Gartner Research

Negotiation Triage: Optimize Your Software and Cloud Negotiations When You Have Less Than 90 Days

Published: 08 August 2018

ID: G00343979

Analyst(s): James Smith


Starting your megavendor or complex software renewals late will jeopardize your business with regard to pricing, products acquired or contractual terms. Sourcing, procurement and vendor management leaders can use Gartner-developed methodology to improve speed and mitigate risk.

Table Of Contents
  • Key Challenges



  • Triage Your Negotiation Activities
    • Build a Plan
    • Expect Less
    • Communicate Constantly
  • Focus on "Must-Have" Terms
  • Leverage the Timeline
  • Incorporate Lessons Learned

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