I attended a really good course run by the Ivor's Academy yesterday about contract negotiation. Negotiation is a very important part of our job, but one that I certainly regularly overlook. The key messages were:
KNOW YOUR WORTH- appreciate your talent, experience, training, and skills- don't downplay them, and don't compromise on your personal values.
and
KNOW WHAT BENEFITS YOU CAN BRING- don't just fixate on the job giving you something, like an opportunity or money. Know that you can bring something unique to the table that you can offer back to the director/producer client, something that they are interested in, otherwise they wouldn't be talking to you. What do you have that they need?
There was also some great information about preparing before starting negotiations and presenting your case about what you need and why. I actually put that into action straight away; a director emailed asking for work outside of the original scope of a film, I thought about it overnight, wrote an email this morning explaining why that would need extra budget, and they've come back with an initially positive response. Before I would probably have just done the extra work without questioning it.
Does anyone have any personal stories of negotiations they'd like to share? Or any top tips on how to approach it?
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Excellent Joanna! Absolutely. When negotiating, keep the focus on what's best for the project. Be honest with yourself....Yes, I want the job....but am I the right person for the style of work needed? I've turned down projects and recommended other composers who I've felt were a better fit. This boosts your integrity not only to the client but to your colleagues and has increased project offers for me in the past for doing so.
Along with knowing your worth, There is a lot of power in saying No.
Also, I have found that just being very personable and fluid with how you are willing to work with the client as well as just finding off topic common interests which create a connection between you both really puts their mind at ease with you and more often than not, seals the deal.
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Absolutely agree Mike. Recommending other composers who are a better for for a job is always a smart move. Less stress for absolutely everyone involved, and it's interesting that that's consequentially increased your project offers.
Definitely also found that creating a good relationship and being fluid helps. That would make us collaborative negotiators! https://www.shapironegotiations.com/what-are-the-5-negotiation-styles Apparently a big part of negotiation is understanding the negotiating style of the person you're dealing with, and adjusting as needed. Occasionally I've been in negotiations with aggressive negotiators and it's been really unpleasant. But generally I'm the same as you, and have found that being chill, personable, and nice to be around creates deeper relationships and defuses situations quite well.
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Never compromise your values! Love that part, completely agreed