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Off-The-Shelf IT Solutions - A practitioner's guide to selection and procurement by Martin Tate

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12 CONTRACTS: NEGOTIATION AND AGREEMENTS

‘We’re overpaying him, but he’s worth it.’

Samuel Goldwyn (1879–1974)

12.1 WHAT YOU CAN LEARN FROM THIS CHAPTER

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  • Understand how to guide your negotiation to the critical outcome of coming to agreement, while protecting both customer and supplier organisations from common pitfalls.
  • Appreciate that negotiation for software and services requires crucial technical input from candidates.
  • Be aware of the dangers of adopting ‘traditional’ and ‘adversarial’ negotiating tactics rather than a collaborative approach.

12.2 OVERVIEW

Negotiation is another example of collaborative work to ensure successful IT ...

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