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Negotiation tips for Freelance Translators

In the translation industry, negotiation is sometimes a daily practice; vendor managers negotiate with potential suppliers, project managers negotiate with freelance translators and clients negotiate with LSPs to get the best deal possible. 

I used to be the kind of person who shied away from negotiating at all costs. I felt uncomfortable and overpowered when trying to negotiate. That is why, in 2017, I attended a short negotiation course, and I realised that everyone in the room that day had the same problem as me. This course taught me some basic principles, so that I was able to build  my negotiation skills at my own pace. The truth is that the more you negotiate, the better you get at it. 

In my opinion, preparing for a negotiation is key in order to get the best outcome. What could you do to prepare for a negotiation? 

  • Learn as much as you can about the person/company you are going to talk to. 
  • Think about the relationship you have with the other party. How much do you need their work? How much do they need your services?
  • Plan how you want the negotiation to go, and some possible outcomes. What are your objectives? What are your resistance points?

Unfortunately, preparing successfully for a negotiation doesn't mean you will get what you want out of it. The distribution of power and interest between you and the other party affects the outcome of the negotiation greatly. It is very difficult to negotiate if the other party isn't interested in your services, or has got complete control over you. However, you can gain more power in a negotiation if you prepare well enough, and learn a few influencing techniques.

 

Something to take into account is how the other party is going to react to your invitation to negotiate. They might avoid the negotiation altogether, antagonise you, accommodate your proposal without much objection, reach a compromise or collaborate with you to reach a successful outcome for both parties. 

 

An important point to consider is that not all negotiations will be a win-win for both parties, and you might even need to walk away from a negotiation at times. However, if you prepare successfully, and the other party is willing to negotiate ethically and fairly, it can strengthen your relationship and help develop your business in the short and long term. 



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