Joe’s Tips

Over the course of 37 years in the business of technology deal-making, I’ve learned a lot about the people and 10 truths that play a

Here’s a strategy you can use to help gain and maintain negotiating strength. The key to this – called the “salami” strategy – is to

If it’s not part of the contract, it’s not part of the deal. This is one of 10 truths in technology deal making [Business Advice,

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

To IT professionals, the word security generally evokes operational-type thoughts. For instance, there’s a need for physical security of the data itself. And there’s software-controlled

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

Negotiating a better deal is an ongoing process, not an isolated event. One of the steps you can use to turn the process to your

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

A sharp contract negotiator told me recently how much fun he has looking over leasing companies’ proposed master agreements. He says they’re so one-sided that

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