Negotiating Techniques for Freelancers

You finally land a client you really want to work with. Then come the terms. Which you have no say about…

When you are a freelancer, it can feel like negotiating is risky. You do not want to scare the client away. You assume they have all the leverage. So you nod, agree, and hope it works out later.

But it doesn’t have to be that way. This workshop focuses on the practical side of client negotiation. We’ll look at common situations freelancers face, like clients asking for longer payment terms, delaying payments, or pushing back on pricing or scope. Using real examples and some role-playing, we’ll practice how to navigate these conversations clearly and professionally, in a relaxed setting.

The session draws on negotiation principles from Never Split the Difference by Chris Voss, with an emphasis on asking better questions, listening for what’s actually driving resistance, and creating agreements that work for both sides.

You’ll leave with language you can use, a better sense of when to negotiate, and more confidence going into conversations about money.

Key learning outcomes:

• How to negotiate payment terms with clients in a clear and professional way
• How to handle pushback around pricing, timing, and scope
• How to use simple negotiation techniques to reach mutually beneficial agreements
• What to say or write to actually get your invoices paid every single time

About the Instructors:

Julia Delin and Andreas Johansson are the founders of Cheque, a billing platform that helps creatives get paid faster on their invoices. Today, Cheque is used by creative agencies and freelancers to invoice large clients and get paid within 5-10 days, rather than 30-60 days.

Prior to founding Cheque, they ran one of Europe’s top incubators, SSE Business Lab, where companies like Klarna and Legora got their start. They’ve also launched an early stage VC fund, raising $10m from some of Europe’s top angels and founders. Throughout the years, they’ve coached more than 150 companies in financing, sales and scaling their businesses. 

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