Best Practices For Managing Software Negotiations

September 8th, 2014

Duncan Jones

With contributors:

Christopher Andrews , Mark Bartrick , Victoria Boutan

Summary

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, but they are more focused than buyers whose attention is spread across multiple transactions and ongoing responsibilities. This report explains how SVM leaders can redress some of that imbalance by better controlling the negotiation process. We highlight the importance of preparing thoroughly, assembling the right team, building a sound negotiation strategy, setting a clear timetable, and managing actual negotiation sessions.

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