Advanced Search

Save Or Share This Report

For Sourcing & Vendor Management Professionals

Forrester's Contract Negotiation Framework

A Five-Phase Approach Bolsters Success By Balancing Vendor And Market Knowledge With Internal Preparation

January 13, 2010

Primary author headshot

Authors

Why Read This Report

Busy sourcing executives often get into "fire-fighting" mode when deals need finalizing — urgent contracts thrust on them by impatient business or IT users that "must get signed in the next two days" or similar situations. In this uncomfortable position, it is easy to get distracted and miss core components of an effective contract negotiation. Many clients have asked Forrester to publish its negotiation framework to act as a reference for their work and to help them avoid mistakes brought on by hectic schedules and conflicting user demands. Forrester's framework sets out a five-phase approach that helps clients capture the appropriate market knowledge they need while also marshalling the correct internal resources to achieve successful negotiations.

Get Access

Already a Client?

Log in to read this document.

Become a Forrester Client

Customers are the new market-makers, reshaping industries and changing how businesses compete and win. Success depends on how well and how fast you respond. Forrester Research gives you insights and frameworks aligned to your role to shorten the time between a great idea and a great outcome, helping your teams win in the age of the customer. Contact us to learn more.

Purchase Report

This report is available for individual purchase ($499 USD).

Purchase

Tools And Templates

Best Practice Assessments

best practices icon
  • Forrester's Contract Negotiation Framework

Table of Contents

  • Successful Negotiations Require In-Depth Knowledge Of Vendors And Yourself
  • Best-Practice Contract Negotiation Balances Internal And External Factors
  • RECOMMENDATIONS

  • Negotiation Is Only One Of Many Interrelated Sourcing Processes
  • Related Research Documents

Recommended Research