I currently interviewed four travel journalists on certain aspects of making negotiations. There were several topics to choose from, but the best possible questions were chosen. The four questions are as follows:
What negotiations are involved in travel journalism?
How many negotiations are involved in one piece?
Do you take the leading role in the negotiation?
How do you reach a mutual benefit?
The first person I interviewed was Jules Older, a freelance travel journalist. I presented her with the four questions and she responded with:
“If the editor buys your piece, he offers you a price, and you say one of three things:
1. No. Too low
2. Yes. Thanks
3. I was expecting more.”
I greatly appreciate her giving me such great advice. These three responses are the replies used in negotiation. If the negotiator gives too low of a price, then I take my piece to another company.
Sally McKinney was the next travel journalist that I interviewed. She was given the same four questions. She responded as follows:
“Previously, I've used negotiation skills to purchase equipment and supplies; to get press trips, article assignments and book contracts; to set up book signings, or an occasional TV appearance or radio interview.
You can see that each situation is unique, so the negotiations are never quite the same. A road trip from southern Indiana to Columbus, Ohio, for example, is a different experience from the series of flights that took me to Kampala, Uganda.
Although I've occasionally taken a leading role in planning travel with a photographer, I’m usually coping with travel plans alone (so I take a leading role).
There are many ways to reach a mutual benefit. It's important to listen and to learn, to be aware of what others want, to ask myself what the others might want that’s not being said.”
This was the most valuable interview that I had. She provided me with examples and pointed out to me what to do in certain situations. It is tricky to negotiate with travel journalism because you are personally negotiating your artwork.
The third travel journalist that I interviewed was with Garry Marchant. I presented him with the four negotiation questions and he responded with:
What negotiations are involved in travel journalism?
"Usually, none. Publications have a set fee, either per word or per article, and they usually don't deviate from that.”
How many negotiations are involved in one piece?
“Normally, the writer approaches a publication with an idea (although sometimes an editor will approach a writer he or she likes) and a flat fee is offered. A writer will only deal with the assignment editor (or main editor).”
Do you take the leading role in the negotiation?
"As I said, there is usually no negotiation."
How do you reach a mutual benefit?
“If you like writing for a publication, and feel the fee is fare, then the writer will accept it.
However, I once found out that a major publication that I have written for years pays a higher rate for longer serving freelancers, so I asked them for the higher rate. They just immediately agreed. I have asked several other regular publication for an increase in fees, because of inflation and the falling American dollar, and all I get is "We are looking into our fees."”
Garry Marchant supplied me with an outlook on personal experience with negotiations. I appreciate him telling me about the rates and how to handle company’s responses.
The last travel journalist interviewed was Michael Ventura. He responded to my questions with:
What negotiations are involved in travel journalism?
“There really isn't all that much. For the most part you accept the terms the media outlet offers or you don't work with them. Yes, you can scratch out a term here and there but too many and they will move on to someone else. There are many talented people willing to work for very little and willing to give away too many rights. Most just sign and do the work.”
How many negotiations are involved in one piece?
“One if any.”
Do you take the leading role in the negotiation?
“Usually the media outlet has a contract and you can either sign or not. If you want to change something than yes, you take the leading role at that point.”
How do you reach a mutual benefit?
“The benefit seems to be weighted in the favor of the buyer, as, it seems, no writers or photographers are getting rich (and far from it) from travel journalism. You must love what you do and have other sources of income.”
Mr. Ventura helped me understand the negotiation process when it comes to taking leading roles and positions.
I really appreciate all of the travel journalists that took their busy, travel-filled time to answer my questions on negotiating.
