Negotiation for artists

When negotiating, bear in mind Preparation is everything. Research as much as possible

Know your negotiator

Who are you meeting and what drives them? Is it money, reputation, ambition? Are they a curator looking for a more senior job, and the show they want you to do will help them get it? Are they a struggling artist-led space who pays for everything themselves?

Where does their money come from? A council social care budget for education workshops? Arts Council England which requires their funded organisations to pay artists?

Thinking about this will help you understand what you can offer in negotiations. It will also help you establish what’s realistic for you to negotiate for.

Decide your priorities

Work out your key priorities. What are the two or three things that are most important to you ? any more than that, and you’re compiling a wish list. Key priorities might be things like

• A minimum exhibition fee
• Certain expenses covered
• Access to staff or contacts
• A high-quality opening night
• Advertising and promotion
• Something else to support your wider aims

Think about a fallback option you’d accept if your main priority isn’t possible. Sometimes there the money, personnel or contacts isn’t there.

Prioritise all your other requests in order of importance. This will help you know what you can compromise on, what you can trade, so you can get your key priority.

Get the facts that you need to back up your interests where appropriate. If you’re talking exhibition budgets and need a technician, research into how much they cost. Be able to explain where your figures come from.

Know your boundaries

You might have to decide to walk away from the negotiation if your key priority isn’t met. Your key priority and best alternative are not starting positions. They are a threshold beyond which negotiation isn’t possible. If these needs are not met it’s no longer worth your while to work on the project. Be very clear to yourself what this is – everything else will be negotiable to some extent.

Recognise your value

You have value and are in a position to negotiate. Otherwise the other party wouldn’t be in discussions with you in the first place. Having researched your negotiators interests, think about what you can offer them.

Value yourself, and make sure they understand that you do as well. Remember the golden rule: just because you’re not getting paid, it doesn’t mean your time isn’t worth anything. If there really isn’t any money, and you still want to (and can afford to) do the job, make sure

• they understand that your time usually costs
• you are donating it to their project.
• you’re doing this under exceptional circumstances.

Decide where you can compromise

Compromise is not the same as giving things away. It’s a trade between something you have for something someone else has. As with any trade, you should get something in return for what you give.

Resist the temptation to offer everything in one go. Don’t be grudging in your compromising. It may alienate your negotiator making them resist on point of principle.

You’re happy, I’m happy

Your aim is for both parties in a negotiation to get a good deal. If your winning makes them lose, they’ll fight you harder, resent your winning. This can sour a working relationship.

It’s not about getting everything you want to the detriment others. Think of it as a series of compromises offered around the things less important to you. Trade them in negotiation to ensure you get what you need.

If you’re nervous before a meeting try some basic power stances (somewhere private)

After introductions and settling in, begin by stating what is important to you and why, in no more than a minute. Then stop talking. Listen to their response.

Don’t assume that what you’re asking for will be a problem. Your negotiating partner may have different resources or priorities to you. What your asking may be a reasonable request.

For example, you may assume

• An exhibition would be difficult to organise at short notice. They may have had an artist drop out last minute and have a slot to fill.
• Getting an extra fee for an education workshop is unlikely as money is tight. There may be a separate education budget.

Remember If you don’t say what you need, they can’t say if they can provide it.

Be prepared for silences that may feel uncomfortable. It can take time for people to think things through.

Offer solutions

If you’re met with refusal, a good way to understand someone’s position is to ask politely ‘why not?’. Show willing to understand their motivations and limitations. You might find a way to fulfil both your needs. Be as creative with your suggestions. No budget for expenses? Could their cafe give you free or discounted meals instead? Or their office could help with stationery and printing? Remember that small things can help you a lot.

Take breaks

Sometimes in a negotiation, you all need to take a break. If tensions run high, suggest a ten-minute break to get some air or a coffee. This allows everyone to step back and evaluate where they are and how they feel.

Summarise, summarise, summarise

Finally, summarise. When you reach agreement on a point, repeat back to them what you understand the agreement is. Take a note of this.

After the meeting

Put everything you’ve agreed into an email, in bullet points. Send it back to them as soon after the meeting as you can. Ask them to review this and reply with corrections.

Give them a deadline to do this by or stating that if you don’t hear back you’ll assume their agreement. If anything goes wrong, you’ll have a written agreement to refer to.

This will keep your project on course and minimise any problems in the future.