you haven't accomplished this, then there is no negotiating (he laughs).  A successful track record can put you in the negotiating seat.  The world is based upon proof!

Yolanda:  Can a musician have leverage?

Stan:  Being a musician myself, yes a musician can have leverage.  The main thing is loyalty.  Other factors include having character, reliability and dependability.  These are the things producers look for, and are very hard to come by.   There are many musicians with the talent, but they lack the character to be able to work with them.  

Yolanda:  Have you ever been taken advantage of ?  If so, how did it change your negotiating tactics?

Stan:  (He laughs)  Yes I have been taken advantage of.  I have been dealing with this issue the past couple of day (I hear you Lord).  Also when I first got started I was being used.  I allowed myself to be used, because I felt like it would pay off and it did.  You have to stay somewhere.  Stay on the path and keep knocking it down.  I heard someone say, "You can't grow roots if you keep changing soil."  Stay there and fight and continue to grow.  I'm glad I had a mind to stay there.  I'm grateful for those stages.  I now take pride in taking care of my musicians, because I just graduated from there.

Yolanda:  We’ve learned five core concepts in negotiating, what role have any of these played in negotiating deals?

Stan:  (Affiliation) Negotiations are the beginning of relationships.  It's totally better if you can be in that person's presence so they can feel your personality, your spirit and who you are.   They may have a better interest on your behalf and want to help you, rather than just seeing words.  Those are definitely different dynamics in negotiating.  Some executives don't want to take a chance of getting personal and won't meet you, they want to keep it strictly professional.  If the person allows it, definitely take advantage of it.  It becomes more personable. (Autonomy) I can sculpt the things that I want.  I'm not told what to do.  I'm not exclusive to anyone.  There have been attempts to make me exclusive, but that's not what I wanted.  I'm my own boss.  

Yolanda:  How often do you assess your role and where you want to be?  Is it something you think about or does it just happen?

Stan:  I think about it daily, all day, everyday.  I see it before I do it.  I visualize that it can happen and I pursue it. I don't understand how people can be arrogant.  I continuously strive.  When I reach one level, I'm trying to reach another level.  That's why it's hard for me to understand arrogant people.  They are complacent in where they are.  People who are humble are people who are still striving to get higher than where they are.  Sure they have great accomplishments, but they want to go higher.