I want to discuss the experience of pricing and negotiating for larger illustration projects — book covers, game assets, editorial commissions that run to several hundred dollars — because the negotiation dynamics are different from smaller personal commissions.

The pricing strategy: I research the standard rates for the type of work. For book covers, the SCBWI (Society of Children's Book Writers and Illustrators) publishes range guidelines. For editorial, ICON and other professional organizations publish minimum rates. I quote within or above these ranges.

The negotiation stance: when a client asks for a lower price, I first ask whether their budget is firm or a starting point. If firm, I adjust the scope — fewer revisions, lower resolution, less complex composition. I don't reduce my rate for the same scope.

The rights conversation: larger projects always include a rights discussion. A higher rights grant (exclusive, commercial, buy-out) justifies a higher price. A limited grant (personal use, single publication) justifies a lower price. I learned to have this conversation explicitly after twice being surprised by how a client intended to use the work.