Fee Negotiations
You do not talk about money? We do! In music and the performing arts, fees are often a matter of negotiation. But how does one find the courage to ask for more, and – even more importantly – how does one actually receive it?
In this workshop, we address this uncertainty and turn the uncomfortable subject of money into a tool for the recognition your work deserves. This is what you can expect:
I. The Basics: How to realistically assess your market value and confidently negotiate a good fee.
II. Strategies for "Fair Pay": What is possible in the current market environment? We examine where the room for maneuver lies and develop concrete strategies for different negotiation situations.
III. Negotiating is a skill, not a talent. This is why we focus on practice: we rehearse concrete conversation scenarios, so that the next time you are on the phone with an artistic director or production, you know exactly what to say. Negotiating can be practiced, and that is precisely what we will do.
Whether you are still studying or just starting out in your career: acquire the tools you need to be fairly paid for your work.
Objectives
- Realistically assess your own market value
- Negotiate fees confidently and professionally
- Identify room for maneuver and strategies for Fair Pay
- Prepare for negotiation situations in a targeted way
- Practice concrete conversation scenarios
- Gain more confidence in dealing with the topic of money
Note: It is not a requirement, but it is an advantage if participants have previously attended the courses "Taxes and Social Insurance for Musicians" on 3 November 2026 or 24 November 2026, and "Fees and Taxes" on 4 March 2027.
An offer in cooperation with mica - music austria, the Institute for Cultural Management and Gender Studies (IKM) and the Center for Further Education of the mdw.
Course lecturer Sören Fenner
Sören Fenner is the founder and managing director of Theapolis, the largest German-language job portal for theatre professionals.
After his career as an actor and singer, he turned to cultural policy advocacy. In 2005, he initiated the "Theater-Tafel," which led to the revival of the Dachverband freie Darstellende Künste Hamburg (DfdK). He is a founding member of numerous associations, including LAFT Berlin (2008), art but fair (2013), and ensemble-netzwerk (2016).
From 2010 to 2020, as a board member and supervisory board member, he initiated the creation of the cooperative Probenzentrum Wiese eG in Hamburg. He was also active as a union member in the GDBA, where he initiated the Future Council.
Today, Fenner works as a lecturer (including at the Mozarteum University Salzburg), consultant, and moderator. He is considered a specialist in the field of "Theatre & Work," served as an expert witness for the Committee on Cultural and Media Affairs of the German Bundestag, and, until 2023, contributed to the research project "Systemcheck" of the Federal Ministry of Labour and Social Affairs.
Webinar
Date
WE, 05.05.2027
10 am–1 pm
Location
online via ZOOM
ECTS
The webinar, including preparation and follow-up, counts as 4h of 60 minutes each for the Career Center elective
Registration
From 15.09.2025 at www.mdw.ac.at/zfw/kurse