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Do Deal

Negotiate better. Find hidden value. Enrich relationships.

Richard Hoare & Andrew Gummer

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*Winner – Short Business Book – Business Book Awards 2023*

We negotiate constantly. In work, and in life. As we try to secure the best deal for ourselves or our clients, it can feel like a tug of war – without the fun. Yet what if the process was more collaborative, and led to a successful long-term partnership? 

In Do Deal, music lawyers Richard Hoare and Andrew Gummer share their refreshing approach to negotiation. Not only has it led to major record deals and enduring creative relationships, but also a reputation for getting the deal done without leaving both parties bruised and battered. Now, they will help you to:  

  • Identify your natural negotiating style
  • Develop strategies to deal with difficult situations (and people) 
  • Build trust and negotiate more collaboratively
  • Think creatively to enrich deal terms 

With case studies from Glastonbury Festival and films such as True Grit, this is an essential read before any negotiation. Very soon you'll be approaching the bargaining table with new skills and greater confidence, regardless of the cards you're holding. Deal? 

This paperback purchase includes a free ebook download.


The negotiation techniques I've learnt from Richard and Andrew have already saved me (quite literally) thousands of pounds and hours of sleep, as I navigate what is, for me, the new world of starting a business and representing clients. This book and its authors come with the highest recommendation!

Thando Zulu, founder of Zulu Music

Negotiation is something that I've had to learn on the job, but I was looking to improve how I communicated the value of our work to existing and prospective clients. Do Deal was a very timely lifeline – not just because it had some excellent tips and advice in structuring negotiations, but also because its common-sense approach helped me to identify the soft skills that I already possessed and gave me the confidence to adopt some new approaches and techniques to get a good deal over the line. Highly recommended.

Sophie Rochester, CEO of Yodomo and author of Making a Living


Do Deal - Negotiate better. Find hidden value. Enrich relationships - Audiobook

About the authors

Both Richard and Andrew are lawyers working within the music industry. Richard runs Hoare Associates, which he established five years ago after a decade working at Clintons. Based in Somerset, they maintain an extremely high quality and diverse roster that currently includes AJ Tracey, Kelis and Glastonbury Festival. He is a graduate of Harvard Business School’s ‘Negotiation Mastery’ programme. Since qualifying as a barrister in 2005, Andrew has worked with key companies in the music industry including EMI, Virgin Records and Warner/Chappell, across all genres of music. He is currently part of Pink Floyd’s management team and director of the classical record label, Coro. Between them, they have more than 50 years’ worth of negotiation and music business experience and a reputation for getting the right deal done, without a fuss, and without leaving both parties feeling bruised. They also run an online ‘Music Business Negotiation’ course.

Product details

  • Published: March 2022
  • Dimensions: 120 x 178mm
  • Extent: 128 pages
  • ISBN: 978-1-914168-04-8
  • eBook ISBN: 978-1-914168-05-5


Linocut prints by Hannah Cousins

Paper & print details

Paperback editions printed by OZGraf Print on Munken, an FSC-certified paper

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