Negotiating Cloud Security Requirements with Vendors

Daniel S. Soper

California State University

Fullerton, California


19.1 Introduction

19.2 Structure-Centric Negotiation

19.3 Strategy-Centric Negotiation

19.4 Process-Centric Negotiation

19.5 Behavior-Centric Negotiation

19.6 Bad-Faith Negotiation

19.7 Integrative Negotiation

19.8 Summary


19.1 Introduction

Organizations of all kinds are increasingly adopting cloudsourcing in order to meet their information technology needs. Under this procurement strategy, needed IT products and services are acquired on a utility billing basis from a vendor, with the vendor retaining the responsibility of maintaining the underlying IT infrastructure. In the wake of many very ...

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