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Articles
Before Saying “I Do,” Think About Divorce
Contract negotiations should be forward-looking by nature. As two parties contemplate beginning a business relationship or extending an existing one, they usually spend adequate time
May 26, 2014
Looking Beyond “Needs”
If you look at a large IT procurement deal comprehensively and objectively, its most crucial factors go far beyond a specific set of a given
May 26, 2014
A Fair Audit Clause
It’s pretty much standard procedure for astute software suppliers to insist on audit provisions in their software license agreements. The purpose, of course, is to
May 26, 2014
Finding Responsibility
Are you acquiring results or resources? The answer to that question will yield a fifth important, essential “truth” whenever you negotiate a technology deal. About
May 26, 2014
One Bite at a Time
Here’s a strategy you can use to help gain and maintain negotiating strength. The key to this – called the “salami” strategy – is to
May 26, 2014
The Right Attitude
One of the more important issues when I advise IT buyers is their basic attitude toward contract negotiations. In many situations, the end user or
May 26, 2014
The “Price Increase is Coming” Ploy
The “price protection contract” ploy is generally used when the customer and vendor are not in the middle of negotiations on a new acquisition or
May 26, 2014
The “Fait Accompli” Ploy
Fait accompli is a French phrase that roughly translates as “the deed is done” or “the thing is accomplished.” In the context of negotiations, the term
May 26, 2014
The “Tie-In” Ploy
One of the more effective vendor ploys involves getting the customer committed to a key product that will assure additional orders or otherwise lock the
May 26, 2014
The “Unfortunately, I’ll Have To Get Any Changes Approved By Corporate” Ploy
This ploy is particularly effective when used by a major vendor against an inexperienced customer. In the basic version of this ploy, the vendor’s marketer
May 26, 2014
Agenda
Potential Supplier: XYZ Corporation Date: January 5, 2011 Meeting Arrangements and Schedule Introductions Ground rules Meeting objectives “Potential supplier” intentions/needs User intentions/needs Agenda review Agreement
May 26, 2014
The “We Can’t Do It For You Because We Would Be Setting A Precedent” Ploy
This popular ploy regularly is used to counter almost any customer request for a vendor concession. In this ploy, the vendor’s sales representative explains if
May 26, 2014
