O'Reilly logo

Technology Acquisition: Buying the Future of Your Business by Allen Eskelin

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

5Negotiations

Image

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 ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required