Navigating the aftermath of a ransomware attack is a critical challenge for businesses. When backups aren’t sufficient or recovery time is paramount, companies often find themselves considering paying a ransom. However, simply paying the initial demand can be incredibly costly. This is where skilled negotiation becomes essential. Instead of accepting the first demand, organizations, often with the help of specialized incident response firms or negotiation experts, engage with the attackers to secure a lower payment.
One primary tactic is to buy time. Delays allow internal teams to assess the full scope of the breach, evaluate recovery options, and gather information while the negotiator establishes contact and builds rapport, or perhaps frustration, with the attacker. During negotiations, it’s common to feign inability to pay the full demanded amount. This involves presenting a picture of financial hardship or stating that the requested sum exceeds insurance coverage or available funds, pushing the attackers to accept a smaller, more “realistic” figure.
Negotiators also scrutinize the attacker’s claims. They might question the extent of data exfiltration or the attacker’s ability to truly delete copied data after payment. Highlighting potential weaknesses in the breach method can also sometimes be used to argue for a lower ransom. Demonstrating a proactive stance, like having partial backups, can subtly weaken the attacker’s leverage by showing alternative recovery paths exist.
Presenting a counter-offer that is significantly lower, perhaps aligning with what the company or its insurer deems an affordable amount, is a core part of the process. This isn’t just pulling a number out of thin air; it often requires understanding the typical range of payments for similar incidents and the perceived value of the compromised data to the attacker. Successful negotiation isn’t guaranteed, but it significantly increases the chances of reducing the financial impact of a ransomware incident and facilitating swifter data recovery. The process requires patience, strategic communication, and a deep understanding of the attacker’s motivations and tactics.
Source: https://www.helpnetsecurity.com/2025/06/25/ransom-demand-payment/
