Your Real Power in Negotiating


PictureTrust is far more than just a good handshake!

It’s going to sound unbelievably simplistic and a few of you will even say naive, but the true power in any negotiation is your ability to establish trust!

“To be successful, you have to be able to relate to people; they have to be satisfied with your personality to be able to do business with you and to build a relationship with mutual trust.”  George Ross, The Apprentice

This quote got me thinking about new photographers just starting out in this industry who, in looking for work, often think their skill set is enough to negotiate a great deal!  While your skill set and showing you understand photography is a key, if you haven’t established trust with a potential employer or client, your future will be at a standstill.

The truth is this challenge has an impact on anybody in business today, regardless of being new or a seasoned veteran. If you can’t communicate and establish a relationship with people quickly, then again, the business relationship isn’t going to move one inch closer to your dreams.

So, the next time you’re talking with a client you hope is going to hire you for a family shoot; a potential employer who you hope is about to hire you to work for their studio or a corporation who’s considering you for shooting their next product catalog, think about how you relate to people. Think about your style in negotiating. Think about everything you’ve done or could be doing to establish mutual trust.

We’re an industry that’s built on relationships and your success in the future needs to be built on a solid foundation of integrity, trust and credibility!

Photo Credit: © nicolasjoseschirado –


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