The Indexer: The International Journal of Indexing

Negotiating your way to success

The Indexer: The International Journal of Indexing (2009), 27, (1), 17–19.

Abstract

There is no sure-fire way of negotiating higher fees; if publishers only want a bog-standard index, they’ll find someone to provide just that – at the ‘going rate’. If you suspect there is room for manoeuvre – a specialist subject, a high-profile author, a tricky text – you will improve your chances if you gently take the initiative.

Make sure you’re talking to somebody competent; explore options and variables through beautiful questions rather than admonition; work out your own goals – meaning not just cash, but other life and career-enhancing benefits; express your ‘value-add’ in terms that fit your opponent’s business and personal priorities; be seductive or assertive as the mood fluctuates; don’t haggle too hard unless you really are prepared to walk away.

If you’re selling in a buyer’s market, your best hope is to be clever with the process of negotiation.

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Details

Author details

Mattock, John