Joe’s Tips

This ploy is built on the vendor first creating and later manipulating personal relationships between its marketing people and the customer’s staff. The focus is

Consultants, at least the successful ones, earn a living selling their knowledge, services, intellectual property and the like to a wide range of clients. Sometimes

“We Don’t Need To Write It Down. You Can Trust Me” And Other Grim Fairytales This ploy is built on the vendor first creating and

Good morning, Joe Auer from International Computer Negotations (ICN) here. Just thought I’d suggest a tactic to add to your negotiation arsenal. Today many people

The following onerous provision regarding a customer’s payment obligations was uncovered during a review of a vendor’s proposed software licensing contract: Licensee shall pay vendor

Hello again, Last week I emailed you a negotiating tip that many people overlook.  That tip is preparing an agenda to use when you are

By Joe Auer A customer recently negotiated an agreement that called for an annual revenue commitment to the supplier. It’s quite common for a supplier

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

Laptops are increasingly used in today’s mobile workforce computing environment, and in corporate America, a good percentage of them are leased. Many laptop lessors start

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