Negotiation Power: How to Say No Without Burning Bridges

Anne Ganguzza
37 minutes ago
3 min read

with Danielle Famble

BOSSes, Anne Ganguzza and Danielle Famble dive into the uncomfortable reality of voice actor negotiation and handling lowball offers. This episode provides essential strategies for maintaining grace, protecting your worth, and ensuring you don't burn bridges when you have to say no. The hosts stress that money is the language of business, and understanding negotiation as a collaborative process is key to long-term success.

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Chapter Summaries

The Negotiation Muscle and the Power of "No"

(03:57) Danielle emphasizes that negotiation is a muscle that must be cultivated. She introduces the principle that "No is a complete sentence," advising against over-explaining or justifying your rates out of desperation. Saying no to a low-paying job frees you up for your next yes, increasing your capacity for better-paying work.

Educate, Don't Insult: Providing Value

(06:44) The hosts stress that a core part of voice actor negotiation is educating the client. This involves correcting misunderstandings about industry standard rates or usage (e.g., corporate narration vs. e-learning). This education must be done professionally, concisely, and with an effort to provide value, avoiding any tone of insult or indignation, which is unproductive.

Positive Intent: The Language of Business

(10:28) Anne and Danielle advise voice actors to approach negotiations assuming the client has a positive intent. Viewing the interaction as "two businesses trying to come to an understanding" removes personal ego and defense. Monetary negotiation is the language of business, and personalizing a low offer (feeling insulted) hinders the development of a healthy, collaborative relationship.

The Human Element: Communicating with Humanity

(14:51) The hosts discuss the importance of human communication in negotiation. While email is common, they note that getting on the phone or a quick Zoom call often "seals the deal" because it humanizes the interaction, builds rapport, and allows for the display of genuine collaborative intent—something that strictly email correspondence sanitizes.

The Accurate Quote: Knowing Your Rate Guide

(19:22) Anne outlines her process for quoting: always request the final script for an accurate quote and have a personal rate guide ready. By starting slightly higher and offering to knock down the rate as a new client incentive, a voice actor signals their minimum while showing a willingness to negotiate and build a relationship.

Beyond the Dollar: Non-Monetary Value

(27:12) The hosts acknowledge that negotiation is not always about the final dollar. They stress the value of non-monetary returns, such as securing a steady, recurring client, building strong relationships that lead to recommendations, and gaining valuable experience. These factors can sometimes outweigh a small difference in the final price for one single job.

Top 10 Takeaways for Voice Actors:

Cultivate the "No" Muscle: Recognize that getting to a no is a necessary step in negotiation; it frees you up for better opportunities.
Educate Professionally: Use low offers as an opportunity to kindly and concisely educate the client on standard rates and usage.
Assume Positive Intent: Approach negotiations believing the client is working in good faith; remove personal ego from the business discussion.
Know Your Minimum: Establish your non-negotiable "pick up the mic" fee before engaging in any price discussion.
Quote Accurately: Always request the final script to ensure your quote is accurate and defensible based on the work required.
Humanize the Process: Prioritize phone or video calls during negotiation to build rapport and convey authentic, human intent.
Provide Value Beyond Price: Offer the client value (e.g., flexibility, network referrals, expertise) to justify your rate and make yourself memorable.
Understand Your Value: Accept that once you agree to a rate, it often becomes the baseline for future work with that client.
The Deal Breaker: If a client verbally insults you or refuses to negotiate in good faith, that is a clear signal to walk away gracefully.
Money is the Language: Negotiation is simply two businesses speaking the language of business (currency and terms) to reach an agreement.

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