Why Read This
Software salespeople always seem to have the upper hand in negotiations with Forrester's sourcing and vendor management (SVM) clients. Not only are they often more highly trained than their buyer counterparts, they are more focused than buyers whose attention is spread across multiple transactions and ongoing responsibilities. This report will explain how SVM leaders can redress some of that imbalance by better controlling the negotiation process. We will explain the importance of preparing thoroughly, assembling the right team, building a sound negotiation strategy, setting a clear timetable, and managing actual negotiation sessions. This report was originally published on January 4, 2013; Forrester reviews and updates it periodically for continued relevance and accuracy, most recently in September 2014.