Imagine that you are a CIO responsible for negotiating next year's annual contract with a large software vendor. On the one hand, you are charged with getting the best possible deal for your company from this vendor. On the other hand, this vendor is the only provider of the particular software package that is ideal for your application, and selecting any other vendor would cause a painful and expensive redesign of the software and procedures on your end.
Executive Report
Balancing Competition and Collaboration in Vendor Negotiations
By Moshe Cohen
Posted July 31, 2006 | Leadership | Leadership |
About The Author
Moshe Cohen is President of The Negotiating Table, a firm that provides mediation services to people in conflict as well as negotiation and conflict management training. Since founding the firm in 1995, Mr. Cohen has mediated hundreds of disputes in a variety of settings and in a multitude of topic areas, including workplace and employment disputes, discrimination complaints, torts, civil litigation, landlord-tenant evictions, divorce, family,… Read More
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