“We Don’t Need To Write It Down. You Can Trust Me” And Other Grim Fairytales
This ploy is built on the vendor first creating and later manipulating personal relationships between its marketing people and the customer’s staff. The focus is
This ploy is built on the vendor first creating and later manipulating personal relationships between its marketing people and the customer’s staff. The focus is
Consultants, at least the successful ones, earn a living selling their knowledge, services, intellectual property and the like to a wide range of clients. Sometimes
“We Don’t Need To Write It Down. You Can Trust Me” And Other Grim Fairytales This ploy is built on the vendor first creating and
Good morning, Joe Auer from International Computer Negotations (ICN) here. Just thought I’d suggest a tactic to add to your negotiation arsenal. Today many people
The following onerous provision regarding a customer’s payment obligations was uncovered during a review of a vendor’s proposed software licensing contract: Licensee shall pay vendor
Hello again, Last week I emailed you a negotiating tip that many people overlook. That tip is preparing an agenda to use when you are
By Joe Auer A customer recently negotiated an agreement that called for an annual revenue commitment to the supplier. It’s quite common for a supplier
Potential Supplier: XYZ Corporation Date: January 5, 2011 Meeting Arrangements and Schedule Introductions Ground rules Meeting objectives “Potential supplier” intentions/needs User intentions/needs Agenda review Agreement
Laptops are increasingly used in today’s mobile workforce computing environment, and in corporate America, a good percentage of them are leased. Many laptop lessors start
One of the more important issues when I advise IT buyers is their basic attitude toward contract negotiations. In many situations, the end user or
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