Morten Andersen has negotiated enterprise technology contracts from the buyer's side since 2005, more than twenty years turning a vendor's framing into a set of numbers the buyer can actually defend. He joined Antrophic Negotiations to apply that discipline to a single vendor, in depth, rather than a little of everything.
His work pairs the commercial negotiation with the technical levers that decide volume underneath it: model routing across Opus, Sonnet, and Haiku, prompt caching on reused context, and batch processing for work that does not need a real-time answer. The two halves reinforce each other, because a leaner baseline gives you a smaller, safer commit to negotiate from.
He writes for The Counteroffer on the mechanics of Claude deals, from seat economics to the cost profile of coding agents.
Areas of focus
- Commercial and technical negotiation
- Token optimization: routing, caching, batch
- Consumption modelling and commit sizing
- Claude Code and developer-workflow cost
Read more from Morten on the blog.