Quick tips

• Ask before you give. A question about budget or priorities beats an instant discount.
• Trade, don't cave. Every concession should buy something: a faster signature, a longer contract, a smaller scope.
• Cut scope, not rate. Offer less work at your price instead of the same work for less.
• Compare value. When a competitor is cheaper, make the differences visible instead of matching the number.
• Know your walk-away point. Set it before you start. No deal beats a deal that loses you money.