Media Buying Negotiation Tactics File

: Ask for "make-goods" or bonus weight to be added to the end of the campaign at no extra cost.

: 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.

: Treat the vendor as a partner. Creative, "win-win" solutions often lead to long-term discounts that a "hard-ball" approach might miss.