Don’t be modest when going for more money. You don’t get paid what you deserve – you get paid whatever you can get them to pay you. Okay, let’s look at other ways

•  It’s you or them. Companies don care about you, so get what you can. Don’t get emotionally attached or you’re dead in the water. They’ll use you and abuse you if you let them.
•  Prove your value. One of the nice things about creative careers is that many times it doesn’t matter if you have a degree or what experience level you have. If you can do the work, that’s all that matters. The more they need you, the more they’ll pay.
• Be ready to rattle off you accomplishments. Have your portfolio always ready. Pick the right time to make your pitch. Know what your contribution to the company has been.
• ASK! Most people are too timid to ask for a raise.
• Do your homework. Are you getting paid what you are worth? Could you make more elsewhere? Is it worth the hassle of moving?
• Think first.  Some of the personality traits that make us great artists can work against us when it comes to negotiating. Traits like being big picture peple not even remotely interested in the details, our short attention span, being overly emotional, our tendency to speak without thinking, our impulsiveness, and our low sense of worth.
• You want win/win agreements. You do well, they do well. Then there is less pressure, less guilt and no hard feelings. Don’t tick them off during the negotiation, because you still have the work together after the deal is done.
• Have a goal and know your bottom line going in! Remember, things always take longer than you think.
• Charge more for jobs that you really don’t want or you know will be a big hassle. If they want you a rush job and you have to drop everything else, you should charge more.
• Bundle things together to get a better deal. Throw something in to get the prize up.
• Wait them out. Sell them on the benefits before discussing price.  Let them go first. They may make you an offer that was higher than you want.
• When they make you wait you lose your edge. Relax. Work on something else.
• WHen they say the price is too high, you don’t necessarily have to lower it. It they can’t afford you, you should refer them to someone else who is willing to work for less and leave yourself open to getting a better offer elsewhere.
• Term Limits. Maybe you can improve the terms of your deal (make more money upfront or a better royalty rate) in exchange for taking less money in total. You may also be able to get more promotional support, have your expenses paid, get stock options.
• Creative financing. When one client said they couldn’t affor my fee, I asked them if they could get a large company to sponsor the talk.
• Know your bottom line. Appreciate what your time is worth! Know how long something will take and what your hourly wage is. Go in with a goal.
• Know the market. What do others in a similar situation get?
• Put yourself in their shoes. What would they want to hear, have, or need. They are afraid you will say NO, trust me on that.
• Confidence sells. Without it they will eat you alive. If you don’t feel it, fake it. Put up a front. To get some self esteem, practice negotiating.
• The most powerful negotiating tool is to have walkaway power. The ability to get up and leave.
• Remove risk.  What can you do to eliminate or minimize the risks to them.
• Ask for the moon. You always ask for more than you want so you have some room to negotiate.
• Don’t underestimate what a solid reputation and good credit is worth. People will want to work with you.

ACTION TIME

Write down every job you have ever had and what you were paid for each. Make some mental notes about how you feel while doing this.