Negotiating Technology Contracts

Have you ever tried to negotiate a deal for software, computer equipment, or consulting services with a technology company? The task can be daunting. Unfortunately, the sales forces of most IT companies are armed to the hilt with techniques to get the best deal for them, and not necessarily the best deal for you. And even worse, most of us computer folk (like myself) have never been trained in the art of negotiation, so it can be difficult to spot a snake in the grass. Before you begin negotiating a technology deal, know what you're getting in to.

Solicit, Don't Be Solicited

I receive at least three calls each day from technology vendors interested in selling something: hardware equipment, software tools, consulting services, etc. Usually, these calls are "cold". My name somehow landed on a telemarketing list in the hands of some vendor who is calling me out of the clear blue sky hoping that what they sell somehow matches what I need. You can waste hours on the phone letting some non-technical, script-reading, telemarketer or sales representative chew your ear off about their latest and greatest gizmo. Very rarely do these types of calls ever translate into a real business opportunity.

The most popular cold call opening is "Good morning. This is Joe from the XYZ software company. We offer break through whatever solutions to help you reduce your total cost of ownership for whatever. Let me ask you, are your responsible for managing your companies whatever investment?" I get so many of these calls that I can answer them in my sleep. Years ago, I used to engage in some level of discussion with these people and it always went nowhere. Unless you really think they've got something you might want to buy, cut them off immediately. And just like any telemarketer, they have a scripted response for anything. If you answer the above question with "No. I am not". The immediate response will be "Could you direct me to someone in the company that is responsible for whatever". If you hand out a name and number, you're just passing the buck to some other poor soul in your organization. My favorite response is "No. We don't respond to phone solicitations." Nine times out of ten, they will give up.

Sometimes, the cold caller will make another run at it and re-state their purpose or as they close the call, sneak in another sales pitch. "Yes sir. I understand. We offer something really great for your company and would love to send you a free trial version at absolutely no cost. Its free to try." You could be tempted to say "Free? Tell me more." Again, this type of response will just open up the sales speech flood gates and you will be wasting your time trying to get a word in edge-wise. Stick to your guns: "As I said. We don't respond to phone solicitations." is the proper response. If they make yet one more run at it, the final blow would be "Not sure if you're deaf, but I said we don't respond to phone solicitations. Tell me your name and transfer me to your supervisor." You will either hear apologies or a dial tone. Either way, you've just gotten yourself off of a call list and will never be bothered again.

If you're interested in buying something, you do the calling, not the other way around.

Put The Horse Before The Cart

Never begin looking for technology solutions without knowing what you're looking for. Know the business problem you're trying to solve. If you know you need a software package that automates statistical analysis, flush out a more detailed set of statistics requirements (types of model, sample sizes, etc.) before you begin to shop around. Usually, software products have bells and whistles that, although look cool, are not absolutely needed. Before you begin comparison shopping, define your basic technology and business requirements. Knowing what you really need will give you confidence and leverage in a negotiation.

Always Comparison Shop

No matter what, always evaluate multiple options. If you're looking for software, don't get excited and latch on to the first package that looks good. And certainly don't give a sales rep. the impression that you're overly interested in their solution. They will be less likely to move during a negotiation. The IT market is over abundant with hardware, software and services solutions. Probably, you will have many options to choose from. Be picky!

Create Your Game Plan

Before you begin negotiating a deal with any technology vendor, plan your negotiation carefully. I have included some general planning questions that you should answer in preparation for a negotiation. The questions I have listed below may not make sense for your negotiation, so feel free to modify them for the occasion. The point here is to prepare in advance. You don't want to figure out the answers to these types of questions in the middle of a negotiation as it may give an inch to the sales person. I would even recommend writing the questions and answers on a sheet of paper for reference.

(Price) How much do you think you should pay for this software or service? What is the market rate or street price? What are you prepared to spend? What is the highest price you would be willing to pay?

(Features) What key features and capabilities are you looking for? Force rank the features. What does the prioritized list look like? Of the features you need, categorize them into two categories: "must have" and "nice to have".

(Service Levels) Do you expect some level of performance from the equipment, software, or service? Are there up-time requirements? Do you need 24x7 technical support? Do you expect the vendor to incur a penalty if they don't perform up to your service levels?

(Trades) What is most important to you: price, features, or service level? Force rank these in order of importance. Would you be willing to trade items between categories? For example, would you be willing to give up a certain service level for a lower price?

(Suppliers) Which vendors offer something that you think could meet your needs? How long have these companies been in business? Are you doing business with them already? Do you have a good business relationship with them?

(Gravy) If you had your druthers, what extras would you like the vendor to throw in for free? Would you like training or extra manuals? Would you like special reporting?

You will probably have more questions in addition to the ones listed above. Take the time to write them down and create the answers. Once you have established your position, you will save a great deal of time evaluating your potential vendors and negotiations will be less painful.

Lead The Dance

When you are ready to face off with a vendor, do your best to drive the discussion. Get as much information about the vendor and their product and service before price enters into the discussion. Just like car buying, pick out your car (or choice of cars) before you negotiate a price. If you find that the discussion is prematurely heading toward pricing, bring the conversation back to understanding the product or service itself. If you're not ready to talk price, say something like "Right now, I am just evaluating your product (or service). Unless I think there's a real opportunity, I'm not prepared to negotiate price right now."

Pricing for hardware, software, and services follow very different models. Hardware prices are fairly standard unless the product is new. Usually, the mark-up on hardware is very small (1-15%). On the flip- side, the mark-up for software is huge (100%+). Software is priced based on value, not the cost to the vendor so you can usually negotiate software prices down substantially. Services are usually based on labor rates and are marked up based on the demand for those skills (15-50%).

When you are ready to discuss pricing, take the lead in the dance. Here are the steps to follow (in this order):

  • Make the vendor throw out the first offer. Never be the first one to suggest a price. Although rare, you could hear the question "how much would you be willing to pay for our product?" A good response would be "As little as possible. What's your offer?" This response puts the ball firmly in the vendor's court. Remember, if you've done your planning, you really do have the answer to this question, but your job is get a price far below your maximum, so don't tell the vendor up front!

  • Express concern. Never get excited about the first offer no matter what. If you're considering other alternatives, you may be able to get a better price. My favorite tactic is to say nothing and simply make a non-verbal expression of concern. Usually, the vendor will come back with either "but I'm sure we could sharpen our pencil", or "we could probably come down lower if that price is too high", or the ever popular "but we're willing to work with you". You may also be prodded with "You don't seem to like that price. I seem to be out of the ball park. What price would you be comfortable with?" Here's where the dance gets interesting.

  • Make the vendor throw out the second offer. This can be difficult, but by making the vendor throw out more prices, you are lowering the ceiling of the negotiation going forward. If, in step 2, the vendor says "we could probably come down lower if that price is too high.", immediately respond with "How much could you come down?" or "It seems you didn't give me your best price to begin with. What's your best price?". Latch on to what a vendor is saying and keep asking questions. Stay on this step as long as possible and try and keep the vendor to continue to provide better pricing.

  • Counter offer. Propose a different price than what's on the table. Be reasonable. If you've done your homework and checked the going price for the product or service, you know what the range is. If you throw out a price that you know is ridiculous, it will look like you don't know what you're doing. However, if you counter with a price that demonstrates that you've done your homework, the vendor will know you are serious. Justify for your counter offer. For example, you may want to reveal that you've done some market analysis by saying "I've researched the market a little and think my offer is more in line with market prices." Obviously, the vendor may disagree, but at least you're backing up your counter price.

  • Trade. Unless you can land on a price outright, there will likely be gives and takes on both sides. Go back to your to plan and begin proposing trades. Always make trades that bring you little to no value but may be perceived as valuable by the vendor. This can be very difficult, but can pay huge dividends. Here is a perfect example. Let's say you want a service contract to outsource your help desk (technical support phone service). Let's say you really want the help desk to answer your calls within 1 minute (you've already figured out this requirement in your plan) but the vendor's first offer is to answer your calls within 30 seconds. Let's also assume that price is more important to you than having your calls answered 30 seconds faster (remember- the vendor doesn't know this). And let's say the offer on the table is $5 per call. A great trade proposal would be "Your price is too high for me. I can recognize that you need enough people to answer those calls within 30 seconds and that has value. I would be willing to sacrifice an extra 30 seconds on each call if you could bring your price down." If the vendor responds with a counter-offer, circle back to steps 4 and 5. Try and keep the counter offer / trade cycle going as long as possible.

  • Nibble. Just as you and the vendor are about to agree to terms and everyone starts smiling and shaking hands, start asking for the gravy. Let's say you've just negotiated a software deal and you would really like some training. Just when you think the vendor believes the negotiation is at its very end, you could say "I am really glad we could work this out. I'm looking forward to using your software. One more thing- would you mind spending a couple days showing me how to use your product. A little training could be useful. Is that ok with you?" You run the risk of opening up the negotiation, but you stand a better chance of getting a few extras free of charge.

  • Walk The Talk. If you've set your maximum price and you can't seem to negotiate what you want even with trades, walk away. Be firm and truly be prepared to walk away. Be blunt. "It seems we're not getting anywhere. I think I'll take my business elsewhere. Thanks for your time." Shutting the discussion down can sometimes break the log jam. If a vendor really thinks they're going to loose the business, they may suddenly move.

  • Patience is a Virtue. Negotiations take time. Before you begin, know what your timeframe to make a decision is. Never act hurried or anxious. Come across to the vendor as relaxed and confident (but not cocky). The message you want to send to the vendor is "I've got all the time in the world."

  • Never Lie. Although this happens in many negotiations, telling lies will hurt your reputation and could poison vendor relationships. I am not a proponent of outright fibbing. Be honest but don't give away your hand.

    Follow these steps, and you will strike better deals and build confidence in your ability to negotiate. What I have left out in the steps above are standard questions that vendors love to ask. Let me leave you with these questions, their underlying motive, and what you should say. The trick is to always put the ball back in the vendor's court to better your position:

    • Question: "What's your budget for this project?"

      Motive: Setting the price floor

      Answer: "That's confidential. Why do you need to know that?"

    • Question: "What's most important to you? Price or service levels?"

      Motive : Prioritizing your trades

      Answer : "They're both important to me. I'm looking for the best package"

    • Question: "How soon do you need to make a decision?"

      Motive: Setting the timeframe

      Answer : "I will make a decision when I can get the overall best deal"

    • Question: "Can you make decision quickly. I've got to make my sales quota and our quarter is ending soon. I can't guarantee I give you the same discount"

      Motive : Apply pressure

      Answer : "I'm not going to rush my decision because of your company's business calendar. We may need to re-think things..."

    There are others, but always maintain your control, patience and poise and always take the lead in the negotiating dance!

    About The Author

    Andy Quick is co-founder of Findmyhosting.com (http://www.findmyhosting.com), a free web hosting directory offering businesses and consumers a hassle free way to find the right hosting plan for their needs. Feel free to contact Andy at [email protected] in case you have any questions or comments regarding this article.

    In The News:

    Rob Vanstone: CFL provides a snapshot of its negotiation lists  Regina Leader PostFour quarterbacks are among the Roughriders' 10 negotiation-list prospects whose names were released by the CFL on Wednesday.
    CFL reveals list of 10 negotiation list players for each team  CFL.caTORONTO — The Canadian Football League (CFL) and the nine clubs have unveiled ten players from each team's negotiation list on Wednesday. This marks ...
    SIOUX SAN LOCATION STILL UP FOR NEGOTIATION  The Lakota Country TimesRAPID CITY – The location of a newly proposed federally funded Indian healthcare facility is still nowhere near set in stone as legal filings have forced all parties ...
    Mixing Friends And Business? Here's What You Need To Know  ForbesFriendship can add magic to business ventures, but it can also add an element of risk. I explore a question from a reader on how to maintain a healthy friendship ...
    Quarterback trio tops list of 10 Edmonton Eskimos negotiation-list players  Edmonton SunAre the Edmonton Eskimos sitting on the next Mike Reilly?Certainly, the club would like nothing more than to extend the contract of their star quarterback and ...
    Win-Win M&A Negotiations  Printing ImpressionsIn the movies, businesspeople are usually portrayed as hard-bargaining dealmakers who never give an inch when money is on the table. But, firmness isn't the ...
    'Give and take' means something different to UI grad student union, Iowa regents  Iowa City Press CitizenThe room filled with "boos" as lawyers for the Iowa Board of Regents outlined a first contract proposal to the University of Iowa's graduate student union ...
    Use This Negotiation Tip When Someone Calls You Abrasive  ForbesWhat does it mean when a woman is called "abrasive"? We explore advice on how to negotiate that feedback and concrete tips to reframe that experience.
    NSW's Ausgrid sale undermined by negotiation failures, report finds  The GuardianAuditor general says government revealing price early in talks potentially cut electricity supplier's value.
    Congress sends final farm bill to President Trump after months of negotiations  The AdvocateWASHINGTON (AP) — After months of debate and negotiation, Congress voted final approval Wednesday to a massive farm bill that will provide more than $400 ...
    Taoiseach: Irish border backstop not up for re-negotiation  Irish ExaminerThe Irish border backstop is not on the table for re-negotiation, Leo Varadkar has said. The Taoiseach held a lengthy one-to-one meeting with Theresa May ...
    CFL Team Acquires Negotiation Rights For Ohio State QB Tate Martell  The SpunWhile Tate Martell is probably looking forward to his time under center at Ohio State, one CFL team already acquired the dual-threat quarterback's rights.
    Serbia, Montenegro Open More Negotiation Chapters With EU  RadioFreeEurope/RadioLibertySerbia and Montenegro on December 10 opened more accession chapters in their negotiations with the European Union for eventual membership in the bloc.
    Trump uses Israel’s wall as example in negotiation with Pelosi and Schumer  The Jerusalem Post - Israel NewsWASHINGTON - In an extraordinarily tense exchange Tuesday with Democratic leaders, President Donald Trump threatened to shut down the government ...
    Ten Things The World Learned At The COP24 Climate Change Negotiations  ForbesCOP24, the biggest climate change meeting since the Paris Agreement, convened this month. A recent IPCC report reveals that urgent and aggressive ...
    Why sharing a plate leads to better negotiation outcomes  Chicago Booth ReviewWhen people in a business negotiation share not just a meal but a plate, they collaborate better and reach deals faster.
    Trying to get people to agree? Skip the French restaurant and go out for Chinese food: Why sharing a plate leads to better negotiation outcomes  Science DailyWhen people in a business negotiation share not just a meal but a plate, they collaborate better and reach deals faster, according to new research.
    Jalen Ramsey wants Jaguars to start negotiating new deal  ESPNJaguars defensive back Jalen Ramsey says that if the team is sincere about wanting him around, they should start negotiating a new contract this offseason.
    International Aviation negotiation conference kicks off in Nairobi  Kenya Broadcasting CorporationDelegations from 70 countries around the world are gathering in Nairobi to negotiate Air *Service* Agreements at the eleventh (11th) International Civil Aviation ...
    Working Strategies: Negotiating tips for workers in the trades  St. Paul Pioneer PressEditor's Note: This is one of 12 columns on work in the trades appearing over 12 months — one each on the second Sunday of the month. For workers in the ...
    Canongate acquires Ryzov's The Kremlin School of Negotiation  The BooksellerCanongate has acquired the world English rights to The Kremlin School of Negotiation by business coach Igor Ryzov.
    Salary negotiation tips for women | Expert column  Virginian-PilotDuring a national conference for the Society for Human Resource Management, I gave a speech on salary negotiations for women. Mary, a 55-year-old HR ...
    News: Defunct Political Parties Negotiation Forum leaders at odds with PM Abiy’s fresh talk with opposition  addisstandard.comYared Tsegaye. Addis Abeba, December 05/2018 – In the wake of the first ever face-to-face meeting between Prime Minister Abiy Ahmed and leaders of 81 ...
    Understanding the art of negotiation at COP24  The Daily StarUnder the United Nations Framework Convention on Climate Change (UNFCCC) all the countries meet each year at the annual Conference of Parties (COP) ...
    Pentagon: NKorea slow to negotiate over US war remains  Economic TimesWASHINGTON (AP) — Months after the White House raised hopes for bringing home thousands of U.S. battlefield remains from North Korea, the returns have ...
    Acholi, Adjumani leaders hold final negotiations over disputed Apaa land  Daily MonitorGULU. An eight-member team from both Acholi region and Adjumani District are today holding the final negotiation meeting to seek an end to the Apaa land ...
    Fish Flow Negotiations Still Afloat At Water Board Meeting  MyMotherLode.comIt remains to be seen if state water officials will at a crucial meeting achieve some compromise on a contentious proposal critics have dubbed 'a massive water.
    Redblacks' negotiation list includes six QBs — who you probably have never heard of  Ottawa SunIf the purpose of this drill is to get CFL fans interested or excited, it's not going to work.At least not in Ottawa.There's a “Bug” and a quarterback drafted with the ...
    Norway's Equinor to start talks with Tanzania over LNG project  The StandardPresident John Magufuli has asked his government to proceed with negotiations to set out the commercial and fiscal framework for the LNG project.
    Trump welcomes optimistic China trade statement as details of negotiations remain vague  Washington PostPresident Trump on Wednesday embraced an optimistic statement from the Chinese Ministry of Commerce as evidence of success in talks with Beijing about ...
    ASUU strike: Labour Minister takes over negotiation  NIGERIAN TRIBUNEMinister of Labour and Employment, Chris Ngige will henceforth take over the negotiation between the Federal government and the striking university teachers.
    Soybean prices could see a boost as trade negotiations are underway  CNBCSoybeans slip. Trading soybeans now. With CNBC's Jackie DeAngelis and the Futures Now traders, Jim Iuorio at the CME and Anthony Grisanti at the NYMEX.
    Angelina's Survivor negotiation was funny TV. But that's not the full story.  reality blurredThere was more to Angelina's negotiation for more rice than we saw on TV.
    Victorian schools could lose billions as state-federal negotiations break down  The GuardianVictoria's education minister says commonwealth rejects compromise and he 'won't be bullied' into signing a 'dud' funding deal.
    Ifo Institute calls for re-negotiation of Brexit agreement  FXStreetThis is the original of the statement on Brexit agreement re-negotiation from the Ifo Institute. The Ifo Institute has called for renegotiations of.
    Fort Smith School Board votes to change teacher negotiation process  talkbusiness.netThe Fort Smith Public Schools Board of Education voted during their regular meeting Monday (Nov. 26) to change the way the district negotiates with teachers ...
    Spokane County opens union contract negotiations to the public  The Daily WorldSpokane County commissioners voted Tuesday to stop negotiating union contracts behind closed doors, drawing praise from open-government advocates and ...
    Brexit BETRAYAL: How Angela Merkel’s ‘lie’ COST Britain in EU negotiation  ExpressANGELA Merkel “betrayed” David Cameron as the former Prime Minister negotiated with Brussels diplomats before the EU referendum, a tell-all book reveals.
    The Biglaw Firm Accused Of Union-Busting Techniques In Media Negotiations  Above the LawWhat Biglaw firm represents Slate management in the online publication's question for unionization? Slate's legal writer, Mark Joseph Stern, says of ...
    Ron and Don: Nylander is ‘not going to beat Dubas’ in negotiation  Sportsnet.caDon Cherry believes William Nylander should take a short-term deal because he won't be able to beat Kyle Dubas in negotiations.
    Hillsborough says Rays need negotiation extension from St. Pete  WTSP.comThe Rays need to give St. Petersburg notice of its future plans by Dec. 31. Hillsborough County says it needs three or four more months.
    State-backed indemnity scheme funding 'still up for negotiation'  PulseThe funding for the state-based indemnity scheme is still up for negotiation, despite the Government claiming it is set to come out of existing funding.
    Council, Community Expect Update On Negotiations To Reopen Community Hospital Long Beach  Gazette NewspapersTwo meetings have been scheduled for next week to hear where a bid to reopen Community Hospital is at in terms of negotiations, but it appears talks have ...
    Ghana, Togo hold talks on maritime boundary negotiation  GhanaWebThe Government of Ghana has held a meeting with neighbouring country Togo to continue negotiations on the maritime boundary demarcations that would ...
    Man taken into custody after negotiation by Greater Victoria ERT and VicPD at apartment building  CHEKThe Greater Victoria Emergency Team and Victoria police have taken a man into custody on Carroll Street after hours of negotiation.
    India bats for taking IPCC report into account in climate negotiations  Daily PioneerIndia along with three other nations on Wednesday said the UN scientific report — blocked by several countries, including the US, Saudi Arabia, Russia and ...
    EU will negotiate if May loses Commons Brexit vote, says Prodi  The GuardianThe EU will come back to the negotiating table if parliament votes down Theresa May's deal with Brussels, according to Romano Prodi, a former European ...
    Planters claim death threats, refuse direct negotiations with unions  ft.lkThe Planters Association of Ceylon (PA) yesterday claimed their members were under death threat from trade unions, and refused to directly engage in the ...
    Numsa-affiliated workers can go on strike after CCMA negotiations - Comair  EWNNumsa confirmed its intent to go on strike as its members demand a 12% salary increase and a guaranteed 13th cheque.
    Rep. Jeffries: If Trump wants wall, 'negotiate with Mexico'  MSNBCIf Trump wants a border wall, "go negotiate with Mexico," says Rep. Hakeem Jeffries.
    Full Himes: 'The president says he's a dealmaker….Well then deal, negotiate'  MSNBCRep. Jim Himes (D-Conn.) joins MTP Daily today to discuss the possibility of impeachment for President Trump after the recent findings in the Russia ...
    City to negotiate for drainage study  Aransas Pass ProgressThe Aransas Pass City Council authorized staff to begin negotiations with LNV for engineering services for a city-wide drainage study, and approved other ...
    How women can earn $1 million more in their career  Yahoo FinanceWomen in the workplace still only earn 80% of what men do, and we have a long way to go toward closing the gap, says Katie Donovan, a pay equity expert and ...
    Southland District council negotiating on cycle trail contracts  The Southland TimesThe final business plan for the Around the Mountains cycle trail is being put together with the hope work will begin in the new year.
    Sorry, Deliveroo Drivers: No Group Negotiation For You, Says High Court  Gizmodo UKWorking out the finer legal points of the gig economy has been a key pastime for the UK legal system over the last couple of years, and it's just upheld a previous ...
    Loke: Enough said, let M'sia and S'pore negotiate on ILS  MalaysiakiniTransport Minister Anthony Loke said today Malaysia and Singapore should be allowed to negotiate on the issue of the proposed Instrumental Landing System ...
    This Startup Is Closing The Gender Pay Gap, One Negotiation At A Time  ForbesStartup 81cents, which provides salary support for women in the midst of job negotiations, just won the fifth annual CommonBond Social Impact Award.
    Ngige faults Falana, takes over negotiation with ASUU  The Nation NewspaperThe Minister of Labour, Senator Chris Ngige has faulted human right lawyer, Femi Falana (SAN) on the implementation of the No work, no pay policy.
    CVS-Aetna deal will save money by cutting supply chain negotiations  STATBy consolidating steps in the pharmaceutical supply chain, CVS's acquisition of Aetna will lead to lower markups and costs for consumers.
    Yakima man arrested following negotiation with police  Yakima Herald-RepublicA Yakima man was arrested Saturday following an extended negotiation after he threatened to harm family members, according to a news release from Yakima ...
    Gibraltar rocks final stages of Brexit negotiation  Channel NewsAsiaGibraltar's Rock seen from the Spanish city of Cadiz is a British territory and a last sticking point in Britain's EU exit deal. (Photo: AFP/Jorge Guerrero).
    Geneva teachers, school district remain at impasse; federal mediator to join Sunday negotiating session  Chicago TribuneA federal mediator will be brought in Sunday after bargaining teams for Geneva District 304 and the Geneva Education Association negotiated for nearly six ...
    Netanyahu's Negotiating With Neo-Fascists for a 'Consensus View' of the Holocaust  The Daily BeastTo the consternation of Diaspora Jews who feel increasingly threatened, Israel's prime minister is making nice with Europe's far-right leaders and compromising ...
    Did law enforcement have a seat at the table in negotiations over medical cannabis? Utah public-safety commissioner says no but that's OK.  Salt Lake TribuneThe Weber County sheriff, a strident opponent of attempts to relax cannabis laws, is taking issue with the lack of a law-enforcement presence in negotiations ...
    'No room for further Brexit negotiation' - Muscat  Times of MaltaUK Prime Minister Theresa May should not expect a better Brexit deal than that already negotiated with the European Union, Prime Minister Joseph Muscat ...
    Darfur peace follow-up body welcomes signing of pre-negotiation agreement - Sudan  ReliefWebDecember 9, 2018 (KHARTOUM) – The Implementation Follow-up Commission (IFC) of the Doha Document for Peace in Darfur (DDPD) welcomed the signing ...
    'Bringing Down the Hammer' on China Trade Negotiations  The Cipher BriefAs tensions rise between China and the U.S. over the detention of Huawei's CFO in Vancouver, experts wonder what the impact will be on trade negotiations.
    Police negotiations lead to despondent man with knife being taken into custody  InsideHalton.comA despondent man who was threatening to harm himself with a knife at a home on Tansley Drive in Oakville early Wednesday morning was taken into custody ...
    Airplane fuelers at Sea-Tac threaten holiday strike amid contract negotiation  The Seattle TimesA strike would have broad consequences, potentially slowing or stopping flights forcing a ground stop at the airport.
    Nikki Haley: Trump and I Ratcheted Up the Crazy for UN Negotiations  The Daily BeastIn a new interview, U.S. Ambassador to the U.N. Nikki Haley—who will leave office at the end of the year—shed light on how she handled that job while Donald ...
    Negotiations Over ‘Water Grab’ May Continue Into ‘Eleventh Hour’  MyMotherLode.comClosed door talks with input from California's current governor and governor-elect are ongoing ahead of a looming, highly impactful Water Board decision this.
    Are Women More Ethical at the Negotiating Table? It's Complicated.  Kellogg InsightPlus, how women are judged differently when they break the rules.
    COP24: Nations to be given new draft negotiating text  Down To Earth MagazineThe new proposal, which will be produced on December 12, will be based on Paris Agreement guidelines.
    ESPN, Skico negotiating new Winter X Games contract  Aspen TimesThe Aspen Skiing Co. is in discussions with ESPN about extending its contract for Winter X Games, with an announcement possible by next month, sources said ...
    Report: LA Galaxy "deep in negotiations" with Caleb Porter  MLSsoccer.comSource: Caleb Porter in negotiations to become next head coach of the LA Galaxy. And one prominent assistant might be joining him: https://t.co/ggdn6Qk3i1.
    Brexit clarifications possible, but no further negotiations: EU's Oettinger  ReutersBERLIN (Reuters) - The European Union is open to add clarifications to the Brexit deal but there won't be further negotiations in substance on issues such as the ...
    Murphy negotiating $15 minimum wage bill with Legislature  NJTV NewsMurphy clarifies he will work with legislative leadership on a $15 minimum wage, and confirms his chief of staff will be leaving the administration.
    Ennerdale dad who shot his son to negotiate plea deal, case postponed  News24A murder-accused Ennerdale father, who claims that he shot his son accidentally when he was startled by a knock on his car window, has asked for time to ...
    Learning to negotiate consent and communicate well is central to poly relationships.  PGH City PaperA local group, Poly in Pittsburgh, is working to create a community that supports poly folks, and to normalize polyamory as a practice.
    Brexit clarifications possible, but no further negotiations - EU's Oettinger  ReutersThe European Union is open to add clarifications to the Brexit deal but there won't be further negotiations in substance on issues such as the backstop solution ...
    Research to examine potential of negotiated stopping for Gypsies and Travellers in London  De Montfort UniversityProfessor Jo Richardson to examine more balanced and humane approach to roadside camps.
    Boycotting negotiating team 'not the way to rein in Anastasiades'  Cyprus MailBy George Psyllides. Former government spokesman Michalis Papapetrou voiced disagreement with the decision of two respected politicians to withdraw from ...
    New York Power Authority officials negotiating with Alcoa, expect agreement 'in very near future'  WatertownDailyTimes.comMASSENA — New York Power Authority trustees have approved a preservation power allocation of 5,000 kilowatts to Arconic, Inc. in Massena, allowing them to ...
    ASUU strike: FG replaces Education Minister in negotiations, blasts Falana  Daily Post NigeriaThe Minister of Labour and Employment, Senator Chris Ngige, has taken over the negotiation between the Federal government and the striking university teach.
    Negotiations to join Liverpool got 'so advanced' club owner forced to step in personally  Sport WitnessIf there's one thing Anderlecht are really proud about this season, it's the fact they managed to keep Jérémy Doku at the club.
    Amtrak call center relocation negotiations off to slow start, union says  Press-EnterpriseTalks between Amtrak officials and union leaders over the planned closure of the railroad's Riverside reservation center are in their early stages, and the two ...
    Maritime disputes best settled through negotiations: Singapore on filing UNCLOS declaration  Channel NewsAsiaMaritime boundary delimitation disputes are best settled through negotiations, said Singapore's Ministry of Foreign Affairs (MFA) on Thursday (Dec 13) amid an ...
    Tenant tips: 7 effective steps to negotiating rent in Singapore  Channel NewsAsiaSINGAPORE: Tenants, if there is anything that you need to know before you rent a home, it is this: Rental rates are always negotiable. Not only is nothing set in ...
    WaPo: Stone associate is in plea negotiations  CNNAccording to the Washington Post, Roger Stone associate Jerome Corsi is in plea negotiations with special counsel Robert Mueller's office. Post reporter Josh ...
    Irish premier rules out reopening backstop negotiations  News & StarLeo Varadkar said the EU has made a lot of concessions through the negotiation process.
    International Regulation of Areas Beyond National Jurisdiction: Negotiations on a New Legal Structure for the High Seas  LawfareIn Sept. 2018, the first intergovernmental conference convened on a legally binding mechanism under UNCLOS related to conservation and sustainable use of ...
    Negotiations between Geneva school district, teachers continue into the night  WGN TV ChicagoGENEVA, Ill. — Negotiations are going late into the night Sunday as striking teachers and school district officials in Geneva try to reach a deal and get kids back ...
    On a tightrope: The new RBI governor faces tough negotiations ahead  Telegraph IndiaShaktikanta Das will have to balance the Centre's demand for funds and the RBI's need to maintain a contingency reserve.
    NYC Lawmakers Vent Rage at Amazon Over Secret Negotiations  BloombergNew York City Council members denounced Amazon.com Inc. executives and a city economic development official over its deal that will provide the company ...
    France’s Antigovernment Protesters Balk at Negotiations  Wall Street JournalProminent members of the protest movement that has rocked Paris are threatening to snub talks with the government of Emmanuel Macron, frustrating the ...
    Trade deal with China could be elusive until bitter end of negotiating period  CNBCA new round of high-level talks and some potential giveback on tariffs by China was a bright spot in the U.S.-China trade war, but strategists say the peace could ...
    REPORTS: Miami Hurricanes DC Manny Diaz in negotiations to be next Temple HC  State Of The ULocal Philadelphia journalist Marc Narducci of the Philadelphia Inquirer cites a source saying the deal between Diaz and Temple is “90% done”.
    Kent State faculty union authorizes strike in case negotiations fail  Record-CourierAfter months of contract talks, the faculty union at Kent State University has authorized a strike— a bargaining strategy that gives the union the option of walking ...
    NSW Goverment Accused Of Not Negotiating On Ausgrid Sale  Ten Eyewitness NewsWatch later. The NSW Government has been slammed for the way it went about selling half of the state owned Ausgrid power company. Episodes. 2018.
    Ian Bremmer on Brexit Negotiations, No-Confidence Vote, U.S.-China Trade  BloombergIan Bremmer, president and founder of Eurasia Group, discusses Brexit negotiations, the no-confidence vote for Theresa May, the next steps in the process and ...

  • Four Ways To Work Out Business Disputes

    Business owners have four options to resolve disputes with partners,... Read More

    How to Change Somebody?s Mind

    Believe me, it's not easy! And sometimes, it doesn't work... Read More

    What Are The Four Types Of Negotiating Outcomes?

    Negotiating outcomes are the types of results that can happen... Read More

    The Art of Haggling

    Did you know that at one time in this country... Read More

    Dont Be Afraid Of Silence

    In any conversation with two or more people, there is... Read More

    Embarrassed To Discuss Your Prices? Seven Common Reasons We Cant Talk About Them

    Last week, a wonderfully-skilled electrician installed a new light fixture... Read More

    Guidelines for Ambassador Appointments

    Ambassadors to other countries are a vital part of international... Read More

    Lets Make a Deal

    Smart buyers will always ask for a better price. Unfortunately,... Read More

    Managing the Sales Negotiation Process

    How many times have you heard:"You've got to drop your... Read More

    Determine Your Rate And Negotiate Carefully With Unreasonable Clients

    Consultants who offer executive assistant or computer services on a... Read More

    Communicating Across Time Horizons

    There was a time in my life when I sold... Read More

    How Barter Can Help Your Business Online or Offline

    How Barter Can Help Your BusinessBarter trade is a powerful... Read More

    Suppliers as Your Partners in Cost Reduction

    This article is one of the many articles still to... Read More

    Negotiate Like a P.R.O.

    Whether you're negotiating a peace settlement in a war-torn country... Read More

    While Youre Waiting

    Not long ago, I made a partnership pitch, on behalf... Read More

    How to Negotiate Effectively

    You may be thinking, "Gary, I am a mom, housewife,... Read More

    Cross Cultural Negotiations

    Cross cultural negotiation is one of many specialized areas within... Read More

    Negotiating Technology Contracts

    Have you ever tried to negotiate a deal for software,... Read More

    Are You Scaring Away Potential Customers?

    When you are trying to make a sale and ask... Read More

    How To Make An Inflexible Bureaucrat See You As A Person

    Inflexible Bureaucrats Are Characterized by:1. Cares little about your happiness... Read More

    Can a Corporate Executive Really Use The Beautiful Mind; To guide decision making?

    I would like to comment on the "A Beautiful Mind"... Read More

    Games are a Reflection of Behavior

    You are standing on a small stage yelling, "What's the... Read More

    Win-Win Power Negotiating

    Let's talk about win-win negotiating. Instead of trying to dominate... Read More

    Making the Deal: Women as Negotiators

    Negotiating is no game. It is not for the weak... Read More

    Can a Service Be a Commodity

    Well Enron dealt with this a little for instance an... Read More