As IS executives, you negotiate constantly — whether it be externally with vendors, contractors, or other partners, or internally with different managers, departments, your project teams, or your direct reports. Some of these negotiations are formal, but most are informal, involving day-to-day interactions at work. These negotiations are consequential, determining your budgets, deliverables, schedules, availability of equipment or services, and other factors that influence your success. Unfortunately, many IS professionals never get exposed to negotiation skills and strategies as part of their education and training.