# Negotiation scripts: 10 pushbacks, word for word How to use these: - **Never negotiate against yourself.** If they haven't named a number, don't drop yours. - **Trade, don't discount.** Every time the price goes down, the scope goes down too (fewer deliverables, no usage rights, no exclusivity, longer turnaround). Otherwise you just taught them your first number was fake. - **Have your three numbers ready** before you reply: your **floor** (the calculator's "low"), your **target** (fair), your **anchor** (the counteroffer). Run them in `../tools/sponsor-rate-calculator.html`. - **Reply in writing.** Email keeps a record and gives you time to think. - **"No" is a complete answer.** A brand that won't pay your floor is not your sponsor. Your calendar slot is worth more empty than full at a loss. --- ## 1. "We don't have budget for this." What it usually means: no budget *at this price*, *for this quarter*, or *from this person*. ``` Totally understand. Two questions so I can see if there's a version that works: 1. Is there a budget range you're working with for creator campaigns this quarter? If I know the number, I can tell you honestly what I can deliver for it. 2. If it's a timing thing, when does your next budget open up? I'm planning [MONTH] content now. ``` If they give you a number below your floor: ``` Thanks for sharing. At [THEIR NUMBER], the best I can do is a [SMALLER DELIVERABLE: story set / Short / secondary newsletter slot] with organic usage only. The full [DELIVERABLE] starts at [YOUR FLOOR]. Happy to go either way. ``` --- ## 2. "We only do gifting / product seeding." ``` Thanks for thinking of me! I'm happy to receive [PRODUCT] and try it — no strings. If I end up loving it, I may mention it organically, but I can't promise coverage. For guaranteed content (a dedicated [DELIVERABLE], your talking points, a link, a deadline), my rate starts at [RATE]. If paid partnerships open up later, I'd love to be on the list. ``` Note: in the US, UK and EU, a gifted product you post about still counts as a material connection / incentive and must be disclosed. See `../checklists/contract-and-payment-checklist.md`. --- ## 3. "Can you do it for exposure? We'll share it with our audience." ``` I appreciate the offer. Exposure is real value, but it doesn't cover the [X] hours it takes to script, film and edit a sponsored piece that actually converts. If sharing is part of your plan, I'd suggest: my standard rate of [RATE], and your repost counts toward a small discount — say [5–10]% off — if you can tell me roughly how many people it would reach. ``` --- ## 4. "Your rate is too high." ``` Fair question. Here's how I got there: my last 10 [videos/posts] average [MEDIAN VIEWS] [views/opens], which puts this at about [$ PER 1,000] per 1,000 — in the normal range for [NICHE] creators. If the total is the issue, I can bring it down by adjusting scope: - Option A: [DELIVERABLE] without usage rights — [LOWER PRICE] - Option B: [SHORTER FORMAT] — [LOWER PRICE] - Option C: the full package as proposed — [ORIGINAL PRICE] Which is closest to what you had in mind? ``` The "price per 1,000" line moves the conversation from "is this expensive?" to "is this a normal CPM?" That's a conversation you can win. --- ## 5. "Other creators your size charge less." ``` That might be true — rates vary a lot. What I can speak to is my numbers: [MEDIAN VIEWS] median views, [ENGAGEMENT METRIC], and an audience that's [X]% [TARGET GEO / ROLE / AGE]. [OPTIONAL PROOF: "My last integration drove [N] clicks / code uses."] If you're comparing on reach alone, a cheaper creator might be the better buy. If you're paying for the right buyer, I think I'm the better one. Happy to send a case study from my last partnership. ``` --- ## 6. "We can do it as affiliate / commission only." ``` I'm open to affiliate on top of a flat fee — it shows we both believe in it. Commission-only doesn't work for me, because the creative work and the audience's attention are spent whether or not they buy that week. Proposal: [FLAT FEE] + [X]% commission (or [$] per sale) on a tracked link/code for [90] days. ``` If the flat fee must be lower: trade flat fee down for a higher commission rate and a longer attribution window. Ask for access to the tracking dashboard. --- ## 7. "We need full usage rights in perpetuity." ``` I can do that — perpetual, all-channel usage is a licensing fee on top of the content fee, because the content becomes a long-term ad asset for you. For reference: - [3] months organic reuse on your channels: included / +[X]% - [12] months including paid ads: +[Y]% - Perpetual, all channels: +[Z]% Most brands I work with find [3–6] months is plenty for one campaign. Which fits your plan? ``` Push for: time limits, channel limits (organic social only vs paid ads vs TV/OOH), and a clause that they can't edit your face or voice into new claims you didn't make. --- ## 8. "We need exclusivity for 6 months." ``` Understood. Exclusivity means I turn down every [CATEGORY] brand for that time, so it's priced separately. - 30 days, direct competitors only (list of up to [5] named brands): +[X]% - 90 days, same: +[Y]% - 6 months, whole category: +[Z]% Could we name the specific competitors instead of the whole category? That usually keeps the cost down for you. ``` --- ## 9. "Can you post it this week?" (rush) ``` I can make that work. Because it means moving another project, rush delivery (live within [72 hours / 7 days]) is +[X]%. If [STANDARD DATE] works instead, it's the standard rate. ``` --- ## 10. "We'd like unlimited revisions" / "We'll need to approve the script, the edit, and the final" ``` I'm happy to share a script outline and a draft before publishing. My rate includes [one / two] round(s) of revisions on the draft, focused on accuracy and brand guidelines. Additional rounds are [$X] each, and changes after approval are billed as a re-edit. That keeps the video in my voice, which is the reason it works on my audience. ``` --- ## When to walk away Walk away (politely) if the brand: - Won't put the deal in writing. - Asks for content before signing or before the first payment, and you've never worked with them. - Wants perpetual, all-media usage at your base rate and won't move. - Wants you to make claims you can't back up (health, money, "guaranteed results"). - Asks you to hide or minimize the disclosure. ``` Thanks for the conversation. It sounds like we're not aligned on [scope / terms] this time, and that's OK. If things change, I'd be glad to talk again. ``` Last verified: October 2026. Templates, not legal advice. Made by Dan Shipped — @danshipped