How to Negotiate Anything — From People Who Have Done It

1. How did you negotiate?

I didn’t — at least in the conventional sense. Instead, I named my fee, and when the prospect balked, I explained the value of the experience and expertise that I’d bring to the project. I wasn’t defensive or curt, but respectfully firm that this is the market rate for specialized work.

(It turns out his reluctance wasn’t a negotiating ploy; he didn’t understand the scope of the services I was offering, and so after a few emails, I ended up getting my full fee.)

2. What tips do you have for those who want to mimic the same success?

The key is not to present an ultimatum (even though that’s exactly what you’re doing); it’s to couch your language in a way that communicates firmness but respect. At the same time, resist the temptation to get chatty. Succinctness here is a virtue; often it’s best just to bottom line it and say, “This is my rate.” A caveat: If you go down this road, you can’t turn around; you must be willing to drive over the bridge.