Presenting competitive offerings can significantly enhance your negotiation stance. Inform Merge that you are evaluating other integration options that are quoting more favorable terms. Highlight the differences in pricing and evaluate the total features provided by each competitor to apply pressure for a better deal with Merge.

If uncertain about the value of the product, stress the need for a shorter-term contract or month-to-month arrangement. This provides flexibility and is beneficial for testing the actual ROI. If Merge sees a long-term commitment at risk, they may be more amenable to providing concessions to secure your business in the short-run.

Be transparent about any product-related annoyances or shortcomings you've experienced with Merge. Utilize this as a reason for requesting a discount or more favorable terms, making it easier to justify to your finance team.

Offering to act as a reference or participate in a case study can enhance your negotiating position. Highlight that you’re willing to showcase how Merge API integrates within your product if they can offer a better pricing structure. Ensure that this is not extracted into the contract without a corresponding price concession.

If there are significant changes in your business needs leading to fewer users or usage of the Merge services, communicate this clearly. Use that to negotiate terms keeping in mind your budget expectations and what you've budgeted against the increase.