Every freelancer—and especially every designer—must eventually master and properly practice the art of negotiation. From clients trying to bargain over project pricing to persuading them to choose a specific design style with a clear interface (instead of a web designer's worst nightmare), being self-employed means constantly negotiating.

Some of us are much better at negotiating than others. But even if you don’t have a natural gift for it, there are several great strategies that can help you improve your communication skills and feel more confident when discussing project details with clients.

#KEY TASKS AND OBJECTIVES

The goal of any negotiation is to achieve a specific result. Before you start talking to a client or discussing the project, you need to clearly define what you want to accomplish during the negotiation. Ideally, create a preliminary list of key tasks and goals, including secondary objectives related to the main idea.

This applies to both negotiations around pricing and project scope, as well as conversations about implementing a particular design style or concept. The trick is to remember—negotiation is essentially an exercise in problem-solving.

Here are a few things you should keep in mind:

#PREPARE THE NECESSARY INFORMATION

What’s the argument you use most often when trying to convince a client?

Yep, the classic: “Because I said so!” But let’s be honest—that rarely convinces anyone. When it comes to negotiation, having the right information is crucial. It also helps prevent misunderstandings and future disagreements.

Depending on what you're discussing—pricing or design techniques—different viewpoints and data points are necessary. Here are a few things you should prepare ahead of negotiations:

For design style:

For pricing and payment:

#BE READY TO GIVE, NOT JUST TAKE

Don’t go into negotiations expecting to "win." Negotiations with a client should never be treated as a win-lose situation—this only leads to long-term tension, and in the end, both parties lose time and energy.

You need to be ready to give as much as you take. This applies not only to individual negotiations but also to your freelance work overall. Some clients will leave everything to your discretion, happily pay, and move on. Others will micromanage every step of the design process. Be prepared to balance both types.

Minor discussions will happen throughout the project. For example, say the client wants a one-page website, but you know it’s unnecessary to cram in all the content they requested. What do you do?

That’s where negotiation comes in—to help both parties reach a positive outcome and discover alternative solutions.

You could suggest adding more pages to the framework or compressing content, but in the end, you may still need to go with what the client wants. Or maybe you can find a creative solution that improves the site and keeps the client happy. For example, adding linked pages that don’t appear in the main navigation, keeping the one-page look intact.

#KNOW YOUR BREAKING POINT

Every freelancer must have a clear boundary in negotiations that they will not cross. It could be a minimum fee or a maximum number of revisions. Define this for yourself and never allow that line to be crossed.

Be honest and fair when working with clients, but if you sense you've hit the point of no return—stop and consider: walk away or compromise? It's better to think this through before negotiations begin.

Negotiating may be one of the things freelancers like the least, but it’s also the first step toward collaboration—and the way it unfolds depends entirely on your ability to discuss and communicate effectively.