Here are 10 excerpts from Design business consultant Ted Leonhardt “The Graphic Artists Guild Handbook: Pricing & Ethical Guidelines” – the 14th edition that was recently released.

This book will help creative individuals to negotiate with their salaries while still remaining in control and getting a fair deal.

1. Build your own Virtuous Cycle
“A Virtuous Cycle” that is well-managed will always have a favorable outcome when you are capable of using your commendable work and the recognition received to gain more attention from future clients continuously. Once this interest is gained it will prove that you have been accepted as an expert and will counteract the need to negotiate your salary/fees under any circumstances.

2. If you are an expert behave like one
It’s important to remember that expert’s don’t compromise on their fee structure to meet client’s demands. Experts are the ones who make a list of deliverables, create budgets and a plan that can be achieved successfully. It is you who should determine what needs to be done after listening to client requirements. Never even think of cutting down on fees since it may create a question mark on your creditability.

3. Ask questions and listen to answers attentively
Listening is a powerful tool that will help not only to clear doubts but also build a bond with the client. Ask as much questions necessary to clear doubts, take notes and listen to their requirements carefully. There is a definite need to understand about the client’s company, the products or services they deal in and points on how your work can shape the company’s future. The more attentively you’ll listen, the more accurately you’ll be able to define your responsibilities as a graphic designer.

4. Avoid talking too much
Asking questions is fine but never do unnecessary talking. It is a natural way to show that you are tensed and is also a sign of discomfort. It is sign of insecurity and a good negotiator can easily exploit you at the bargaining table.

5. Separate yourself from your services
It is good to care, but you must train yourself not too care too much. At the bargaining table, when caring too much for the project can sometimes exhibit your insecurities. If something like this happens it is best to make an excuse and leave the bargaining table.

6. Don’t accept the client’s initial offer
In business, fees negotiation is very common and even clients expect the budget to go up a bit after putting forward the initial offer. It must be remembered that a client’s initial budget is never the real one and there is always scope for obtaining a larger fees. In fact, client’s can expect you to ask for more, and if you don’t ask they might have doubts o your expertise. To maintain your stand as an expert, you must define the budget required to meet client’s needs.

7. Do not give clients anything for free
This may sound strange, but you are not a retailer offering free products with a specific amount of purchase. Your creativity and hard work is not free and therefore ask for something in return for whatever work you do. Moreover, if you don’t get ask for a fee, clients won’t value it and take you for granted.

8. Never cut deliverables to meet the client’s budget
As an expert in your field, you have designed the best possible solution and deliverables to meet client demands and cutting deliverables will challenge your expert judgment. In order to bargain if you compromise on deliverables it will show you are desperate for work.

9. Never rush to close the deal
Never bow down to client’s demands and rush to close the deal as this will also show signs of weakness and insecurity. Dealing with negotiations is part of your job and showing discomfort is not a good gesture. After all, you have to do it every other day. Therefore take all the time you need, consider all the steps and your hard work involved and then come out with a conclusion.

10. Never reveal more than you should
Sometimes we tend to become more personal with clients which often misguide us. Never fall into this trap and reveal your business policies; how you complied your costs and what you actual bottom line was. It is for sure that will take advantage of this or use it against you in future.

Negotiate but with finesses:
From the above we can understand that salary or fees negotiation process with clients or employers can be really tricky. You cannot afford to be stubborn, but you simply cannot afford to sell yourself short either. In fact, many creative artists shy away from negotiating out of fear they’ll cause a blunder and employers are quick to understand this and take advantage.

But the actually secret is most employers expect some amount of bargaining and discussions at the bargaining table before closing in on a deal. Hardly a few are there who are less willing to negotiate and stand rigid. Negotiation should be done with finesse; after all you never know what is in store for you.

Some valuable tips:
1. Understand your worth:

2. Look at the whole picture, not only the salary: If you are joining an organization as a graphic designer, consider all other facilities and perks provided; not just the pay package. Healthcare and medical benefits for you and your spouse, bonus opportunities, perks, PF etc. Moreover, intangibles such as occasional work from home options; flexible work timings etc. should also be taken into account.

3. Research about the firm: Before starting a negotiation, research about the firm and get an idea about the organization’s financial stability. Search for relevant news and articles in business sites about the organization. If it’s a public company, be sure to look at the annual reports. Moreover, try to find out as much as possible from your network of friends and professionals in this field.

4. Keep it friendly: Never threaten to walk away rudely; you never know when you’ll come across one of them again. Therefore always manage negotiations in a friendly manner and never threaten to walk away. The company may wish to see your skills for at least three months before agreeing to all your demands. Always remember, you’re negotiating with a person who can be your future employer.

5. Be balanced, pleasant & honest: Candidates often make false claims to grab lucrative job offers but then end up being in an adverse position.

6. Ask to revisit the issue: Play safe on your side as well. If the company is not able to meet the desired salary, try to know if they are willing to re-evaluate the issue after six months of your joining.

7. Get it in writing: If your salary negotiation is successful, or if they promise to re-evaluate the same in a few months, make sure to get a contract with all the detailed aspects involved. This will include your compensation, perks, other benefits and any other promises made.