You’ve done your homework, prepared your proposal, and confidently shared your price with a client.
And they follow-up with, “Is this negotiable?”
It’s a simple question, but it can feel like a test of your confidence and the value of your work.
If you are like me, this moment could be a tension-filled one. , Say the wrong thing, and you risk undervaluing your work, or you could even lose the client.
On the flip side, this question is less of a threat and can be an opportunity to assert your worth while demonstrating your professionalism.
In this guide, we’ll walk through how to answer this question to seal the deal or protect your worth.
Ready? Let’s go!
"Is this negotiable?"What clients mean vs. What they’re thinking
When a client asks, “Is this negotiable?” it’s easy to assume they’re trying to get a discount (Well, most times Nigerian clients are).
Clients ask these questions for various reasons, some of which include:
Testing flexibility:
Some clients are trying to see if there’s wiggle room. For them, negotiation is a normal part of doing business, so they want to negotiate.
Budget constraints:
Others may genuinely want to work with you but have financial limits. They’re hoping you can meet them halfway or adjust the scope of work to fit their budget.
Cultural expectations:
In some industries or regions, negotiation is standard practice. Saying “no” outright might be seen as rigid and not confident.
While it may be possible for you to feel slighted (like I did a few hours before writing this), remember that it’s not about you but about them.
Their request isn’t necessarily a judgment on your pricing. Instead, it reflects their internal pressures, budget approvals, cost-cutting, or a need to feel like they’re making a savvy business decision.
Why saying "NO" isn’t always the best strategy
Flatly refusing to negotiate can feel good (I stood on business), but it can also backfire, shutting down the conversation and potentially the relationship.
A stern “no” can make you seem inflexible or dismissive, even if that’s not your intention.
Instead, consider responding in a way that keeps the dialogue open while maintaining your boundaries. For example:
“This price reflects the full value of the work. If budget is a concern, I’d be happy to explore adjustments to the scope to fit your needs.”
“I can’t adjust the pricing, but I can offer flexible payment terms to make this more manageable.”
Know your worth, know your boundaries
Before you can confidently answer, “Is this negotiable?” you need to be clear on the value of your work. This clarity will help you set and defend your prices.
- Set clear pricing based on value:
Your prices should reflect the time, skill, and outcomes you deliver. Think beyond just hours worked. What results do clients achieve because of your expertise? Do they save time or make money?
Example: A graphic designer charging $1,500 for a logo isn’t just delivering an image. They are giving a business a visual identity that can drive customer trust and recognition for years.
- Define your boundaries:
Not every client will be a good fit, and that’s okay. Decide where you’re willing to be flexible and where you won’t budge.
For example:
- You might adjust timelines to meet a client’s budget but keep your hourly rate firm.
- You might offer a reduced package of services at a lower price but not discount your core offering.
Pricing structures that allow flexibility
Tiered packages:
Offer multiple levels of service at different price points. This way, clients can choose what works best for their budget without you needing to adjust your rates.
Scope adjustments:
Be clear about what’s included in your price, and be ready to remove some deliverables if needed.
Example: A UX writer charging $2,000 for an entire website copy might offer a $1,200 option for just the homepage and about page. The client still gets quality work, and you preserve your value.
“Preparation is everything. When you know your worth and your limits, you’re not just answering a question but also steering the entire negotiation.”
How to answer "Is this negotiable?" with confidence
Here are three approaches that help you stay confident and professional while keeping the conversation productive.
Option 1: Affirm value first
The first thing to do is remind the client of the value you’re bringing to the table. This reinforces why the price is justified.
For example:
“The price reflects the value of [specific deliverables], including [key benefit].”
- A wedding photographer might say: “This price includes full-day coverage, a curated album, and the peace of mind that every important moment is captured.”
- A consultant could say: “This reflects the hours of research, personalized strategies, and the potential ROI we aim to deliver.”
By shifting focus to the benefits and outcomes, you remind the client why they approached you in the first place.
Option 2: Offer conditional flexibility
Sometimes, a little give-and-take can preserve your value while accommodating the client’s concerns.
For example:
“There’s some flexibility depending on [specific conditions].”
- A designer could say: “If we reduce the number of revisions included, I can adjust the price slightly.”
- A copywriter might say: “If you’re able to extend the deadline, I can work within a slightly smaller budget.”
This approach signals that you’re willing to collaborate without compromising your baseline price.
Option 3: Redirect the conversation
If you sense the client is fishing for a deal but is unclear on their actual budget, redirect the conversation.
This allows you to gather more information and propose solutions that align with their needs.
For example:
“What’s your budget for this project? Let’s see what we can align.”
This shifts the focus away from a straight “yes” or “no” and opens the door to collaborative problem-solving.
“When answering the question ‘Is this negotiable,’ the first step is understanding why the client asks if your price is negotiable. Sometimes, they want to ensure they’re not overpaying. If you came up with the price carefully, you shouldn’t be afraid to stand by it.
Instead of saying a flat “no,” explain that your price reflects many factors: your experience, the quality of work you deliver, and the value it brings to their business. Let them know the price is tied to the scope of the work, and if they want to lower the price, certain elements of the project might be reduced.
The key is to present flexibility without compromising the value you're offering. If they continue to push for a discount, remind them that a reduction greater than 10% would impact the quality or scope of the work.
Before you set your price, be ready to stand by 80-90% of it. If the client wants to offer less than that, be comfortable walking away.”-Victor Fatanmi, Co-founder/CEO Fullgap
Tactful ways to say “NO”
Sometimes, the answer really is no. But how you deliver that message can make all the difference. A tactful “no” reinforces your professionalism and value without cutting off the client.
- Use value-based language
Instead of outright rejecting a request, reaffirm what the client is getting for the price. For instance:
“I’ve carefully priced this to ensure the best results for your project. Adjusting the price would compromise the quality I’m committed to delivering.”
This approach shifts the narrative from “I won’t lower my price” to “I’m protecting the integrity of the work.”
- Offer non-monetary alternatives
When a client genuinely can’t meet your price, consider non-monetary adjustments that still deliver value.
- Adjust timelines: “I can work on a longer timeline for this budget while keeping the same quality standards.”
- Reduced scope: “We can focus on [priority deliverables] to make this fit your budget.”
This keeps the door open for collaboration while ensuring you don’t undervalue your work.
- Share success stories to show your value
Sometimes, the best way to stand your ground is to show proof that your pricing delivers results. Sharing testimonials or success stories can help a hesitant client understand the ROI of working with you.
For example:
“I recently worked with [Client A] on a similar project. While the upfront cost was an investment, they saw [specific results, like increased sales or client engagement] within weeks.”
This approach builds trust and confidence, making the client more likely to see your price as a smart investment rather than a negotiable expense.
“One of the ways I get to tactfully say no is to show empathy, reinforce my stand, and end with a CTA:
‘I understand you trust me to deliver on this job, and I appreciate your offer. However, your budget doesn't match my rates currently, and I cannot take the offer. Let me know if you're willing to negotiate further to see if we can compromise. Thank you.”—Juliana Nwazodoni, Poet and Community Manager, WorkBudyy
Common negotiation mistakes and how to avoid them
When you are eager to secure a deal or maintain a relationship with a client, you might misstep, which could cause you.
Here are three of the most frequent mistakes and how to avoid them.
Mistake 1: Cutting your price too quickly
Lowering your price at the first sign of resistance might seem the easiest way to close a deal, but it often sends the wrong message.
It can signal that you lack confidence in your pricing or that your initial quote was inflated.
Why It’s a Problem:
- If a client sees that they can negotiate you down once, they’re likely to push for discounts in the future.
- The client may question the worth of your services if you reduce your price without a solid reason.
How to avoid it:
Take a pause before responding to requests for lower prices. A thoughtful response like, “Let me explain how this price is structured,” is better than jumping into discount mode.
If you choose to adjust, ensure it’s tied to something tangible, like reducing the scope of work. This keeps the value intact while addressing their concerns.
Mistake 2: Failing to set boundaries
Being too accommodating might seem like good customer service, but without clear limits, you risk overworking, undercharging, and ultimately resenting the project.
Why It’s a Problem:
- Clients may take advantage of your flexibility, leading to scope creep (where the project grows beyond the agreed-upon terms).
- You end up delivering far more than you were compensated for, which hurts your profitability.
How to avoid it:
Be explicit about what’s included in your price upfront. Use clear contracts or proposals that outline the deliverables, timelines, and terms.
If a client requests something beyond the agreed scope, politely let them know it will require additional time or fees. For example:
“I’d be happy to include that, but it falls outside the original scope. Let me provide a revised quote.”
Get clear contracts that outline your deliverables, timelines, and terms at fullgap.co
Mistake 3: Overexplaining
Many service providers feel compelled to defend their rates with long explanations when faced with pushback on pricing. While communicating value is important, overexplaining can come across as being insecure or defensive.
Why It’s a Problem:
- Overexplaining makes it seem like you seek approval or permission for your rates.
- Too much detail can distract from the core value of your services.
How to avoid it:
Keep your responses clear and concise. For example, instead of explaining every detail of your process, focus on the outcome:
- “This price ensures we meet the project’s goals with the quality and attention it deserves.”
If the client has specific questions about your rates, answer them directly without going off-track. Simplicity conveys confidence.
Turn your next negotiation into an opportunity
Hearing “Is this negotiable?” doesn’t have to be a moment of dread.
Instead, take it as your chance to reinforce your value, build trust, and establish a professional relationship grounded in mutual respect.
The tips and examples in this guide can help you negotiate more confidently.
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