How to Negotiate as a Creative Contractor
It’s never the easiest thing to negotiate. Years ago, when I was heading in to see my division boss and I was going to ask for a $170,000 raise, a friend told me that I should ask for what I wanted and stop talking. So, I did, and I didn’t get all that I wanted right then, but I got close. Lesson learned. But is that a helpful strategy for creatives? And, why is negotiating as a creative so tough? Part of the pain is just how hard it is to place a value on something that you have made. It’s easier when the market helps guide the way but assigning a value to something you’ve created is not very easy. And it’s personal. In the end, this is what makes creating both a joy and a challenge, just how personal it feels. Whether you are negotiating for a deal, or promoting yourself, or even finding your groove again, everything comes back to “me.”
Here are a few things that I have found that help:
Do your Research
I’ve found that a little research can really help when setting up parameters for a negotiation. Just how much will the market bear for your work? Many have gone before so follow in their tracks. And then figure out how you line up against the market.
Seasoned Pro, or New to the Game?
Are you a total newbie? This will bring the price down a bit, although if you have an agent or rep that is fighting for you, and believes you are the “next big thing” this might increase the value of your work. Lean into your cred based on expertise as a factor in negotiating.
Never Seen This Before, Eh?
This is a harder one because I truly believe there is almost nothing new under the sun. But if you feel you have something fresh that is going to rock the world, be sure to promote this aspect. But again, do you research, you might not be the newest thing, but what you have brings a new color to an old story.
Faith
When negotiating, no matter how insecure you might feel you have to muster up some faith in who you are, what you have a passion for doing, and why you are doing it. Get that motivation right (money is a bad reason to do anything – I believe it comes when you are in your groove), take a deep breath and step out. And as they say, if at first you don’t succeed, try, try again!