Common Mistakes to Avoid When Negotiating Technology Contracts
When negotiating technology transactions, such as software licenses, cloud transactions and outsourcing deals, as well as any other type of contract, negotiators will obtain better results with careful preparation and by following a thoughtful script.
January 23, 2015 at 09:30 AM
6 minute read
When negotiating technology transactions, such as software licenses, cloud transactions and outsourcing deals, as well as any other type of contract, negotiators will obtain better results with careful preparation and by following a thoughtful script.
In our practice, we see negotiators making small but important mistakes on a daily basis. This article describes several of the most common mistakes.
Independent Negotiations
In our previous article (Daily Report, Dec. 29, 2014), we described how a buyer can use a multivendor RFP process to obtain better terms and conditions. Since the RFP process enhances your leverage and threatens providers, particularly incumbents, they will often attempt to short-circuit the process by directly appealing to their champions within the company. Such maneuvering is often particularly intense where an incumbent provider believes it is at risk of losing an account.
NOT FOR REPRINT
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
Trending Stories
- 1The Law Firm Disrupted: For Big Law Names, Shorter is Sweeter
- 2Wine, Dine and Grind (Through the Weekend): Summer Associates Thirst For Experience in 'Real Matters'
- 3The 'Biden Effect' on Senior Attorneys: Should I Stay or Should I Go?
- 4BD Settles Thousands of Bard Hernia Mesh Lawsuits
- 5First Lawsuit Filed Alleging Contraceptive Depo-Provera Caused Brain Tumor
Featured Firms
Law Offices of Gary Martin Hays & Associates, P.C.
(470) 294-1674
Law Offices of Mark E. Salomone
(857) 444-6468
Smith & Hassler
(713) 739-1250