Gartner Research

Negotiating Pricing

Published: 18 February 2009

ID: G00165459

Analyst(s): Alexa Bona , Robert P. Desisto


Gartner has seen deploy a number of new contract negotiating tactics. Many of these tactics will cost customers more money than is necessary, if not handled correctly.

Table Of Contents
  • Overview
  • Avoid Prebuilt Price Subscription Escalation
  • Eliminate the List Price Renewal Clause
  • Unbundle the Unlimited Package
  • Phase in Subscriptions
  • Define the Functionality and Capabilities Included in Your Subscription

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.