We recently interviewed 24 IT professionals about the strategies that they use to oppose common vendor arguments against reducing pricing during contract negotiations. This research note includes:
-Five reasons that are commonly given by IT vendors to avoid reducing their prices during contract negotiations.
-Strategies that IT professionals can use to respond to each of these vendor positions in order to successfully achieve a price reduction.
Achieve price reductions for the organization by learning how to deflect the claims that vendors commonly use to avoid reducing their prices.
