Negotiation and Conflict Management - A Freelancer's Guide

Nick Armstrong, I make marketing FUN.

Play Speed
  • 0.5x
  • 1x (Normal)
  • 1.25x
  • 1.5x
  • 2x
12 Lessons (41m)
    • 1. Intro to Freelancer's Guide to Negotiation and Conflict Management

      0:41
    • 2. Negotiation Basics

      3:10
    • 3. How To Win Negotiations

      3:58
    • 4. How To Lose Negotiations

      4:08
    • 5. How To Recover From Negotiation Problems

      1:57
    • 6. How To Scope Negotiations

      3:35
    • 7. Common Points of Business Conflict

      3:42
    • 8. Understanding Scope Creep

      4:48
    • 9. Setting Your Rate

      3:55
    • 10. Handling Tough Questions

      4:03
    • 11. Negotiation and Body Language

      2:09
    • 12. Recap and Your Project

      4:51

Project Description

This is a 4-part project. Please feel free to exclude any info from the project that you don't want to be public knowledge.

  • Part 1: No negotiation can succeed unless you know the framework you’re negotiating from, so let’s start with the facts: what you do and what you charge for it. 
    • In a Google Doc, list your services and their rates (a range, hourly, or project is OK).
    • Under each service, list your inclusions - the things you do that make your value clear.
    • List out the things that you charge extra for (and, in reality, this should probably be anything that isn’t on the list of services).
  • Part 2: List out your needs and wants when working with a client.
    • Pulse and wallet are not good criteria, but do consider your personal values: do you need a client who is more understanding with your schedule because you’re moonlighting? Do you need a client who is willing to work inside your project management system?
    • What things are dealbreakers for you?
    • How would you identify the “perfect client”?
    • What things are not dealbreakers, but would require you to charge more because they’re irritating?
  • Part 3: list out common complaints/questions/issues you’ve experienced from clients. 
    • what has someone said to you in order to either not pay you, get you to do more work without being paid, or otherwise created some conflict for you?
    • For each item, write down how you can address it either in your process or your contract.
  • Part 4: think of a client or prospect you want to land or upsell.
    • Outline the project
    • Write down what you think they’ll value
    • Write down what you think they’ll need to say yes
    • Write down what you think their objections will be.
    • Come up with a line item for each of these that you can use as a negotiation point.

Post this as your project for this class (you can hide identifying information or other things you don’t want to be public knowledge).

Practice your skills everywhere you can. The easiest method is to renegotiate your contracts with your service providers (ISPs and cell service). A more accurate, if complicated, route would be to convince a local organization that you can do a project for them. You can also try renegotiating an existing scope-creeped contract with one of your clients - just be sure to start with one you don’t mind losing.

Student Projects