Welcome to “Negotiation Skills for Audio Creatives,” the second essential course in the APVA’s series on Funding and Sponsorship. Congratulations on mastering the art of the pitch deck! You now have a powerful tool to open doors. This course will teach you what to do when those doors open and you find yourself at the table, ready to talk terms.
For many creatives, “negotiation” can feel intimidating—a world of corporate jargon and aggressive tactics. This course demystifies that world. We will reframe negotiation not as a battle to be won, but as a structured conversation designed to build partnerships. It’s the art of communicating your value, understanding the needs of your potential partner, and collaboratively building an agreement that benefits everyone.
Rooted in the APVA’s core pillars of Commerce and Credibility, this course is tailored specifically for the African creative landscape. You will learn how to confidently discuss rates, trade value beyond just money, and structure deals with local brands, international NGOs, and cultural institutions alike. By the end, you won’t just be a talented creative; you’ll be a respected creative partner, ready to secure the resources you deserve.
Learning Outcomes
Upon successful completion of this course, you will be able to:
- Adopt a confident, partnership-oriented mindset for any negotiation.
- Clearly define and quantify your value, creating a professional rate card for your services.
- Master pre-negotiation research and strategy, including identifying your “walk-away” point (BATNA).
- Use proven techniques like anchoring and active listening to guide the conversation.
- Confidently respond to low offers and common objections by refocusing on value.
- Structure win-win deals by trading concessions and identifying non-monetary value.
- Understand the key elements of a creative contract to protect your work and interests.
- Transform single projects into long-term partnerships through professional follow-up and relationship management.
Course Structure Overview
This course is a comprehensive journey into the art and science of negotiation, broken down into three core sections. Each section provides the building blocks for the next, moving from internal mindset to practical tactics and long-term strategy.
- Section 1: The Foundation – Mindset & Preparation
Before you can negotiate with others, you must first negotiate with yourself. This section is about shedding the “starving artist” myth and embracing your role as a valuable business partner. We will cover how to calculate your worth and do the essential homework before a single word is exchanged. - Section 2: The Conversation – Tactics & Techniques
This is the heart of the course, where we dive into the practical mechanics of the negotiation dialogue. You will learn how to open the conversation, respond to offers, handle objections, and guide the discussion toward a mutually beneficial outcome using proven, ethical tactics.
Section 3: Closing the Deal & Building the Relationship
A successful negotiation doesn’t end with a “yes.” In this final section, we cover the critical steps of formalizing the agreement, understanding contracts, and, most importantly, nurturing the relationship to turn a one-time deal into a long-term, fruitful partnership.
Lessons:
