What You Need to Know About Negotiating Software Deals

by Ditka Reiner and Mary Welch

Negotiating software deals is a hot topic in the trade press, at software user group meetings, in online forums, and at professional conferences. Advice abounds on tactics that have been successfully employed and on the benefits of best-in-class purchasing and negotiating practices. So why aren't things getting better? Why does yesterday's "deal of the century" often turn into the "deal from hell" in less than two years?

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What You Need to Know About Negotiating Software Deals November 2004

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