Merrick,
The negotiations go like this:
I post my truck,..wait for the phone to ring.
Broker-Hi can I talk to dispatch
DH-This is dispatch,..how can I help you
B-I have a run going from point A to point B
DH-What is the commodity?,What is the weight?, (I can scale a max of 46,000lbs) Does it get a tarp?, How many stops?, When does it pick up and deliver.
B-Gives the info, and asks how much can you do this for?
DH-While he was giving his info, I had already looked on my wall map to get an idea of how far and a basic route. Also I have a rate in my head that is competitive with the searches I have done on GL and IT,...if I saw $2per mile on those sites (for that area),..I go for $2.50 and work down. I add 50 cents to the highest run I saw and then negotiate to where they are willing to go,...and then add $$ for extra stops,tarps. (Not saying this always works, but it helps that I know in my head that I have enough food and supplies to last weeks in my truck, and I won't roll unless there is a decent profit I would just dh to a better area.
So back to the negotiation)
I say if the loaded miles are 1,200 (and I saw a rate of $2 per mile on my search), I throw out $3,100. (knowing that I would take this run for $2,400).
B-Can you do it for $2,600
DH-Remind me again,...are there extra stops or tarps, and when does it deliver?
B-No extra stops, but you'll have to tarp it.
DH-I can do this run for $2,900.
B-How about $2,800.
DH-OK I can get this done for you for $2,800,...send me a rate conf. sheet
That's how the first one went,
The second one was basically the same but I had already done a search and found out that the rates in Boston and for 150 mile radius were no higher than $1.15 per mile. I was able to get this run for $1.60 then add dh to come up with $1.58 going to Cali.for $5,000 and then after I got to the pick up I called and negotiated for an extra $400.00 because I was involved in the loading process (anything other than strapping/tarping is when I call and get more).
I have noticed the key for me is to be confident and have a bottom line, start high and feel them out to see how much they are willing to go.
Time will tell how this strategy works.
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Bummer,..stuck on the ice
ops: that I would have known. 
