Tips on How to Negotiate with Brokers

When you're negotiating with a Freight Broker about a load, here is a quick trick to get more money. Honestly, give this a try; when I worked for NTG (Nolan Transportation Group) they made us do this to Carriers to get prices lower on loads. The idea came from a study at Harvard University. Don’t rebuttal the Brokers by trying to negotiate by moving in increments of $25, $50, $75, etc. Rebuttal the Broker with "extremely" odd numbers, weird numbers that catch them off guard. If they offer $1,000 you need to rebuttal and counter at $1,037 or 1,072 and the Broker will be more inclined to just say “Ok... I’ll shoot you the Rate Confirmation, what’s your email?” What your doing is catching them off guard with the random number you've just countered them with during that negotiation. The Broker probably needs to move over 50+ loads a day and they are more inclined to not go back and forth with you. If you catch them off guard, they’re likely to just get rid of the load and give you your named price… Give it a shot.