5Negotiations
Skillful negotiating is both an art and a science. The science can be taught, but the art can only be obtained through experience or natural instinct. There are many books on the topic of negotiating. The goal of this chapter is not to reinvent the wheel by writing about negotiating skills, but instead to provide you with a framework to manage a negotiation for a successful technology acquisition. Not only will this framework enable you to successfully manage a negotiation, it will also help you understand how to position your company to create a beneficial relationship with the selected vendor.
This chapter also discusses the negotiation ...
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