Category Archives: Negotiation

Negotiation concepts – Marginal

Economists use the word marginal all the time. The most common is: marginal cost means the change in total cost that arises when the quantity produced of a good increases by one unit. Or more precisely, the first derivative of the cost function. Marginal can be used in front of a range of financial terms, for example revenue or profit. Importantly it can also be Read More →

Negotiation concepts – Goods and utility

In any detailed discussion of negotiation its inevitable that I’m going to need to use a few concepts borrowed from economics. I’ll try to keep them to a minimum but they are fundamental to what follows and provide a toolkit to analyse various situations and strategies. For simplicity, I will refer to the publisher or end-user of the photograph as the client. We will start Read More →

Negotiation for photographers – Introduction

I’m constantly amazed at just how bad some photographers are at negotiating; even apparently successful full-time professionals. Being good at negotiating takes practise. Unfortunately this means that picture desks, who do this every minute of every day, are exceptionally skilled at it. Commercial clients are generally not far behind. They also have the advantage of good information gained from thousands of completed deals. One of Read More →