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The Right Way to Select Technology by Jarrod Gingras, Tony Byrne

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CHAPTER 15

Images

Negotiate Like a Pro

When to Start Negotiations

Align Price and Value

Contracts and Other Agreement Negotiations

Tips

Most organizations struggle to fathom vendor price quotes, and with good reason, since suppliers often apply arcane, confusing fee models. Beware that costs can run higher than you originally expected, but following some best practices can prepare you for negotiating a fair price from a position of strength.

Similarly, contract negotiations can become highly byzantine, but are no less important. We won’t offer legal advice here, but will suggest some key areas and terms to which you should pay special attention.

When ...

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