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One of the most common mistakes of people just starting out in business (myself included) is not negotiating anything. Sometimes it can just be your personality, sometimes lack of experience, but not negotiating is something that happens so often.
Lets say for example that you hear back from affiliate network 123 and they say that your lead quality is not working out for them. Many of the people I know would simply accept the fact that their quality is not good and just stop promoting it.
But, the aggressive people will fight to keep the offer.
Here is the thing... It's way easier to keep the offer than to try to find a new one. Just like it's way easier to keep a customer than to get a new one.
So what can you do is negotiate. Negotiate lower payout, negotiate different targeting, add in negative kw's. Do whatever. Just don't sit there and take it. If you're willing to work for money, then chances are, you will end up making a good amount.
This also can apply to things such as lead cap. Many times an offer is capped and you as an individual will only be able to run a certain amount on an offer each day. You can negotiate in different ways to get more cap. Be creative in how you negotiate, give them the feeling like they're getting a better deal. 
That leads me to my next point. You always want to try to negotiate giving the effect and feeling of being mutually beneficial. You want both parties to feel like they are getting a good deal.
Don't focus on what's in it for you when you negotiate. Always focus on what is in it for them. Make them an offer they can't refuse, IE making more money, etc.
So much of this business is being willing to negotiate. If there is a stopping point in my business or an offer, I always try to talk to those in charge (affiliate manager for example) in order to try to get it to work rather than just letting it all stop and moving onto the next project.
Something I don’t do when I’m nixxed from an offer good reminder.
Negotiation is definitely a comprehensive strategy that everyone must learn or they will continue to get taken advantage of you. You must know how to deal and manage different negotiations.
Negotiations go a little better if you’ve got a lot of respect or know someone with a lot of respect in the industry as well. Try creating a name for yourself before you go negotiate for a $5 pay bump.
Good point. The affiliate networks are definitely much more willing to negotiate after you have proven that you can make them money. They aren’t going to do much for you if you are brand new.
I love the networks that give me a payout bump without even asking for it. Nothing says we want your business then giving a raise upfront without even asking for it.
The problogger has a book called 50 ways to be persuasive i might pick up a copy next time im at boarders book store!
Negotiating is a part of what I do regularly with my vendors and partners. Otherwise, how can you go on not knowing if you got the best deal?
Anyway, when I was a teenager, I used to try to negotiate everything for fun, including a Big Mac at McDonald’s. And guess what, it almost always worked!
Excellent point. If your not negotiating, your letting a lot of opportunities pass you by.
It’s a very good posting, Jonathan. Not all people realize that negotiations are acceptable. As for me, I negotiate even with Macys. No kidding. May be I should write an article about it. Thanks, Jonathan.
While these are all great points, majority of the AM are rather clueless and unable to communicate or provide any significant feedback. Often times you are left on your own to figure these out.
As an AM I always try to ask the advertiser if they would accept the particular pubs traffic at a lower payout. Sometimes it may not work at any payout but it’s always worth asking! I always try to get details regarding why the publisher’s traffic isn’t working out – undeliverable emails, low monitization on the path, etc. Unfortunately, advertisers don’t always relay this information back to us..leaving AMs with few details
Negotiating makes sense on many levels. While you can hardly haggle in a supermarket, you sure can bargain with a prospective landlord. Making people offers can very often lead to you scoring huge bargains, soi never just accept the price tag (unless you’re in the supermarket, of course……hahahaha)
These all great point, and I always come to negotiation as it gives sometimes the things which is in just about to enter into mouth of someone else.
Yes it is a major mistake to not negotiate. The online world is full of bargains if you are willing to negotiate. So many things can be bargained to get a better deal for yourself.
Mr. Volk,
I’ve just started reading your page, and I really like what I’ve read so far. This post remind me of the book How to make friends and influence people. There is an entire chapter devoted to demonstrating the power of negotiating.
I’m looking forward to reading more.
This is perfectlly described about living style too. Its a very needy thing in life.
[...] article "Don't Forget To Negotiate" by Jonathan Volk triggered recollection of many episodes in my life where negotiating was crucial. [...]
Negotiation is crucial.
[...] on Nov 30th, 2009 | no comments There was a great piece by Jonathan Volk –<a href=”http://www.jonathanvolk.com/business/dont-forget-to-negotiate.html“> Don’t Forget to Negotiate</a> that got me to thinking how crucial that is to any [...]