Charlotte, NC has attracted many entertainment industry professionals with the growth in nightlife, venues, and music promotion. Nathan Smalls is one of the industry professionals calling Charlotte home. The New Jersey native fills many hats in entertainment. In 2001, he created Chris Kerry Group (CKG). Through CKG, Nathan has produced “Women of Color Expo” and R&B LIVE. In addition to being a Brand Marketing Manager, he also manages radio personality, Jacinda Garabito and DJ Badala B. With the recent boom in Charlotte’s entertainment scene, Nathan decided to move his operation from New York, NY to the South. Being a professional in the industry, many of your positions will be in deal-making capacity. This is something Mr. Smalls know all too well.
One negotiation topic Nathan has to focus on is gaining “mutual benefit.” With his music franchise, R&B LIVE, the mogul has to negotiate with venues to secure a location for the event. Venue management has to foresee a benefit to their business through his proposals. The event is held on Thursdays, which I normally an off night for many bars and clubs. The venue owners and managers that agree to the terms of their agreements with CKG, receive benefit through increase patronage and business. Another negotiation topic Nathan has to focus on is “leverage and power.”
Successful professional experience is one of the best ways to gain leverage and power while negotiating. Producing successful events such as Women of Color Expo and R&B LIVE has increased Nathan’s level of leverage and power. This allows him to gain advantages in negotiating a deal. With the knowledge Mr. Smalls has attained during his professional journey, I have decided to learn some of his tricks of the trade.
