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
- 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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