Keep in mind that you and the broker are both attempting to obtain the best deal possible. Good communication is a sure thing. A broker will respect your ability to clearly, concisely, and immediately explain why you are charging a particular rate if you are aware of your cost per mile and are knowledgeable about the market. Pay attention to their needs, too. You’ll gain a solid reputation for having fair negotiation abilities if you act respectfully. What if they choose to pay your rate, too? Not just this time, but also in the future, you want to be the person they call back.