By leveraging offers from competitors, you can create a sense of urgency for the vendor. Share a competing quote that is lower to emphasize the need for a more favorable deal from FullCalendar. You might mention that finance has tied your hands due to stark differences in costs and that to proceed, a specific price is necessary.

This tactic emphasizes the need to remove auto-renewal clauses. State that it's a new requirement from finance or legal that any contract must not include auto-renewal to ensure flexibility in future negotiations.

If the contract includes any additional features or upgrades that impact the cost, leverage this as a negotiating point. Highlight that other suppliers include security features at no additional cost, making it difficult for finance to approve the renewal without revising the agreement.

Emphasize that previous discounts were not explicitly stated as one-time only, and therefore, your finance team expects them to carry through to the next renewal. This positions the negotiation towards rolling back cost increases instead of accepting proposed uplifts.

If you are reducing the number of users or functionality, highlight that the proposed increase is far beyond what your budget allows. Refer to market standards and other quotes received to anchor the desired price.