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This ploy is built on the vendor first creating and later manipulating personal relationships between its marketingpeople and the customer’s staff. The focus is to justify leaving important vendor commitments out of the written vendor/customer agreement. MORE


You may be surprised to learn that one of the more subtle yet highly effective negotiating tactics is the development and use of a formal agenda for the negotiating sessions. Even if you presently use agendas, you may find a few things you can use, either in this letter or in the follow-up piece on agendas next week. MORE


Last week I emailed you a negotiating tip that many people overlook. That tip is preparing an Agenda to use when you are negotiating with a supplier. I would like to give you some follow up pointers that will add to the effectiveness of the Agenda. MORE


ICN has been in the business of helping technology users do better and safer deals with vendors for more than forty two years.