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Forty-eight percent of CIOs believe their budgets are inadequate.
CIOs and IT departments are getting more involved with negotiations to reduce costs and risk.
Confident negotiators tend to be more successful, but even confident negotiators have room to improve.
Skilled negotiators are in short supply.

Our Advice

Critical Insight

Improving your negotiation skills requires more than practice or experience (i.e. repeatedly negotiating).
Creating and updating a negotiations lessons-learned library helps negotiators improve and provides a substantial return for the organization.
Failure is a great teacher; so is success … but you have to pay attention to indicators, not just results.

Impact and Result

Addressing and managing the negotiation debriefing process will help you:

Improve negotiation skills.
Implement your negotiation strategy more effectively.
Improve negotiation results.

Evaluate and Learn From Your Negotiation Sessions More Effectively Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should create and follow a scalable process for preparing to negotiate with vendors, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

Evaluate and Learn From Your Negotiation Sessions More Effectively – Executive Brief

1. Negotiations continuing

This phase will help you debrief after each negotiation session and identify the parts of your strategy that must be modified before your next negotiation session.

2. Negotiations completed

This phase will help you conduct evaluations at three critical points after the negotiations have concluded.

Workshop: Evaluate and Learn From Your Negotiation Sessions More Effectively

Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

Module 1: 12 Steps to Better Negotiation Preparation

The Purpose

Improve negotiation skills and outcomes; share lessons learned.
Understand the value of debriefing sessions during the negotiation process.
Understand how to use the Info-Tech After Negotiations Tool.

Key Benefits Achieved

A better understanding of how and when to debrief during the negotiation process to leverage key insights.
The After Negotiations Tool will be reviewed and configured for the customer’s environment (as applicable).

Activities

Outputs

1.1

Debrief after each negotiation session

Negotiation Session Debrief Checklist and Questionnaire

1.2

Determine next steps

Next Steps Checklist

1.3

Return to preparation phase

Discussion

1.4

Conduct Post Mortem #1

Post Mortem #1 Checklist & Dashboard

1.5

Conduct Implementation Assessment

Implementation Assessment Checklist and Questionnaire

1.6

Conduct Post Mortem #2

Post Mortem #2 Checklist & Dashboard

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.

Need Extra Help?
Speak With An Analyst

Get the help you need in this 2-phase advisory process. You'll receive 6 touchpoints with our researchers, all included in your membership.

Guided Implementation #1 - Negotiations continuing

Call #1 - Review the negotiation session evaluation process and template.
Call #2 - Discuss how to translate the data from the negotiation session evaluation into next steps.
Call #3 - Revisit the preparation and implementation stages of the negotiation process in anticipation of the next negotiation session.

Guided Implementation #2 - Negotiations completed

Call #1 - Review the (a) value and nature of the first post mortem after negotiations have concluded, and (b) the first post-mortem tool.
Call #2 - Discuss the why and how of conducting a negotiation assessment as the “project” is being implemented.
Call #3 - Examine the second post-mortem template and understand how to leverage the assessments for future negotiations.