Contract Negotiation Strategy: Waste Less Time and Get Better Deals - Slide 17

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Assuring Compliance

In doing a lot of problem resolution between vendors and IT departments, one of the most common issues is that neither side knows how to escalate. People change jobs, people can get ill, priorities can change, and either side can feel abandoned. Often, this can be fixed with a simple phone call, if you know who to call. One thing to remember is that these escalation paths tend to change, as well (recall that in the BP disaster, one of the top names on the response plan was a dead guy). You may want to institutionalize revisiting this escalation path no less than annually.

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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