The art of negotiation is a key skill for business survival.
One of the first mindsets is to say “no” to bad deals. But that’s not much of a business plan. The real trick is learning how to turn a “no” into a “yes” that works for all parties.
This gets easier with experience but here are a few sources to help you on your way.
The Art of Business: Learn to Love Negotiating by Eric J. Adams
This succinct article on the Creative Pro web site offers a step-by-step guide to getting more of what you want--in a principled manner.
The Photographers Guide to Negotiating, by Dick Weisgrau
This 2005 tome by the former executive director of ASMP outlines a variety of techniques and approaches for getting what you want while giving clients what they need.
Getting Past No: Negotiating in Difficult Situations, by William Ury
This short tome gets right to the difficult point.
You may also want to make a general search on Amazon for other books on negotiating. There are dozens