Contract Negotiation Strategy: Waste Less Time and Get Better Deals - Slide 16

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Assuring Compliance

Try to avoid deals where the other side has a short-term commitment that ends before the related project is complete. Often, particularly in the IT space, solutions are sold that can take years to implement, yet the vendor hands them off as a package as if you were buying a ham. No wonder most of these solutions are never implemented. Systems management tools tend to top this list. Make sure their financial and personal involvement doesn’t end when they get the money, but when you get it working.

Negotiations are hard. We don’t do them often and, as a result, we rarely do them well. We often leave the negotiation table feeling like we did poorly or that the other side took advantage of us. In “Negotiating a Contract: How to Waste Less Time and Get Better Deals,” Rob Enderle looks at contract negotiation as a skill and provides strategies that have proven to result in more favorable deals, less chance of litigation and better overall outcomes.

We’ve highlighted these contract negotiation strategies in this slideshow.


Related Topics : A Big Market for Big Data Jobs, Midmarket CIO, IT Management Automation, SharePoint, Technology Markets

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