“Do you want my photographer to shoot this job?” That is how I start each conversation I have with an Art Buyer or Creative Director. The answer I get to this rather straightforward question is key to the negotiating process. From this moment on I know exactly where I stand and what my legitimate chances are in securing this project.
…The question could be answered in three ways; the first answer could be “yes, you’re our first choice”. The second answer might be “Well we’re not sure at this point we’re looking where the estimates come in”. The third response might be “to tell you the truth they really want to use someone else – I just need a third estimate”.
via Selina Maitreya.