Introduce competition into the negotiation by highlighting that other similar tools are available at a lower price point with similar functionality. This tactic can help you leverage a more favorable price from Fluix. Reiterate that while you're currently favoring Fluix, the significant pricing disparity is causing pressure from Finance to consider other options.

If your team expects substantial growth, emphasize the need for economies of scale during negotiations. Positioning this growth as a reason for requesting a reduced unit price can help solidify your request for more favorable terms, especially if you're adding many new seats or increasing usage.

Discuss the potential for overage fees and request waivers, particularly if increasing usage or growth is expected. This shows that you're looking for flexibility in your contract and can lead to significant cost savings if those fees are removed.

If there are additional features or security increments being proposed or required for compliance, leverage the competitive tension by stating that other providers include these features without additional cost. Request that these upgrades either be discounted or bundled in without increasing the overall price.

Offer to serve as a case study or reference if the vendor can meet your pricing expectations. This can create a valuable relationship, and the vendor may reciprocate by offering discounts or favorable terms in return for your support.