The Stress-Free Art of Negotiation for Makeup Artists

This post focuses on a skill that’s just as essential: the art of negotiation. We’ll dive into key strategies for securing your worth as a movie makeup artist, especially if you’re starting out. Ready to boost your business savvy? Let’s get started!

The Stress-Free Art of Negotiation for Makeup Artists

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In This Episode We Cover:

• Understanding and acknowledging your worth as a movie makeup artist.
• How sharing information and having coworkers and friends you can trust to help each other grow.
• Practicing negotiation techniques and being prepared to handle pushback with professionalism is good!

Episode 83: Show notes

So you thought working as a makeup artist would be all about creating. All about the glamour. Destination weddings, movie sets and exotic locations, creating avante garde looks all over the place.

Well, the hard truth of it is, creativity and artistry are essential, but equally important is the business end of things, and at the top of that fun-free pile, is negotiating your worth.

Negotiation is often overlooked by artists but is crucial to sustaining a long-term career in movie makeup.

And let me tell you, I’ve encountered the full spectrum of challenges and triumphs within our field.

Today, I want to spotlight something many of us tend to overlook: the art of negotiation.

While honing your creative prowess and technical skills are paramount, securing your worth through knowledgeable negotiation is equally critical for your long-term success.

If you’re at the dawn of your makeup artistry career, or even if you’re a seasoned professional, this is a vital thing to take on board.

Years ago, I was offered a project abroad. The producers wanted to pay me in local currency. However, after some quick research on currency exchange rates, it became clear that I would be losing money before even starting the job.
Understanding the financial bits of the process involved allowed me to make an informed decision—and ultimately, I declined the offer. This experience highlighted how vital it is to be aware of the financial aspects of our negotiations, and let me tell you, it was not an easy decision to come to.

Why Negotiation is Essential in the Movie Makeup Industry

Valuing Your Skills and Expertise

As a professional makeup artist, you should know very well, that you’re not just artists; you’re a commercial creative professional.

 It’s vital to recognize the value of your specialized skills, especially in the fast-paced film and TV industry. Your own unique talent makes you an indispensable part of any production team, so understanding your worth is key to a dignified, prosperous career.

Understanding Project Demands

Each project you work on will vary in scope, timeline, and budget. How much time for prep work do you get? What is your position? Do you need a lot of time in the chair each morning?
Every job will be different. This uniqueness means every negotiation will be an entirely new experience. Remember, it’s a two-way conversation where both parties need to feel it’s a fair deal. Always get a clear understanding of the project’s specifics before diving into contract discussions.

Ensuring Longevity in Your Career

Fair pay and proper work terms are paramount to ensure you can sustain a long and fulfilling career. Avoiding burnout and feeling undervalued is critical, so always strive for fair compensation and terms that reflect your hard-earned expertise.

Knowing Your Worth 💰

Experience Level and Honesty

Whether you’re just starting out or have decades of experience, it’s important to be honest with yourself about your expertise level. As a beginner on set, you might have less negotiating power, and that’s perfectly okay.
But being familiar and at ease with the exact context of where you are in relation to others, your years of experience and skill level, can all help inform your own value in the pecking order of things.
So for example, early on, you may be presented an offer with an hourly rate, and if you are in your first few years of industry experience, you should probably simply accept the offer. No questions asked.
This also means that the job opportunity and the benefits it witholds are often way more than the payment alone.

Accept learning opportunities for what they are and build your repertoire over time.

Research Industry Rates

Knowledge is power, my friend! Familiarize yourself with what the industry standards and the going rate is for your services in your country, region, and area.

If this stumps you, and you’re not sure how to start these conversations, forming a small, trusted community of fellow makeup artists to share information can be incredibly beneficial.
Even just having one or two close friends that are also professional makeup artists can not only provide a sense of trust and knowledge between you, but also be a support network, and even work together.

Accounting for Specialized Skills

If you have niche skills like prosthetics, hair punching, wig making, or creature work, price them accordingly. Don’t undervalue the additional training, hard work, time and practice you’ve invested in perfecting these skills.
And remember, these are highly honed skills that not many people have. And even fewer that have them, are good at them. Know where you stand with your specialized skills.

Understanding the Project Scope

Clarify the project’s expectations before negotiating your rate. Consider factors such as:

• Number of actors you’ll be working on
• Type of makeup effects needed
• Project duration and location
• Hidden costs like kit fees, a travel fee and travel expenses, and per diems
  

Effective Negotiation Techniques 💬

Start High, Meet in the Middle

Begin your negotiations with a slightly higher average rate than your ideal, providing room to wiggle down without undervaluing yourself. This tactic gives you leverage to find a middle ground that satisfies both parties.
And speaking of rates, try to avoid accepting flat rates. These can often lead to not only feeling exploited at work, but truly being exploited. No matter how cushy they sound.  A flat rate fee removes any overtime rates and penalties, and anything unexpected that can and will come up once the job commences. So keep that in the back of your mind.

Know Your Non-Negotiables

Identify your own personal deal-breakers – things like the location, and ownership of your designs. Stand firm and having a clear idea of these points to protect your worth and the quality of your work.

Framing Your Value

Position your negotiation conversation around the unique value you bring to the project rather than just focusing on numbers. This is about you, after all, and not just numbers, or your makeup services. And as such, should be a conversation that you have. And one that you should feel comfortable having.

Timing is Crucial

Timing is everything. Negotiate only after understanding the full project scope but before signing any contracts. This ensures you’re well-informed before discussing rates and deal terms.
And don’t be afraid to ask questions in the beginning too.  The more informed you are from the outset, the more chance you have of agreeing to a fair price with your boss, or prospective clients.

Be Willing to Walk Away

It’s okay to say no. This is something I never did when starting out. At the end of the day, if the job doesn’t meet your minimum requirements, it’s completely fine to pass. Know your worth and be willing to stand by it.

Handling Pushback

Prepare for Resistance

Try not to be put off if how much money you ask for is rejected. It’s natural to face resistance from producers or studios with a firmly set production budget. Have clear justifications for your rate and be ready to explain your worth. And even have the proof (via payslips) that you have worked for that rate before.
This is becoming a more standard practice with time as well.

Be Flexible, but Firm

Negotiation is a push-pull system. Offer flexibility without compromising your core values and worth. Sometimes, other benefits like better credits or higher kit rental fees can be reasonable compromises and can sometimes be the best way to get to the right amount you are looking for. And remember that oftentimes, UPMs and Producers have their budgets cut, so it is important to work with them as well.

Stay Professional

Always maintain a calm, respectful demeanor, leaving room for future collaborations and a potentially great opportunity you don’t even know exists yet. Even if a deal doesn’t work out, or you don’t quite get the best deal you were hoping for, always thank them for their time and consideration. This is a crucial aspect of your makeup work.

Wrapping It Up 🎁

Negotiation might not be the most glamorous part of our job, but it’s incredibly important. And one of the various factors of our field that is definitely not creative, in this freelance business.
Just like blending or applying prosthetics, remember the most important thing is that negotiating is a skill that gets better the more you do it. Listen, ask questions, and don’t be afraid to stand your ground.

If this all feels like way to much to remember, you can download this handy Dealmaking Checklist here – its a great way to help you through your rate negotiation process, with some easy to follow pointers, and reference points you can use time and time again, when you’re making your deals.

Until next time, keep shining, keep going and showing the world your incredible value. You’ve got this! 💪✨

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