There is no need for IT managers from small enterprises to simply accept vendor arguments against reducing prices during contract negotiations. 24 IT professionals were interviewed about how they typically deal with vendor price resistance, identifying several strategies that can be used in these situations to get a reduced price. 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 from organizations of any size can use to respond to each of these vendor positions in order to successfully achieve a price reduction.
Cut costs for the organization by deflecting vendor arguments against price reductions.
