Gartner Research

Ignition Guide to Running Effective Vendor Negotiations for IT

Published: 05 October 2016

ID: G00339033

Analyst(s): CIO Research Team


The sheer number of technology vendors is reshaping the typical IT sourcing portfolio, but IT leaders often approach vendor negotiation with minimal planning, leading to suboptimal decisions. This guide helps IT leaders run effective negotiations while preserving strong vendor partnerships.

Table Of Contents



Before You Start

Common Pitfalls and Keys to Success

Step 1 of 3: Determine Internal Performance Baselines and Vendor Priorities


Step 2 of 3: Prepare a Negotiation Strategy


Step 3 of 3: Negotiate and Finalize the Agreement


Review Your Performance

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