This IDC study is designed for senior executives responsible for contract negotiations with 3rd Platform suppliers that provide IT services essential to an organization’s business needs. This study reviews the common causes of power imbalances that occur during the negotiation process and outlines alternative negotiating strategies, including:

  • Identifying intangible sources of organizational values that can be leveraged during the negotiation process
  • Changing internal business processes to optimize purchasing power and preferences
  • Supporting the establishment of a new supplier stakeholder within the market
  • Demanding that the supplier comply with a hard-line ultimatum


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