Prepare for Negotiations More Effectively
Better preparation leads to better outcomes.
- IT budgets are increasing, but many CIOs feel their budgets are inadequate to accomplish what is being asked of them.
- Eighty percent of organizations don’t have a mature, repeatable, scalable negotiation process.
- Training dollars on negotiations are often wasted or ineffective.
Our Advice
Critical Insight
- Negotiations are about allocating risk and money – how much risk is a party willing to accept at what price point?
- Using a cross-functional/cross-insight team structure for negotiation preparation yields better results.
- Soft skills aren’t enough and theatrical negotiation tactics aren’t effective.
Impact and Result
A good negotiation process can help:
- Maximize budget dollars.
- Improve vendor performance.
- Enhance relationships internally and externally.
About Info-Tech
Info-Tech Research Group is the world’s fastest-growing information technology research and advisory company, proudly serving over 30,000 IT professionals.
We produce unbiased and highly relevant research to help CIOs and IT leaders make strategic, timely, and well-informed decisions. We partner closely with IT teams to provide everything they need, from actionable tools to analyst guidance, ensuring they deliver measurable results for their organizations.
What Is a Blueprint?
A blueprint is designed to be a roadmap, containing a methodology and the tools and templates you need to solve your IT problems.
Each blueprint can be accompanied by a Guided Implementation that provides you access to our world-class analysts to help you get through the project.
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Get the help you need in this 1-phase advisory process. You'll receive 12 touchpoints with our researchers, all included in your membership.
- Call 1: Establish and categorize goals; develop negotiation ranges.
- Call 2: Discuss alternatives and how they impact the negotiation.
- Call 3: Identify and evaluate assumptions being made by the parties.
- Call 4: Discuss critical research components and sources.
- Call 5: Identify key relationships that help and hurt your negotiation.
- Call 6: Discuss the two-team approach to negotiating and how to utilize it.
- Call 7: Identify and assess the leverage of each party.
- Call 8: Review timeline questions and the impact the answers have.
- Call 9: Develop a strategy based on the 16 key factors.
- Call 10: Draft an agenda to implement your negotiation strategy.
- Call 11: Develop sound questions and answers to preserve leverage.
- Call 12: Review tips and best practices for rehearsing before the negotiation.
Contributors
3 anonymous contributors
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