Negotiating the Best Software Deal
B. Hecht - September 29, 2000

Introduction

Basic Negotiation and Product Pricing Tips Always have the final closing/acquisition call with the most senior vendor sales rep at your site. Ensure in advance that this sales executive has the ability to rewrite or adjust the deal on the spot given the direction of the negotiation. In general, this vendor sales position is, at minimum, a District or Regional Manager level or higher...