IT Buyers Say “We are OK.” Are you Sure? Part 1
IT challenges - After 15 years of running a consultancy for the world's most powerful firms, there is one thing that still irks me. Every day we propose ways to…
The CIO’s guide to smarter vendor negotiation
Vendor Negotiation Original Posted on CIO From IDG Negotiating deals with IT vendors is never easy, but it is a skill you can learn. Experts in the art of negotiating…
When Valuations Don’t Mean Valuable
It’s Time For A New Wave Of Valuable Investing “You're walking around blind without a cane, pal. A fool and his money are lucky enough to get together in the…
“Boiling the Human” H+ Summit Transcript / Harvard-Kurzweil
Excerpts from a presentation at the H+ Conference, Harvard University June 13, 2010 Download the PowerPoint deck here (10MB) Click through web preso here Building a Services Market for the Transhuman Era By…
The Buyers & Sellers Honesty Dance 2
Buyers & Sellers - In the first part of our series, we examined the implications of IT buyers negotiating positions rather than interests and neglecting to examine seller motivations and…
The Buyers & Sellers Honesty Dance 1
The Buyers and Sellers Win-Wins Are Hard Without Knowing the Other Side’s Motivation One of the first stories you learn in training to be a negotiator is the parable of…
