When negotiating, think of yourself as an asset to a company. Remember that what you do for a company is most important.

Animation is a funny business. Or, rather, it’s not at all. Which makes it funny. But only in the sense that a clown in the soup makes it taste “funny.”

So few people know how to sell themselves. Or what they have to sell. Mostly, it’s naïveté, timidity, insecurity or a disgust with having to sell anything, period. Especially something they don’t believe in. All too often, themselves or their talent. “Are you experienced?” helps, because it’s a lot easier to sell than most things: “I did this, I did that.” But, even then, a lot of people sell themselves short.

It’s a big problem for both sides of the table. It’s a big problem in this industry.

You need to add nuts, and I’m not talking matzo balls, to the soup. And feed the soup to the nuts and clowns doing any funny business.

Will Work 4 Money
I’ve hired hundreds of people in my career and negotiated many of the contracts myself. (For the anecdote, I’ve only had to fire a handful, although in just about every case, technically speaking, they fired themselves.) What most people don’t realize is that a contract is nothing more than tree bark and squid ink with two signatures on it. Everything is negotiable… just about. Or that a contract is more about what happens if you don’t do your part of the bargain than if you do.

But what if you intend to not only do your job, which you do well, but you’re talented, ambitious and want to do more, expect more, earn more? The classic mistake most people make when they apply for a job is to tell a potential employer the situation they are looking for and not what they can do for a company, which is why they are there in the first place.

Most employment contracts are “boilerplate”, standard-form: job description, conditions, salary, benefits, studio policy, etc. It’s the basis for negotiation but, surprisingly, very few people actually negotiate in the true sense of the term. In fact, in my experience, most employee discussions center almost exclusively around “I show up, I work, you pay me.” Punching the clock and pulling down a paycheck. But past a certain point in your career, you’re no longer a number, you’re an asset. And an animation company is just four walls without the talent.

As an employee, I’ve always negotiated benchmarks that are rewarded: “If I do this, then I get this....” It’s always about built-in evolution from day one. But it’s also about motivation, developing my potential, creating opportunities, growing the company and growing with it.

Most companies appreciate ambition. Some don’t, but then you have to ask yourself if that’s where you want to be working.

Everything in a contract is negotiable… just about.

As an employer, I’m always stunned when people sign whatever is put in front of them. And, as an employer, it’s not up to me to encourage the future employee to negotiate, although nine times out of 10 I am ready and willing. About all I can say is that you should go over every single word in a contract. If there’s a dispute, the lawyers and the judge certainly will. Cross out whatever you don’t agree with. Write in what you want to see. It’s a friggin’ piece of paper until it’s signed. Then make up a separate list (bring it with you but don’t show it or give it to the potential employer) of the big things and what you want ideally — not necessarily within reason — and try and get those things or as close as possible. Compromise if you have to, but take your time. Talk it out. Talk to friends, your lawyer.

Negotiation is part poker, part theatre. Don’t get excited. If you feel yourself getting excited, don’t. Move on and say you want to think about it at home, calmly. Which is where you want to decide everything. Be polite, be calm, be firm but don’t waste the other person’s time or insult them. Sometimes you may have to go back to the table two, three, four, five times. There is always a solution if both sides are willing to negotiate.

Patience. You don’t want just a deal, you want the best deal.