BlogmyQuery – BMQ

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Web professionals have to be both flexible and creative to meet the needs of each client — and these characteristics often transcend the design and development process. Each of us has a unique approach to our work. The particular mindset and methods by which each of us turns a mental image into a delightful and usable website is worthy of investigation.

In this article, we’ll discuss three approaches taken by many Web designers and developers. While a creative individual usually falls into more than one of the three categories, each of us is still likely more heavily weighted towards one. These approaches might help determine what paths someone is best suited for and might shed light on how they achieve their goals. So, without further ado, we introduce you to the artist, the scientist and the philosopher.

[Offtopic: by the way, did you know that there is a Smashing eBook Series? Book #1 is Professional Web Design, 242 pages for just $9,90.]

The Artist

Sitting in a studio apartment, engrossed in Adobe Photoshop, ruminating on the powers of shape and color, is a person like no other. The artist is a creature of great creative power, who sees beauty in their surroundings and attempts to reflect it in their work while meeting the requirements of their clients. The artist might not be inclined to write the next Google killer, but everything they produce is inspired by their care and keen eye.

Definition: Artists are best defined as those who are more interested in the presentation itself than in the mechanics of the mode of presentation. Graphic artists, Web designers, content writers and podcasters often fall into this category.

Passion and the need to create are the hallmarks of the artist. Her wish is to satisfy her love of the visual elements of the Web industry. She relishes showcasing her skills and stays at the forefront of exploration in the field of design. Her imagination is matched only by that of children and children-at-heart.

Living in a fantastical world of beauty — which can actually breed sensible design — is not the only characteristic of the artist. Visitors are drawn to her work and feel an emotional connection to it. The artist also acts as a muse for other designers.

With a range of tools, the artist conveys emotion in a beautiful and professional design. Here are some examples:

Single-page animated websites powered entirely by Flash are common.

Typography that goes beyond Web-safe conventions can enhance artistic value.

Clean, visually appealing designs that attract many eyes.

Minimalism and a focus on content demonstrate a keen use of space.

jQuery animations and colorful focal points increase visual interest.

The Scientist

A cup of something caffeinated and some snacks lie on the desk. It’s the middle of the night, and a man is furiously typing away at his computer, producing line upon line of code to meet an looming deadline for “the next big social network.”

The scientist is a creature of habit, working longer hours than other colleagues. He has the stamina to render thousands of lines of PHP in an engaging, thought-provoking and memorable project filled with complexities and structured progress.

Web developers — their term — are well known for late nights and working at ungodly hours. They can produce code at the drop of a hat. While these habits may seem rather unhealthy, the scientist’s willingness to solve complex problems, his enviable powers of memory and his ability to solve problems logically make him a different but still inspiring creature in the technological world and workplace.

Definition: Scientists are best defined as those with an interest in code. Making things work and creating structure tend to be their top priorities. Think of programmers, developers, database workers and their kin.

Pictures of a coding monkey might come to mind, but remember that writing code is just as involved and requires as much creativity (though perhaps of a different sort) as the work of the artist and philosopher. It’s also just as much of a gift. To give you an idea of the inner beauty of the scientist’s work and of how this driven mindset can be a powerful asset, see the examples below.

Following specifications shows the scientist’s commitment to presenting code properly.

Server-side scripts process forms silently and in the background.

Innovation and careful planning lead to elegant and complex search mechanisms.

Keeping things simple increases speed and minimizes redundant code.

Frameworks and microformats facilitate well-maintained, elegant, optimized code.

The Philosopher

Our friend the philosopher sits on a train. He is on his way to meet a company. His laptop is open, and he is reading the business plan — or so it seems. Underneath, the wheels are turning; he is dreaming up a revolutionary way to help the business evolve. The philosopher, a unique breed, incorporates the skills of the artist and scientist while bringing to the table his keen insight into trends and target audiences. He is engaging and friendly, and he shows empathy, that rare and valuable gift.

Definition: Philosophers are consultants, officially and unofficially. They are masterful advocates and are able to coordinate and empathize with both artists and scientists. Think of accessibility and usability gurus, UX and IA advisors, SEO planners and information architects.

Those who design and build websites tend to receive the most credit in our industry. The philosopher knows that if he does his job well, he is invisible. His work should integrate seamlessly with the work of his colleagues. He is the person who performs UX and usability tests, audits websites and advocates for the end user.

The skills of such a person might seem questionable, but their understanding of the end user’s needs and their ability to help execute the team’s vision for the Web are attributes worthy of distinction. The philosopher is calmly neutral and can sense what is best for everyone involved.

Below are a few examples of contributions made by philosophers to the evolution of the Web.

Techi highlights that a well-structured navigation menu is paramount.

Jakob Nielsen is a famous master of usable Web design.

Philosophers put a great deal of thought into simplifying information requests.

Accessibility gurus consider the potential of mobile and handheld devices.

Looking for errors and potential improvement is all part of the job.

Which Are You?

The world is full of job titles that are meant to define people’s roles and usefulness. While a title can delineate a person’s skill set, it doesn’t come close to explaining how each professional sees themselves or what they mean to a community. A question inevitably left unanswered is: what makes an individual’s style and approach unique?

Bridge the Gap

Under the right circumstances, each of us gets to be all three: artist, scientist and philosopher. Being a Web professional often requires an equal measure of skills related to art and design, development and theory. Still, the way we conduct ourselves and perform our duties hints at our true “inner being.”

You’ve met these three equally gifted professionals (in this article and probably in real life), but keep in mind that distinguishing between these three types is simply an exercise in professional development. None are in any way better than the others; this field has a genuine need for all three. It goes without saying that approaching tasks in different ways helps us to be innovative. If you’re just entering the industry, perhaps a little self-analysis will help you find your niche.

We are all a bit of everything. Most of us can draw; even if we’re limited to stick figures and finger paintings, we all have an artistic outlet when we need it. We can all think logically, even if we don’t always show it; and our ability to work and code within parameters is helped along with HTML and CSS. We are all social beings, able to interact and understand one another, and we all have personal tastes. Everyone also has bad habits and prejudices. Stay open-minded and accept that “it takes all kinds”; a variety of skills and personalities makes the workplace vibrant.

We possess the knowledge and skills required to undertake the work our clients pay for, and acknowledging these three approaches can aid us in our work. In doing so, we might feel driven to learn new skills or find ourselves better able to understand and cooperate with our colleagues, and we might gain enough insight to take a step back from a project to get a fuller view of our goals.

Be proud of your unique approach (if it’s working), whether you’re an artist, a scientist or a philosopher. We are, each of us, unique, and we are more than the sum of our qualifications.

(al)

© Alexander Dawson for Smashing Magazine, 2010. | Permalink | Post a comment | Add to del.icio.us | Digg this | Stumble on StumbleUpon! | Tweet it! | Submit to Reddit | Forum Smashing Magazine
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A painting by Chris Bishop that I wish wasn’t sold. I demand prints.

By Robert Bowen

Even in today’s fluctuating job market, one rule that still remains constant and true is to always play to your strengths. Part of this comes from having a complete and firm grasp of your own capabilities and limitations, while part of it also comes from knowing the same about those you are working with. However, as we grow in our abilities we may begin entering a comfort zone wherein wearing every hat and attempting to take on the entire task by ourselves becomes more of a viable reality. And one that we may decide to run with.

Not saying that this is necessarily a bad thing, but there are benefits to come from specialising and allowing certain elements to be handled by others who have specialised in those areas. This dynamic is easily demonstrated with a look at the Designer and Developer. Two areas that go hand in hand, and that can be handled either as a solo effort or by pairing up with another and each taking charge of your individual roles. So if you do decide that it is in the best interests of the project to work with another in this area, then there are a few things to bare in mind so that the working relationship goes as smoothly as possible.

Consider some of our previous posts:

• How To Effectively Communicate With Developers
  Offers communication advice.
• Clear And Effective Communication In Web Design
  Examines the communication aspect of the user experience.
• Better User Experience With Storytelling, Part One
  One more from the Smashing vaults on creating a better UX.

Getting Started: Pick Your Partners Wisely

As with any work situation, there is always a certain amount of setup required to get things started and the Designer Developer partnership is not immune to this either. There are a couple of areas that will need to be addressed in order to get the project off on the right, hopefully most productive, foot. This brings us back to that old rule of thumb about playing to your strengths, and knowing those of the person or persons that you are teaming up with. If you have the say in the person you will end up tackling the project with, then you are going to want to choose them wisely to ensure the most compatible experience for you both and the overall project itself.

Not only does compatibility of character play a big part in the working relationship, but compatibility of skills also heavily ways in on the project. You want to choose this partner with great care so that both of your expectations are met and the project can have the greatest chance of success. If you are working with someone who cannot effectively accomplish through code what it is you have designed, or who cannot reasonably design a workable template to code from then the project is destined for failure. Not only that, but chances are there will be a headache or two in store for you both as well. So as you get started in this working relationship know where you are both coming from to keep the expectations reasonable and make sure they are met.

Communication Is Key

Overall, in any relationship in order for it to be sustainable and properly function, communication is beyond vital, and the Developer Designer ship is no exception here either. In order for it to sail correctly, the communication between the players is pivotal, and special attention should be paid to how well you are both engaging this tool. This is a make or break element in the working relationship and when speaking of the expectation levels being set and met, this element’s importance rears its head. If you are not effectively communicating with each other, then there are likely details that will be falling through the proverbial cracks before long.

Lots of developers believe that designers should have a basic understanding of code in order to keep things realistic, in fact, many believe that if you call yourself a web designer, you should know at least HTML and CSS, possibly even javascript. Thinking that at the end of the designer’s part they will be handing over completed PSD, HTML and CSS files. On the flip side, most designers expect that developers will have some basic knowledge of design theory so that when changes need to be made, they can clearly communicate them. So there is a give and take with regards to the expectations on both sides, and without being able to convey them on both sides, there is bound to be some ball droppage.

Tips for Effective Communication

• Always be as concise as possible, so as to not confuse the issue.
• Know the terminology from the opposite field, so neither of you is talking over the other’s head.
• Always check that you are both on the same page about an issue before you move on to discussing something else. Never take understanding for granted.
• Always be patient.
• If you have questions, then ask them. Do not worry about how you may look asking for clarification. Better to know up front and do it right the first time.

Have A Grasp Of UX

When speaking of expectations, there is another important group who will also be placing a certain number of them on the project as well, beyond any client, and that is the end user. It is important that both the Designer and Developer have an understanding of UX, and keep that experience in mind as you proceed with your project. Those who will be interacting with the completed product and their satisfaction with the project are what matter most afterall. It is the feedback from this end of the experience that tends to determine the success or failure status of the project.

The users are the ones that the product is essentially being designed and developed for, so in the end, it is their experience that you are working to create and crafting so losing focus on this endgame for one moment during the process can have negative and lasting impacts. Beyond anything else, the UX is what will win the game or lose it for you, so when you partner with someone you will want to be sure that this understanding is part of their collective knowledge base as well. If this is not affixed to their arsenal or yours, then there are definitely some more prepatory steps that need to be taken before any serious work on the project begins.

UX Tips From the Blogosphere

Here are a few links to help you further your base on UX matters:

• 52 Weeks of UX
  A great blog with loads of helpful hints and tips about creating a quality user experience.
• UX Magazine
  An online magazine that fully focuses on the User Experience field offering the community tons of useful insights.
• UX Matters
  Another great cyberspace place to stop if you are looking for more on all things dealing with User Experience.
• 10 Most Common Misconceptions About User Experience Design
  A wonderful article on Mashable from Whitney Hess that can help firm up your grip on UX.
• Information Architecture: Enhancing the User Experience
  Another fantastic post about building a great user experience from Rick Sloboda and Web Designer Depot.

Learn The Value Of Compromise

Another thing to keep in focus when working with someone in this capacity is that the project, end user, and client are what ends up mattering over either the Designer or Developer and the potential ego that may be associated with them. Ego is not necessary in this process, and can act as a hindrance rather than a helper so as you take on a task with another you will want to check your ego at the door. This is not to say that you have to become any sort of doormat and allow your partner to walk all over you, making every critical call in the project, just that you should learn the value of compromise.

When you are working alone, compromise is generally not something we are used to until we show the project to the client. However, when you are working as a part of a team, the steps leading up the presentation to the client may be paved with compromises all along the way. If you are not great at handling them then there is a chance that things can sour early on, and the relationship will suffer, hence the project will in turn suffer. When we deal with the client, making that compromise is easier because they pay the bills, but still we make the case for why the client should bend to our will. So making that compromise in the Designer Developer relationship can be trickier to manage.

Compromising Tips

Even subtle concessions can go a long way in showing a willingness to work together, so below are a couple of ways that you can work at the compromsing element of the Designer Development relationship.

• Keep the goal in mind as you work together to hammer out the details. If any questionable element does not recognizably serve the goal let it go.
• Make sure that when choosing your project partner that it is someone who knows how to, not only compromise, but to approach the issue respectfully and tactfully. You should reciprocate this behavior.
• Try to find a way to frame every compromise as a win/win scenario for the end product so it is less like someone is giving in and more like you are working together to raise the bar.
• Be sure that you are open to the criticisms offered and compromises asked of you, and never let them put you in a defensive place, because then dialogs tend to degrade from there.

Final Thoughts

We will not always get to choose our coworkers, but when we can we should aim in these directions to make sure that our partner turns out to be as compatible as possible. We also want to be sure that we make adjustments to any lone wolf mentalities that we are bringing into the working relationship so that we are not the proverbial wrench gumming up the works.

Some Final Tips for the Road

• Designers should use a wireframe to get going and then be sure to consult with the developer before moving on.
• Designers need to be sure to create clean and organized PSD files so that the developer does not have to clean up your work before they can begin.

Further Resources

Below are some articles for further reading on the working relationships between developers and designers for your consideration.

• 6 Reasons Why Designers Should Code
  Another great post from Webdesigner Depot on designers understanding the other side.
• Developers are from Mars, Designers from Venus: A Question of Metaphors
  The title of this whimsically wonderful post says it all.
• Left-Brained vs. Right-Brained: The Developer/Designer Paradox
  A brilliant and thoughtful post over at My Ink Blog.
• 5 Pet Peeves Developers Have With Designers (and How to Avoid Them)
  A final post from the Webdesigner Depot crew that we are featuring which offers some hints to designers on ways to improve the partnership.
• Collaboration Tips for Designers Working with Developers
  An awesome article about how to make this relationship work out on Six Revisions.
• Designers and Developers, Why Can’t We All Just Get Along?
  Another thoughtful post that looks at this working partnership from the Carsonified blog.

You’ve met with the client, done the creative brief and gotten some kind of written agreement or contract. Work has been creative and progressing nicely. The joy and hope for life slowly return as the scent of money looms. So, with an overdose of sleeping pills no longer your retirement plan, you start to delete your suicide note and dispose of the envelopes containing instructions on terminating your accounts on Twitter, Facebook and LinkedIn.

Then, someone crunches some numbers and realizes that you can’t be paid what was agreed on. Suddenly, your contract becomes either a weapon in a brutal fight or a token to keep the job going in the hope of some pay and a return client.

[Offtopic: by the way, did you know that Smashing Magazine has one of the most influential and popular Twitter accounts? Join our discussions and get updates about useful tools and resources — follow us on Twitter!]

The Hard Part Is Behind You

Many people start an assignment only after a percentage of the job has been paid. 50% is nice, but convincing the big clients that they are not your bank is becoming harder and harder, and the promise of payment in 30 days does not give you a warm feeling inside.

I am currently awaiting word from a client who has to evaluate some concepts and inform me of which to invoice (per piece). I am now in my sixth week of waiting, and then I have to wait 30 days beyond that to receive payment. I’ll be paid faster than the waiting period for approval for a large corporation. If you have the deposit fee, walking away is an option, but if you don’t, then you’re in a tough spot.

For hourly jobs, I always include a summary in each email of my hours spent. Sometimes, they actually pay attention and step on the brakes so hard that you can hear the job screeching to a halt. I have never worked on a project that didn’t go around and around and rack up the hours. Clients rarely connect the hours spent on committee decisions to the many extra hours they eat up. When they do and the budget is dried up, who do they turn to to make the project fit the budget?

When this happens, the strongest contract is worthless if you’re trying to finish the project, educate the client and show them a better method of coming in under budget while getting exactly what they want. The alternative is a collection agency or small-claims court (check your local laws for limits on small claims and civil claims); I prefer collection agencies, but you still may never see the money.

My Story Of Horror Averted… For Now

This story involves a website for a mid-sized company. Because the boss’ son knew my wife, his cousin asked for the “family discount.” The discount wasn’t enough to sting, so I agreed on an hourly rate and began. I was to work with the boss’ secretary as my contact person. A couple of weeks rolled by, with changes and odd requests coming in. The requests were implemented, and more requests came in, sometimes reverting the project to a previous version. This went on for a while until I got a call from the boss one weekend. He was angry that I wasn’t following his directions and wanted to know what my problem was.

I sent him several emails showing the instructions for the changes. There was some silence on the phone before he muttered, “Oh… my… God.”

He said he’d get back to me and hung up. Monday afternoon he calls to relate a story that is unfortunately not entirely unfamiliar. His secretary, it seems, has always wanted to be an art director. She had no formal training but apparently loved the idea of having the power to hold meetings and tell designers what to do, because apparently that was her impression of what art directors did. That and drink a lot of gourmet coffee.

She ignored what the boss wanted so that she could run the project and present it to him as her “art direction.” When I told him that she had wracked up about $2,000 in changes, he hit the roof.

“You can’t expect me to pay that!?” he boomed.

“I did everything I was told to do by the point person you assigned to me,” I answered softly, hoping my tone would bring him down a little. I knew he was furious and wasn’t about to part with another $2,000 (family discount included).

“I can’t afford another $2,000 in the budget.”

“I can’t afford to walk away from $2,000 of work I did, forsaking other work, so the money can’t be replaced or forgotten.”

“You’re going to have to work with us on this,” said the client, a little more down to earth, but obviously worried I hadn’t given in right away and cut my bill.

“May I suggest you take it out of your secretary’s pay?” I gently suggested. “I’m sure she’s worried about losing her job right now, and she’d probably prefer to pay out of pocket than just be fired.”

“I’ll get back to you,” said the boss before hanging up. His tone indicated that he hadn’t decided whose head would roll.

After about a week, he called back and informed me that I would be working directly with him. He told me what he had asked for before the secretary (whose name he never brought up again) messed with his directions. We completed the whole thing in a week. I don’t know what ever happened internally. Later on, they called a couple of times to revise a page or two on the website, but eventually they stopped calling and later redid the website with someone else very cheaply — probably in cost and certainly in look.

I did get paid the entire amount, minus the family discount, and it led to more work. I never renegotiated, but I would have to save the client. My gamble may or may not have paid off because the relationship went on for a brief period, but I was prepared to renegotiate to keep this client with the “dysfunctional family discount.”

I’m Often Asked to Renegotiate

Sometimes renegotiating gives you a better deal. Sometimes you just have to take a lower fee and hope it leads to something better down the road. And sometimes you have to cut your losses, take some money and learn a lesson. I wish I knew what that lesson was. I think it’s to say, “Yes.”

A good client of mine, a huge corporate entity, assigned me the challenge of coming up with innovative initiatives. I could submit up to three, and each idea accepted would pay me enough to buy all the fast food lunches I wanted for the rest of the hour. I submitted three, but the point person felt that one of them wasn’t quite there and so would pay me a fifth of the agreed-upon slave wages. What kind of candy bar would I buy with that money?

“I could never, in good conscience, invoice you for something that you are not 100% happy with and will not invoice you for that initiative,” I wrote. “I must also state that this negates our contract for ownership on this piece only.”

He agreed and was obviously happy with the renegotiation because he has since sent me better-paying work, and I was happy to retain the rights to the initiative, which I shopped elsewhere.

What if he had insisted on paying less for ownership of the third idea? I would have given in. The client was too important, and all that would happen is my pride would be hurt and the client might have made a huge windfall from the idea and looked forward to cheating me again… well, you know what I mean. They would see my value, and obviously I’m willing to be “flexible.”

Being “flexible,” in my experience with work and life, means inconveniencing myself because someone else screwed up. I use different words, but never in mixed company.

In negotiating a contract with another client, the partners agreed that I should include “… and anything else we deem necessary.” (People who have heard this story love it.) Obviously, entering the slave creative trade wasn’t acceptable to me, and so they told me they needed to work with someone “more flexible.”

My guess is that either they never found someone to launch their business or some poor soul is owed many thousands of dollars.

What To Do When Asked For a “Flexibility” Mid-Project?

There are many schools of thought on what to do when you’re asked to be “flexible” with your work and invoice right in the middle of a project, ranging from quiet acceptance to violent government overthrow. Let’s explore the middle road.

When you’re asked out of the blue to reduce an invoice or provide extra unpaid work, the first thing you have to do is think. It’s okay to sit on your response overnight, depending on the deadline. If it comes via a phone call, then you can say to the client, “I understand your dilemma. I’ll need to crunch some numbers and come up with an option or two that will make us both happy and allow us to finish the project on time. Let me call you tomorrow with some great solutions.”

They may press for an answer right away. You’ll feel the pressure. Explain that a lot is at stake, and you want to be sure that everyone walks away from the renegotiation happy.

If they press further still, well then, think quickly and engage them in a negotiation. Here are some possible responses you can give:

— The first thought off the top of my head is to cut the number of changes by having one point person draw together the requests and decide what is necessary. That would cut the number of hours. Does that help you out?

— I can’t really reduce the invoice because it’s time that I can’t make up with other projects. What if I stretch out the payments over six months so that the overage falls into another budget period?

— I’ll give you a discounted rate on the next assignment to even it out.
[Wouldn't it be something to use that line on a client for a change?]

— If you can get me two dozen items of the product, I could easily agree to changing the monetary part of our agreement.

— You carry some products that we could use to barter.

— You have a service I could use, so let’s barter.

(Check your local laws on the value of bartered goods for taxation purposes, and always barter at the wholesale cost, not the retail cost.)

There are several ways to get paid while remaining “flexible.” When asked to renegotiate, think of what you want. Do you want the client to be a regular client? Do they give you enough work to even be regular? Has working with them been a positive experience? Is the fee structure good? What are you really giving up? Do you have another project waiting? Will a few unpaid hours dent your income from other clients? Is the client the type that would appreciate your sacrifice? Will you get referrals from this client? Does the 50% deposit cover your output so far, and could you just walk away now and leave them to find another freelancer?

Big Lies About Being “Flexible”

I became very close with many ad agency art buyers, and when they would get liquored up, I could easily get them to spill the industry lingo. They would laugh as they spat out slogans that had no meaning to anyone. I think back to the many times I heard those slogans thrown my way and how the laughs must have mounted at my expense as I left.

If you hear this:
“We’ll remember that you did us this favor…”

Insert the following:
“… and avoid you like the plague because of it.”

If you hear this:
“We ran over budget on this project, but you can add it to the next invoice…”

Insert the following:
“… which will never be happen because we’ll never run out of freelancers to screw.”

If you hear this:
“It will take you 10 minutes to do this…”

Insert the following:
“… But it will take you six weeks to listen to me say ‘I’ll know it when I see it’ and to listen to all my stories about my vacation to Fiji and my new Maserati.”

If you hear this:
“I just don’t understand how a design for one simple movie poster could cost more than $500?…”

Insert the following:
“… After all, it’ll only be used for the worldwide rights to all merchandise for this blockbuster film, and we expect the poster image will bring in only $485 million.”

(It’s long been the practice that illustrators, photographers and designers would charge more for work that would be licensed out. Licensing rights are just as important as the money earned from time spent on the actual work. The story of the Nike logo shows a happier ending.)

If you hear this:
“Oops! I typed $500 instead of $5,000 on my budget report. Could you give me a break here?…”

Insert the following:
“… so that I’m not fired when you show the contract to my boss.”

If you hear this:
“The client loves your work and wants to use you for further projects, but could you lower your fee as a kind of test?…”

Insert the following:
“… which you will fail, even if the work is great. Ha-ha! Satan wins again!”

It seems Satan has quite a following in advertising. As if we didn’t know that. How do you think agencies get work for the Super Bowl?

People will tell you all kinds of things to get what they want. We do it, too. The key is to know when to keep one’s mouth shut and when to negotiate one’s way to a happy solution, with as little of Satan’s influence as possible. You may not be cowering from him in subservient terror, but you’re stuck next to him on a cramped bus for the entire ride.

Related Posts

You may be interested in the following related posts:

• How To Spot A Sketchy Client (Plus A Contract Template)
• Web Design Criticism: A How-To
• Why Design-By-Committee Should Die
• Dealing With Clients Who Refuse To Pay

(al)

© Speider Schneider for Smashing Magazine, 2010. | Permalink | Post a comment | Add to del.icio.us | Digg this | Stumble on StumbleUpon! | Tweet it! | Submit to Reddit | Forum Smashing Magazine
Post tags: contract, freelance, renegotiation