Fish(er) Tales

I was asked a few questions about my negotiation techniques this week, so I thought I’d share the highlights. Virtually every business situation is an opportunity to negotiate including discussing project specifications, deadlines, and of course, money.

Don’t think of these situations as confrontational. Instead look at it as a value proposition — giving the client value and getting certain value in return. Clients have to see the value in what you offer. Are you saving them time, money, aggravation, or what? You have to see the value in the project as it relates to your business/career.

Keep the emotions in check and focus on having an honest discussion about each person’s role in the project. I find that when both parties have a clear idea of what they want, any negotiations go a lot smoother. This isn’t some power struggle. With the kinds of creative work we all do, it’s about working together toward the client’s goals.