Lingua Franca
Words and phrases used, devised or overheard during my negotiations in the entertainment business. I encourage colleagues to email me any new words or phrases not provided below.
Ask Def.: the proposed term(s) or starting point in negotiations made by one side to the other.
Chazer Def.: (Yiddish) literally, a pig but used to describe a greedy, overly aggressive person or exhibiting such behavior during negotiations.
“Cinderella Deal” Def.: (Origin Unknown) the ideal outcome for a party in negotiations.
Counter-productive Def.: See Chazer
Deal Fatigue Def.: (Origin unknown) the point in protracted negotiations where one or more of the parties either close on terms that they might not otherwise agree upon just to get the deal done or are prepared to terminate negotiations despite any benefits that may come from closing the deal.
Draconian or Aggressive or Oppressive Def.: See Chazer
“Drinking From The Trough Of Distrust” Def.: (Me) the point in which negotiations become so polarized that they have the potential to irrevocably damage the business relationship between the principals.
Ego Nickel Def.: (Origin unknown) a deal point of minimal value to the giving party but significant enough to the receiving party that they in turn compromise on another deal point desired by the giving party. Also, a deal point or compromise that allows the receiving party to save face.
Hinky Def.: erratic, overly exuberant, irrational and sometimes self-destructive behavior by one or more principals in the presence of or after money has been offered on a project but before an agreement is in place between the parties; usually counter-productive to negotiations or to ultimately closing a deal.
“I can’t recommend that.” Def.: “No” but can sometimes mean “Let me check with my client first.”
“Not Acceptable” Def.: No.
OK Def.: “Yes, but I reserve the right to change my mind.”
Pig or Piggish Def.: See Chazer
Pregnant Def.: limited or no leverage in a negotiation because the party has already made a significant (and usually irrevocable) commitment to the deal.
Pre-negotiated Def.: “Take it or leave it” on the first draft of a deal or round of discussions.
Quote Def.: Current salary history in the entertainment business. Frequently by the reps giving the quote as the starting point or “floor” of negotiations. Likewise, reps for the employer can justify giving a certain amount of compensation because the employee has precedent for such fees. Quotes sometimes apply to non-monetary deal points such as engagement of an assistant, size of a dressing room, etc. Usage: “What’s your client’s quote for writing similar work?”
Rep Def.: Agent, lawyer, manager representing a principal.
“Talk Tachlis” Def.: (Yiddish/English Derivative) “Let’s get to the bottom of this”
Updated: 20 March 2008
