How to Negotiate

Creatives are not always (one might say rarely) natural salespeople. Most have to learn how to effectively sell their work. But one of the last things they learn to do (if ever) is to sell themselves. It’s unfortunate, too, because interviews, job offers and negotiations are some of the most important conversations you will have in your career. You need to learn how to talk about your work, talk about the challenges you overcame, tell stories about how you approached problems and what you learned. And then once an offer’s on the table, you need to know what to do with it.

When I was running a creative department, it was shocking to me how few creatives actually negotiated when it came to a job offer. Or for those who did, how one-dimensional the negotiation was. I’d say (very unofficially) that 60% of the offers we put out were accepted or passed on as they were. No further conversation about the offer itself. Maybe another 30% would counter with a higher salary, usually ending with an agreement that was somewhere in the middle.

There’s a great post on Medium by Haseeb Qureshi about the rules of negotiating a job offer. He’s coming from a tech industry POV, but I agree with everything on his list.

You may be uncomfortable negotiating, especially if you’re a student or it’s early in your career. You probably feel like you have no idea what you’re doing. And at some point, the stress might feel so great that you just want it over with. Even if that’s true, don’t short-change yourself (don’t be unrealistic either!). The rules outlined in Qureshi’s post can help make sure you hold some of the cards. Even as a junior, you are an asset, and you have something that is of value to a company. As he points out, this is a business relationship. As a business, the agency want to maximize the value they get from it. As a creative talent, so do you.

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