Contract Negotiation Primer

 Contract Negotiation primer discusses the science and art of contract negotiations.

 Contract Negotiation primer discusses the science and art of contract negotiations.

This excellent - albeit dated - discussion provides an overview of the contract negotiation process and the art of negotiating a "winning" contract.

"Contract negotiation melds science and art. You can apply standard techniques and responses to various approaches used by vendors’ sales teams when you’re acquiring products or services —
that’s science. You employ these standard techniques and responses in ways appropriate to your personality to create the most beneficial outcome for your institution — that’s art. The approaches and considerations discussed in this article can work for any size institution and for any manager acquiring products from desktop computers to large Unix/NT servers, networking equipment to phone switches,
individual or multi-station software licenses to campus-wide software licenses, or various vendor services. An important premise underlies successful negotiations: vendor sales teams are neither your best friends nor your worst enemies."

Read On>>

Download (please login and scroll down)

Download Document: Documents are in common file formats such as Microsoft Word (doc), Powerpoint (ppt), Excel (xls,csv,xlsx), and Adobe pdf.

Related Categories

Related Topics

Related Articles

Rethinking the Cloud

Or thinking about it for the very first time! This presentation makes a case for cloud computing.

A CIOs Guide to Intellectual Property Rights

 CIOs Guide to Intellectual Property Rights provides an in depth discussion on law relating to copyright, open licensing, patents and technology and licensing contracts and agreements.

Copyright and Software Licenses For Enterprise Architects

An overview of legal issues related to intellectual property - copyright and software Licenses - and why an enterprise architect should care to understand them.

Posted on 02/11/2010 by

Contract Negotiation Primer author sourabhhajela



For ThoughtLeader

CIO Index

Our Focus is On Your Agenda

CIO Index is the world's largest professional network for CIOs - of the CIO, for the CIO, by the CIO. 

Over 75,000 CIOs and other IT Executives use CIO Index to Learn, Network and Share.


Cioindex, Inc.

  • (+1) 800-309-3550
  • Mon - Fri 9:00am - 5:00 pm
  • 375 North Stephanie St., Ste 1411, Henderson, NV 89014