Implement Your Negotiation Strategy More Effectively
Better implementation leads to better outcomes.
- Forty-eight percent of CIOs believe their budgets are inadequate.
- CIOs and IT departments are getting more involved with negotiations to reduce costs and risk.
- Not all negotiators are created equal, and the gap between a skilled negotiator and an average negotiator is not always easy to identify objectively.
- Skilled negotiators are in short supply.
Our Advice
Critical Insight
- Preparation is critical for the success of your negotiation, but you cannot prepare for every eventuality.
- Communication is the heart and soul of negotiations, but what is being “said” is only part of the picture.
- Skilled negotiators separate themselves based on skillsets, and outcomes alone may not provide an accurate assessment of a negotiator.
Impact and Result
Addressing and managing critical negotiation elements helps:
- Improve negotiation skills.
- Implement your negotiation strategy more effectively.
- Improve negotiation results.
About Info-Tech
Info-Tech Research Group is the world’s fastest-growing information technology research and advisory company, proudly serving over 30,000 IT professionals.
We produce unbiased and highly relevant research to help CIOs and IT leaders make strategic, timely, and well-informed decisions. We partner closely with IT teams to provide everything they need, from actionable tools to analyst guidance, ensuring they deliver measurable results for their organizations.
What Is a Blueprint?
A blueprint is designed to be a roadmap, containing a methodology and the tools and templates you need to solve your IT problems.
Each blueprint can be accompanied by a Guided Implementation that provides you access to our world-class analysts to help you get through the project.
Need Extra Help?
Speak With An Analyst
Get the help you need in this 1-phase advisory process. You'll receive 10 touchpoints with our researchers, all included in your membership.
- Call 1: Managing six key items during a negotiation.
- Call 2: Setting the proper tone for the negotiation sessions.
- Call 3: Focusing on three types of intangibles to improve your negotiation skills.
- Call 4: Communicating more effectively verbally and non-verbally.
- Call 5: Understanding and dealing with personality types.
- Call 6: Managing seven key aspects of your negotiation discussions.
- Call 7: Dealing with deadlocks and impasses and understanding their value.
- Call 8: Granting concessions and evaluating concessions received.
- Call 9: Identifying and defeating common vendor negotiation ploys.
- Call 10: Deciding whether to continue and how to walk away gracefully.
Contributors
Six anonymous contributors
Looking at Risk in a New Light: The Six Pillars of Vendor Risk Management
Manage Exponential Value Relationships
Jump Start Your Vendor Management Initiative
Capture and Market the ROI of Your VMO
Cut Cost Through Effective IT Category Planning
Design and Build an Effective Contract Lifecycle Management Process
Maximize Value From Your Value-Added Reseller (VAR)
Drive Successful Sourcing Outcomes With a Robust RFP Process
Reduce Risk With Rock-Solid Service-Level Agreements
Slash Spending by Optimizing Your Software Maintenance and Support
Identify and Manage Financial Risk Impacts on Your Organization
Identify and Manage Strategic Risk Impacts on Your Organization
Identify and Manage Reputational Risk Impacts on Your Organization
Identify and Manage Security Risk Impacts on Your Organization
Evaluate Your Vendor Account Team to Optimize Vendor Relations
Elevate Your Vendor Management Initiative
Prepare for Negotiations More Effectively
Implement Your Negotiation Strategy More Effectively
Evaluate and Learn From Your Negotiation Sessions More Effectively
Proactively Identify and Mitigate Vendor Risk
Master the Public Cloud IaaS Acquisition Models
Essentials of Vendor Management for Small Business
Identify and Manage Regulatory and Compliance Risk Impacts on Your Organization
Identify and Manage Operational Risk Impacts on Your Organization
Don’t Allow Software Licensing to Derail Your M&A
Identify and Reduce Agile Contract Risk
Improve Your Statements of Work to Hold Your Vendors Accountable
Understand Common IT Contract Provisions to Negotiate More Effectively
Master Contract Review and Negotiation for Software Agreements
Master the MSA for Your Managed Services Providers
Negotiate SaaS Agreements That Are Built to Last
Establish a Vendor Management Roadmap to Succeed With Autonomous Technologies
Price Benchmarking & Negotiation
Stop Wasting Time Evaluating Commoditized Products and Services