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Every contract negotiation, whether big or small, requires solid preparation to achieve success. Regardless of the size of the deal, a little preparation can go a long way towards helping IT managers from small enterprises get what the organization needs at an affordable price.

This research note discusses:

  • Reviewing the contract proposed by the vendor.
  • Establishing a negotiation team.
  • Setting negotiation targets.
  • Outlining the negotiation strategy.

Regardless of organizational size, feel confident going into a contract negotiation by taking the time to identify targets and outline a negotiation strategy.

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