Research / Topics

Negotiations

Research / Topics

Negotiations

Negotiating IT agreements is one of the most important commercial capabilities in a modern IT organisation.

As IT agreements become increasingly complex and the financial commitments involved continue to grow, organisations need a more professional and structured approach to negotiation. Negotiation capabilities should therefore be developed and managed with the same strategic focus as other critical business support functions.

This section brings together our research and insights on IT negotiation, with a focus on helping organisations prepare for and conduct different types of IT negotiations more effectively.

Prices

Software

Other relevant research

Managing Discussions About Price Increases in
IT Operations Agrements

How do factors such as rising hardware and software prices, labour costs, and energy prices affect the cost of IT infrastructure operations? In this article, we answer these questions by examining the mechanisms that drive market prices for IT operations services and guiding customers through a scenario in which a vendor announces a price increase.

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