How to negotiate freight rates with brokers

Updated October 2026

Negotiating isn't about being pushy. It's about knowing your numbers and asking for what the load is worth.

Before you call

Know your all-in cost per mile and your minimum rate. Add up the total miles, including deadhead. Check what the lane usually pays, if your load board shows rate data. Think about where the load leaves you: a load into a slow market may be worth less to you.

On the call

Let the broker share the rate first if you can. Counter above your target so you have room to come down. Give reasons: deadhead, tight timing, a hard pickup. Be friendly and quick; brokers have many calls to make.

Know your walk-away number

If the best offer is below your floor, say no politely. A load that loses money is worse than no load. Use the rate negotiation helper to get your counter and a script.

Try it: Rate negotiation helper