Another very useful article around research on IT Vendor negotiations.
“More focus often gets put on managing the external negotiation when the internal negotiation can be as important and as complex”.
“IT buyers often end up negotiating a deal as an end unto itself instead of looking more broadly at how to generate business value”.
“The goal should be a positive two-way negotiation. “The vendor is not the enemy, In fact, it’s in your interest to befriend that person.” Ask questions to build an emotional connection before jumping into talk about costs or service levels: “Two minutes of rapport-building is worth its weight in gold, the research is surprisingly clear on this. It impacts the bottom line.”