We’re Creatives
As designers and artists, we wear our hearts on our sleeves. That makes it difficult when we’re asking for the money.
Four reasons why:
Our work moves people emotionally. Whether we’re creating a song about a lost love or a product that touches people’s hearts we’re striving to reach out and touch in a way that connects deeply. In my experience, that ability to share the feelings of others makes us much more vulnerable to our own feelings when we’re at the bargaining table.
Second, we are our work. We see ourselves largely through the way others react to our work. Our personal identity and self-worth are almost indistinguishable from what we do. And why wouldn’t that be the case? Creating something special requires emotional investment. As a result, I believe that when we’re asking to be paid it’s not just about putting a price on our work, we’re asking to be valued as a person. That makes us vulnerable, feeling undervalued because we always worry that our work doesn’t quite measure up.
Third, our work is never done. We live to do the work, but it’s never really finished. We may turn it over to a client or let it go public, but in our heart of hearts we always think it can be better. We’re driven to continue to improve and perfect. It’s difficult to ask for top dollar when you are still thinking your work doesn’t quite measure up.
Finally, for us, being drawn to the next shiny thing is particularly powerful. We creatives are far more interested in what we’re doing right now and what we’ll be doing next than what we did yesterday or last year. That’s certainly true for me. As a result we tend to undervalue our credentials, and worse, just plain forget them. This is not a good trait when you’re at the bargaining table and your credentials are essential to supporting your value.
Like every other human on the planet we are emotional beings. We feel things and react to them emotionally first. Our rational minds respond second. Fear literally pushes aside our ability to be rational.
So when something dangerous or stressful occurs everyone reacts instantly to save themselves from harm. Fight, flight, freeze or surrender are our automatic responses to fear, and those reactions are driven by our feelings. This is true of everyone, but creatives are especially vulnerable to this high anxiety reaction because we’ve trained ourselves to be more attentive to our feelings.
When we’re in a stressful situation — and negotiation is always stressful — our vulnerabilities, anxieties, and fears are much more likely to be triggered by the emotions of the moment.
I’ve experienced, physical reactions to fear — like sweaty palms just when I must shake hands, or shaky legs, queasy stomach and a runaway heartbeat during negotiations. In hindsight these reactions don’t seem to have any relationship to the size or importance of the deal about to be negotiated. But they do have a relationship to what else is going on in my life at the time. If I desperately need the money or if my personal life is unsettled, these feelings can be overwhelming. In fact, before a presentation to a powerful client, I experienced a narrowing of my vision and thought I was passing out. I recovered, but I don’t remember getting the business.
When I’m in the grip of fear it feels impossible to get out of it. This is just as true today as it was in my twenties. The difference is that I’m far better at recognizing the fear and taking action to deal with it than I was then.
I’ve learned that as a creative I’m more vulnerable to this response than others.
It’s critical that you are aware of this and know that your feelings will threaten your rationality before you enter into any significant negotiation.
Step one on your way to becoming a better negotiator is to be aware that as a creative you do wear your heart on your sleeve.
Once you are aware you can prepare.
1 Comment
Excellent!
Pro-Bono services is another subject of caution. It is only worth what you paid for.
So a written agreement covering the issue of compensation for not implementing the product of the free services. ????????