Utilize competition to drive down pricing by showing alternative quotations from other providers or demonstrating the lower costs for similar features. Highlight how another vendor offers a more attractive deal, stressing this as a must for your finance team to proceed. This tactic is crucial especially when negotiating for a better rate due to the current quote being above your budget.

Offer to act as a reference or participate in testimonials and case studies to enhance their marketing efforts in exchange for better pricing or additional features. This tactic positions you as a valuable partner that they want to support.

If your company expects growth and increased usage, leverage this as a reason for better rates on a per-user basis since economies of scale imply lower costs as usage grows. Anchor the conversation around the expected growth to ensure your pricing reflects this.

Negotiate to include terms that protect against future price increases, thus ensuring that the price agreed upon remains fixed for the duration of your use. This tactic is vital when entering negotiations where product pricing may vary after an annual term.

Conduct a competitive pricing analysis to determine if the quoted price is in line with market standards. Leverage this data during negotiations to request adjustments if the price is above average. Highlighting that you're aware of market rates can put pressure on the supplier to adjust their offer.