Negotiation Begins With Knowing Where You Stand

Negotiation begins with knowing where you stand. When we are in the secure position of the client needing our images, we can use that to our advantage. Of course, we want to play a fair game, but to get to the best, most reasonable price – I use the ‘start high’ approach, giving me space to come down to meet their best price. Remember, we can never raise our prices; we can only lower them when negotiating. 

Negotiation skills are so important, particularly when dealing with clients who require usage rights for images or other creative work. Start negotiations with a high asking price to maximize potential earnings, especially when the photographer has a unique position or exclusive rights. By setting a high initial figure, the photographer creates room for negotiation, allowing for a back-and-forth dialogue that can ultimately lead to a more favorable outcome. Photographers should view the high starting price as a strategic move rather than a fixed position, emphasizing the need for flexibility during negotiations. The underlying principle is to ensure that photographers do not undersell their worth and to capitalize on their unique offerings in the market.

This is a valuable guide for anyone involved in negotiations, especially in creative industries. Starting high, understanding one’s worth, and maintaining flexibility throughout the negotiation process provides a strategic framework for achieving better outcomes. By preparing adequately and recognizing the power dynamics at play, sellers can enhance their negotiation skills and ultimately secure more favorable terms in their agreements. Negotiation is not merely a transactional process; it’s an art form that requires insight, preparation, and adaptability.