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Present competition as an alternative to reinforce your negotiating position. Let the supplier know that you are considering options from competitors and that their pricing and product offerings will influence your decision. Make sure to specify how much less the competitor is quoting on similar functionality, showcasing transparency in your evaluation process.

Emphasize the need for a shorter-term contract due to uncertainties regarding the product fit or ROI. If you have concerns about the immediate benefits of the platform, advocate at the executive level for a month-to-month or six-month agreement instead of a long-term commitment. This will put pressure on the vendor to present a compelling case for value quickly.

If faced with a proposed rate increase, point out any reduced scope or decreased usage from the last period. Frame your argument around strict budget constraints and how the proposed increase does not align with these fiscal realities. Clearly articulate what you find acceptable in terms of pricing, potentially leading to a rate reduction based on decreased usage.

Discuss budget constraints and push for reductions based on the lack of changes in usage. By analyzing the current expenditure against what the market would bear, leverage your negotiation power to secure a discount. Use specifics from the market to bolster your position on why a cost cut is warranted.

Challenge the uplift percentage during renewal discussions. Highlight that your budget did not accommodate the increase, indicating that a majority of partners provide prices that are favorable as an expansion progresses. Base your demands on past agreements and budgetary conversations with your finance team.