Today's topic is something we, people who work in the arts industry, often push aside, something that might make you feel a little uneasy, but trust me, it’s essential to your art career. Yes, we're diving into the world of negotiation.
I know that as an artist you are often so consumed by your creative process that you find it awkward to talk about money or negotiate terms. But here's the thing, just like how you invest time to perfect your brushstrokes or align your composition, you need to invest time in understanding the art of negotiation.
Why, you ask? Because whether you're discussing pricing with a gallery, working out the terms of a commission, or navigating a contract for a public art project, negotiation skills are critical.
Plus, apart from being an artist, strictly speaking, you're also a self-employed business owner, which is why it’s important to educate yourself on the boring bits of the job, like finances, taxes, time management, contracts and communication and of course negotiation.
Now, don’t let this idea scare you away! It's not about being overly aggressive or compromising your values. It's about learning to be assertive, and most importantly, to communicate your worth. It's about you and the other party finding a common ground that benefits both.
Tip #1 - You have the right to negotiate
If you want to be a skilled negotiator you first need to change your mindset around negotiation. You see, you don't have to accept the first offer if you receive a commission, nor have to agree to all the terms in a contract. It is always okay to negotiate with your client. Indeed, you have the right to negotiate. We often think of negotiation as a conflict, a tug of war with a clear winner and loser. But that's not it. A successful negotiation is when all parties walk away feeling they've gained something. Think of it as a conversation leading to a win-win situation, not a battlefield.
Besides, what’s the worst that can happen? Your client will either accept what you want, meet you in the middle or say no, so at worst you wouldn’t have anything to lose, and no people won’t walk away from a deal with you just because you asked to negotiate. This is very rare.. And if they do, if they walk away or don’t want to negotiate, well then they’re not people you want to be doing business with to begin with.
Tip #2 - Understand your worth
Secondly, and importantly, you need to know your value before entering any negotiation. Because it might be easy to feel intimidated by a client and thinking that they’ve got more power than you just because they’re offering you a job, but you need to remember that you have the expertise, you are the expert hence they contacted you to begin with. You do have power too. And that involves understanding the market price for your work and being clear on your boundaries. What are your costs? How much time and resources do you put into each piece? What is the emotional and intellectual value of your work? Once you know this, stand by it during your negotiations. Remember, this is your work, your talent, your time - don't undersell it and be confident, never be intimidated. Remember also that when discussing pricing, you can always negotiate down from the initial fee you mention if we’re talking about commissions, so always aim for a price higher than you would be okay with.
Tip #3 - Saying no is not the end of the world
Now, onto a challenging but crucial point. It’s okay to say no. While you can negotiate all the terms in an agreement, there are things that are just deal breakers for the clients and so there’s no point in pushing further and it's up to you to decide whether it’s time to let the project go. Many of my clients often fear missing out on opportunities, but what I always tell them is that not every opportunity is worth your time. If a deal doesn’t suit your interests or align with your value, it's perfectly fine to walk away. There will be more opportunities, perhaps even better suited for you.
Tip #4 - Keep emotions at bay
Fourthly, let's talk about emotions. Many artists pour their soul into their work, and it's a part of their identity. This emotional attachment can make negotiations tricky. But remember, this isn’t about your worth as a person or an artist, it’s about the value of a specific piece of work or a particular project. Keep your professional hat on and separate your personal feelings from the business transaction at hand.
Tip #5 - Clear communication
Lastly, and most importantly, communication is key. Be clear about what you want and don't shy away from asking questions if you're unsure about anything. This is your work and your future, and it's vital that you understand every aspect of the deal. And for that you need to be asking all the questions it may take for you to understand a commission thoroughly, because without getting all the details of the project you could be giving a wrong estimate so you don't want to rush into giving a final price that might higher later on as you know more details of a project.
To sum up, negotiation isn't about extracting every penny from the other party. Instead, it's about creating mutual respect and understanding, and working out an arrangement that's fair for everyone.
And remember, every negotiation is a learning experience, a chance to refine your skills and improve for next time. Likewise, it's perfectly natural to feel a little uneasy about negotiation, especially when we’re starting out. What's important is to keep doing it, the more you practise your negotiation skills the faster and better you'll be able to close better deals for yourself. As always, I hope you found this video helpful. Don't forget to like, share, and subscribe to my newsletter for more artists tips!
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