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Tony Greenberg > Blog > Business > The CIO’s guide to smarter vendor negotiation
Business

The CIO’s guide to smarter vendor negotiation

Tony Greenberg
Last updated: 2017/10/12 at 6:19 AM
Tony Greenberg
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ITStrategy - The CIO's guide to smarter vendor negotiation
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Vendor Negotiation Original Posted on CIO From IDG

vendor negotiation - The CIO's guide to smarter vendor negotiationNegotiating deals with IT vendors is never easy, but it is a skill you can learn. Experts in the art of negotiating say it’s important to understand the vendor’s pain points, look out for hidden costs and keep your emotions in check.

The basic tenets of successful vendor negotiation have changed little over the years. Yet the process remains difficult to master and, for CIOs in particular, is getting more complex.

Vendor Negotiation

“A lot of the most effective strategies for negotiation are common-sense ideas, but people don’t execute them in the realities of a difficult negotiation,” says Daniel Shapiro, founder and director of the Harvard International Negotiation Program and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. “Simple isn’t always easy to execute.”
And for buyers of IT products and services, the negotiation of vendor contracts today is particularly charged. “They’re dealing with more vendors than ever before, for more niche services, in trying economic times, and — in some cases — being handed very boilerplate deals for commoditized services,” says Ed Brodow, creator of Negotiation Boot Camp seminars.

Read more about The CIO’s guide to smarter vendor negotiation

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Tony Greenberg October 12, 2017 July 17, 2016
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By Tony Greenberg
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I speed through life building relationships, businesses and finding extraordinary people and contemplating the curious decisions they make. The premise of this space is to expose the bridges and chasms of trust, truth and bias that I encounter daily.
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