: Use the official rate card as a ceiling, never a floor. Aim for discounts by showing the representative what they offer high-volume clients even if your current buy is smaller.
: Take the initiative by being the first to offer ideas and share goals. Starting the conversation allows you to "anchor" the price and expectations in your favor. 💎 Maximizing Added Value (Value-Adds) media buying negotiation tactics
Tips for Successful Supplier Negotiations in Strategic Sourcing : Use the official rate card as a ceiling, never a floor
: Spend 70% of the meeting listening and only 30% talking. Understanding the publisher's pressure points (e.g., end-of-quarter quotas) gives you the leverage to ask for better rates. media buying negotiation tactics