The Business of Photography: Negotiation

  

Snowy Owl Blast-off Bubo scandiacus (Harfang des neiges) Quebec. Image Copyright ©Christopher Dodds www.chrisdoddsphoto.com All Rights Reserved. Canon EOS 1DsMKII, 300mm F2.8 ISO 200, F9 1/1600s Manual mode. Full Frame. CLICK HERE TO PURCHASE A PRINT or LICENSE AN IMAGE FOR PUBLICATION.

Top 10 Negotiation Tips:

To succeed in any business, particularly as a photographer, we have to compromise from time to time. The trick is to compromise without loosing what you really need to accomplish your goals.

1. Learn to ask for what you want: We often fail to ask for a better price or better terms because we are afraid of failure. A good negotiator starts with a clear understanding of what they want, and what they don’t want. People new to negotiation feel it’s awkward to ask for a lower price or better terms. Anyone trying to buy or sell anything will be happy to consider any reasonable offer to help close the deal.
2. Eliminate disadvantages by acting quickly and decisively. Having a plan and knowing what your goals are is the best way to react quickly to offers or counteroffers. In todays connected world, waiting to reply during negotiations allows the other party time to seek other options.
3. Deal with the decision maker, but don’t be afraid to have someone who isn’t the decision maker negotiate for you. Use the power of your friendships with other people in the organization you are dealing with to help move the negotiations along in your favour.
4. Learn to listen. If you are talking; then you are not listening. Good negotiators are good listeners and good communicators. Those that do all of the talking during the negotiation process are usually the ones who loose; they don’t take the time to hear the other sides needs and concerns. By learning to listen, the other side will quite often tell you everything you need to know to win.
5. Leave your emotions out of the negotiation process and keep your cool. The moment you get angry is the moment you loose. You should not avoid discussing important issues, just avoid discussing them in a heated argument. Negotiations should not be arguments, but avoiding tough issues is not productive.
6. Don’t make a threat unless you are ready to follow through. 
7. Remember the power of conversation. It’s easy to misinterpret the tone of an email. Don’t be shy to pick-up the phone and make a phone call. Embrace the spoken word.
8. Don’t negotiate away from what’s important to you. Remember rule number one.
9. Don’t be afraid to walk away from a bad deal. Better to have no deal than one you will regret with time.
10. Get it in writing. I find the best usage licenses are the ones I’ve written myself. Using a standard form contract is a good indication that no negotiations took place.