If you read Part 1 of this article, you learned why fee integrity means much more than just “set a price and stick to it.” Now, let’s look at specific negotiation tactics you can use while maintaining your fee integrity.

You’re really excited to speak at an upcoming event… you already quoted your fee...

Then the client drops a bombshell:  they have little to no budget to pay you!

You freeze.

What should you do?

How can you drop your fee while still maintaining fee integrity?

If you just offer to do it for free, then you’ll sound like an idiot with no value.  But if you set your price and stick to it, you might be missing a great opportunity.

Okay, don’t worry, my friend. You're not alone in this predicament. Just last week, I received an email from one of our subscribers who found themselves in a similar situation.

Today, we’re going to dive into the art of negotiation and learn how you can maintain your fee integrity. Remember, the key to maintaining fee integrity is conceding for legitimate reasons, honoring any previously negotiated fees, and being clear about your next fee.

Four Reasons to Negotiate Based on “Them”

Let's start by exploring five reasons you can present to clients to negotiate fees effectively without sacrificing your fee integrity. These reasons will give you a solid foundation for a win-win negotiation.

“Because You're a Nonprofit…”

If your prospective client is a nonprofit, seize this opportunity to offer a consistent nonprofit discount. For instance, a 50% discount on your quotable fee can be a compelling offer. Remember, you're negotiating while maintaining transparency.

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