IT managers in small enterprises are often under significant pressure to reduce costs. We recently interviewed 24 IT professionals and identified several strategies that are commonly used by organizations of all sizes to achieve price reductions when negotiating contracts with vendors. This research note includes:
-Strategies used by IT professionals who have successfully negotiated a reduced price with IT vendors.
-A “Negotiation Tactic Selection Tool” that gives specific advice on exactly which negotiation strategies to use depending on the organization’s particular situation.
Cut costs for the enterprise by learning which strategies will be successful in specific negotiation situations.
