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IT Procurement Handbook for SMEs by David Nickson

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NEGOTIATION STRATEGIES

There are many ways to go about a negotiation. Given that you are reading this it is assumed that you are not a professional negotiator so here are the basics. You can use any of these and in different situations may need all of them. However, for long-term business relationships some work better than others.

Win—lose

One party aims to win at all costs, irrespective of the impact and expense to the other side. This can only work where there is an absolute point that cannot be negotiated or there is no intention of ever working with the other side ever again. Most SMEs dealing with IT suppliers will want an ongoing relationship if possible. IT is often an essential part of the business and you do not want to put its support ...

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