Contract Negotiation Strategy: Waste Less Time and Get Better Deals - Slide 7

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Negotiate from Strength

Cash generally isn’t the most important thing on either side’s list. Deal with your priority first so that it isn’t under-prioritized and, assuming there isn’t a conflict, use theirs as a tradeoff. For a vendor, items that might be more important are hitting a volume target, getting a good reference account, getting credit for a job well done (for the team), and/or getting good publicity.

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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