The Art of Negotiation: Advocating for Yourself in a Competitive Market

Let’s talk about something that makes a lot of artists squirm. Negotiation. Asking for what you need. Talking about money. Talking about your value. Talking about your time. It’s one of those things that most of us weren’t taught in art school...and even if you took a business class or two, chances are the topic was more about pricing formulas or sales strategies, not so much about how to sit across from someone and say...nope...I can’t do that for exposure.

The reality is that being an artist in today’s world means you’re also negotiating a lot of things all the time. With yourself. With clients. With gallery owners. With organizations. With collaborators. And here’s the thing...it doesn’t have to be scary. It doesn’t have to be combative or stiff or like you're on some reality show doing a fake boardroom pitch. It can be honest and human and based in your actual needs.

But here’s where it gets tricky. A lot of us were raised with the idea that being an artist meant you were supposed to be grateful for any opportunity. That you should be humble. That if someone wants to show your work or invite you to be in something or offer you a chance to collaborate, you should just say thank you and not rock the boat.

I want to push back on that.

I think you can be kind and gracious and still advocate for yourself. I think you can love what you do and still want to be paid fairly for it. And I think negotiation is part of that. So today I want to talk about what it means to negotiate as an artist in a way that feels honest...not forced. Real...not performative. And useful...not overwhelming.

Let’s start here.

You are not being difficult if you ask for clarity. You are not being rude if you ask to be compensated. You are not being ungrateful if you pause before saying yes. One of the most powerful things you can do when someone offers you a project, a show, a job, a gig (anything!) is to take a beat. Even if it sounds amazing. Even if you’ve always wanted to work with them. Even if you feel a little stunned that they asked. Still, take a pause.

Take a second and ask yourself:

Do I want this?
Do I have time for this?
What are they asking me to do?
What are they offering in return?
Does this align with my goals right now?

It sounds so simple, but honestly, this is the step a lot of people skip. I’ve skipped it before. Said yes too fast. Taken on things without thinking through what they’d take from me. And here’s what I’ve learned...it’s a lot easier to negotiate upfront than to try to fix something halfway through.

Now let’s say you’ve done your pause and you want to say yes...but with conditions. Maybe you need more time. Maybe the pay feels low. Maybe you’re not sure what rights they want. This is where a few tools can help. You don’t need a script. You don’t need a lawyer. But you do need a few solid sentences in your back pocket that you can pull out when you need them.

Here are some versions that have worked for me:

Thanks so much for thinking of me for this. Can you clarify what the timeline and deliverables are?

I’d love to take part in this, but I want to make sure the compensation reflects the time and work involved. Is there flexibility in the budget?

This sounds like a great opportunity, and I want to say yes, but I’m working with limited capacity right now. Could we adjust the deadline?

I have a few questions before I confirm. Could we set up a quick call or email to talk through the scope?

You can tweak the words however you want. The point is, you’re allowed to ask. You’re allowed to not just take whatever is offered. And most importantly, you’re allowed to say no. Or not now. Or not like this.

The other thing I want to say (and I’ve seen this over and over) is that the way someone responds to your negotiation tells you everything. If someone gets defensive when you ask about money...that’s a red flag. If someone makes you feel guilty for wanting to get paid...another red flag. If someone dodges your questions or avoids giving specifics...red flag.

But if someone says...thanks for bringing that up...let me check on the budget...or...I appreciate you asking, here’s what I can offer...that’s a sign of mutual respect. That’s who you want to work with.

Let’s talk a bit more about value. Because this is often where things get tangled. Artists are often told that value is tied to what someone will pay. That if your price is “too high,” it means your work isn’t worth it. But that’s not how this works. Your value isn’t just about the object or the time spent. It’s also about your ideas, your experience, your reputation, your perspective, your voice, your presence. The hours behind the scenes that no one sees. The years of learning that led you to this point.

When you talk about your value, you don’t have to justify every single detail. You don’t have to send a spreadsheet of your studio hours or list every show you’ve been in. But you can speak confidently about what you bring to the table. And you can say what you need without apologizing for it.

Here’s what that might sound like in your voice:

This project sounds exciting. For something like this, I usually charge a flat fee of ___ or work at a rate of ___.

In past projects with similar scope, the compensation has been ___. I’d love to work with you if the budget allows.

Thanks for reaching out. Before I commit, I’d need to confirm that the licensing terms are aligned with my standard practice.

If you’re looking for a quick turnaround, I’d need to adjust my rate to account for the rush.

You’re not demanding anything. You’re stating what’s true for you. That’s what negotiation really is...a conversation where both sides say what they need, and hopefully, you find a point that works for both. It’s not a battle. It’s not a game. It’s a dialogue.

And it’s okay if the answer is no.

I’ve had opportunities I really wanted to work out but they didn’t. Sometimes because the timeline didn’t fit. Sometimes because the pay wasn’t sustainable. Sometimes because the vibes were off. Saying no is not closing a door forever. It’s being honest about your capacity and your worth right now.

Let’s also talk about preparation. One of the best ways to make negotiation easier is to do the prep before you’re even in the conversation. Write down your rates. Know your baseline. Figure out your boundaries. Have a few go-to ways of talking about your work’s value that feel natural to you. Practice saying them out loud if it helps. Seriously. It’s awkward at first but it makes a difference.

Also, document everything. If you have a conversation about a project, follow up with an email. If someone offers you something verbally, ask for it in writing. If you agree to terms, get it in a contract or a shared document. It protects both sides. It gives everyone clarity. And if you ever feel uncomfortable about something, you have a trail you can refer to.

Another piece of this is knowing your goals. Not every opportunity has to meet every need. Sometimes you say yes to something because it’s creatively exciting. Sometimes you say yes because it’s financially helpful. Sometimes you say yes because you want to grow your audience. But you want to know why you’re saying yes. Because when you know that, you’re less likely to feel resentful later. You’re making a choice...not reacting out of fear or obligation.

And speaking of fear...let’s name it. A lot of artists are afraid that if they ask for more, they’ll lose the opportunity. That someone else will say yes for less. That they’ll look difficult or ungrateful. But the truth is if someone drops you for asking a fair question, they were never the right fit to begin with. And often, people respect you more when you know your worth and speak clearly about it.

I’ve had students tell me that negotiation feels like a performance. Like they have to fake being confident or act like they know more than they do. I always tell them you don’t have to pretend. You just have to speak from where you are. You can say something like: I’m still figuring this out, but here’s what I usually charge. Or I haven’t done a project exactly like this before, but based on similar work, here’s my ballpark. Or even, I’d love to hear more about your expectations so I can make sure we’re aligned.

It’s not about being perfect. It’s about being honest and grounded and real. You don’t owe anyone free work. You don’t have to explain your entire life to justify your rate. And you’re allowed to walk away from things that don’t feel right. You’re also allowed to say yes to things that maybe don’t check every box but feel good to you in the moment. You get to decide. That’s the point.

So as you move through your art practice and your art business (whatever that looks like for you) I hope you’ll think about negotiation as part of your toolkit. Not something to avoid. Not something to dread. But something you can approach with clarity and self-trust.

Because you are worth it. Your time, your work, your voice...it all matters. And when you speak up for it, when you ask the questions, when you set the terms...you’re not just making it better for yourself. You’re helping shift the culture around what artists deserve.

So what’s your next negotiation moment? What’s something you could say more clearly (more confidently?) or more honestly? Take a second to think it through. Jot it down. Practice it if you need to. And when the moment comes you’ll be ready.