Dear Negotiation Coach: An ad budget doesn’t add up.

By on

Article Excerpt

Q: Advertisers frequently come to our advertising agency requesting services with their budget already established. This budget is often far too low for the solution or service they’re asking for. How do we ask our clients for a bigger budget without losing the business?
A: In a world of tightening budgets and greater sophistication within procurement

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!


Enhance your negotiating ability in one of the Program on Negotiation’s upcoming Executive Education Seminars. Visit to find out more.

Download the Negotiation Special Report, “BATNA Basics: Boost Your Power at the Bargaining Table,” by visiting


Knowing what to disclose

Lessons from media mergers