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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.

Prepare for Negotiations 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.

1. Before

Throughout this phase, the 12 steps for negotiation preparation are identified and reviewed.

Member Testimonials

After each Info-Tech experience, we ask our members to quantify the real-time savings, monetary impact, and project improvements our research helped them achieve. See our top member experiences for this blueprint and what our clients have to say.


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Guided Implementation




Workshop: Prepare for Negotiations 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 preparation.
  • Understand how to use the Info-Tech Before Negotiating Tool.

Key Benefits Achieved

  • A scalable framework for negotiation preparation will be created.
  • The Before Negotiating Tool will be configured for the customer’s environment.




Establish specific negotiation goals and ranges.

  • Sample negotiation goals and ranges will be generated via a case study to demonstrate the concepts and how to use the Before Negotiating Tool (this will apply to each Planned Activity)

Identify and assess alternatives to a negotiated agreement.

  • Sample alternatives will be generated

Identify and evaluate assumptions made by the parties.

  • Sample assumptions will be generated

Conduct research.

  • Sample research will be generated

Identify and evaluate relationship issues.

  • Sample relationship issues will be generated

Identify and leverage the team structure.

  • Sample teams will be generated

Identify and address leverage issues.

  • Sample leverage items will be generated

Evaluate timeline considerations.

  • Sample timeline issues will be generated

Create a strategy.

  • A sample strategy will be generated

Draft a negotiation agenda.

  • A sample negotiation agenda will be generated

Draft and answer questions.

  • Sample questions and answers will be generated

Rehearse (informal and formal).

  • Sample rehearsals will be conducted

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.


Overall Impact

Average $ Saved

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After each Info-Tech experience, we ask our members to quantify the real-time savings, monetary impact, and project improvements our research helped them achieve.

Read what our members are saying

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 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.


Phil Bode


3 anonymous contributors

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