How to negotiate
We talk to an experienced freelance journalist about how to ask for more money
We have just recorded an episode of our upcoming podcast series which asks the question: “Should you ever work for free?” It started us thinking that even those of us who are established in our careers can sometimes get a bit too comfortable and not take the time to think about whether we are being paid fairly.
But just how do you negotiate? This isn’t something you are taught at school and very few freelancers will have experience of the business world. Yet if we don’t do it we are likely to end up getting paid less than our more confident colleagues for doing the same work.
We caught up with award-winning freelance journalist Donna Ferguson to ask how she goes about asking for more money.
Donna you write for lots of national newspapers including the Guardian and the Observer. How does that negotiation work when you are agreeing a fee for a commission?
It is hard to start those conversations. You should always start from the point of view that you are a professional, there are no emotions involved. If you ask for more, it is always good to give an explanation, for example, it will take me a lot of time to do all those interviews or that deadline is quite short. Most editors are reasonable, they will either say yes OK or sorry I don’t have the budget. They won’t punish you for asking, it’s not a big deal for them. Be polite and friendly and leave yourself the option to do the work if they say no to the increase, don’t say give me this or I’ll walk away.
Have you always tried to negotiate?
I was first inspired by an article I wrote about teachers trying to break through the glass ceiling and one of the things this group of women in education would say to each other was to be 10% braver and that really stuck in my head that I could be 10% braver and ask for a small increase, you don’t have to start high. Do that as a start and see how you get on. The next time I was asked to do some work I forced myself to be 10% braver and ask for a slightly better deal and since then it has pretty much always worked out.
How much of negotiating is about having the right mindset?
You are your own business, no one else is going to negotiate on your behalf. This is your business you’re running and you should try to get the best deal you possibly can. Often rates are set by editors and you may feel like that is set in stone but other businesses set their own rates and say this is what I charge. That doesn’t happen in journalism which is a shame. It is important to think about your own value. Also it is likely some people will negotiate and get a better rate so why shouldn’t that be you?
Do you have to build a relationship with an editor first?
I have successfully negotiated and got that extra 10% the first time I’ve worked with an editor. You feel so much more valued and it’s good for your self-esteem so I would say just try it.
Is it just that many of us feel awkward talking about money?
It does help you get used to it if you can talk about money with other freelancers but it is still an awkward conversation to have with an editor. The key thing is to think about the moment you’re going to negotiate and that should really be as soon as you have been offered the commission. At that point you can ask what’s the deadline and what’s the fee then you can make your case.
Donna is running a series of bespoke webinars for Women in Journalism. Find out more here
Triumph of the week
We hit 3,000 followers in our Facebook community and 12,000 podcast downloads all in the same week. We love meeting new members of our community and finding out what you’re up to. Can’t wait to bring you series 4 of the podcast. It will be soon!!
That feeling when…
You can’t find any case studies then three turn up at once. It’s inevitable but better than having none.
Do keep sending in your listener dilemma’s for the next series of the podcast which are are starting to record very soon. Either in our Facebook community or to freelancingforjournalists@gmail.com.
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Bye for now!