When it comes to negotiating contracts and other agreements for your company, you really need a solid understanding of BATNA. This Knowledge Briefing delivers the skills you need to succeed. These five simple letters represent one of the most critical mistakes businesses of any size can make in preparing for, and conducting, a negotiation. The BATNA—Best Alternative To a Negotiated Agreement—is your fall-back position in any negotiation. Without it, you will not get the best deal.
If you are a technology asset manager, a software asset manager, project manager or a member of any related profession, this information can help you improve your ability to produce results—results that translate into a more secure future. You’ll have to sign in to access this Knowledge Briefing but it’s free and the pay-off can be enormous.
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Want to reduce technology costs? Start by negotiating every agreement - including the ones with those multi-million dollar tech companies that tell you "You're not allowed to negotiate this agreement." One of the most frequent errors that the average business technology consumer makes is failing to negotiate software or hardware agreements. Whether you are a software asset manager or a technology asset manager, this step - alone - can help you stand out from the crowd as a pro.
Here is a relatively obvious but oft-neglected caveat: Don’t go out and beat up on every one of your suppliers. Each and every one of them is entitled to make a profit from their transactions. It is up to you to identify the scalpers from the ethical providers. Fortunately, the vast majority of suppliers is honest and ethical in their dealings with the business technology consumer. Appreciate these but watch out for the others.
Check out this Knowledge Briefing: Cut Costs By Negotiating Every Agreement.
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When it comes to software acquisitions or other enterprise technology negotiations, why in the world would you want to identify a BATNA -- a "Best Alternative To a Negotiated Agreement"?
Because, if you don't, you will pay the absolute top price for your technology-related goods and services. In fact, the wise negotiator--the effective technology asset manager--has more than one BATNA. Essentially, what we're discussing here is the simple concept of having more than one choice of goods or serivce. If you have alternatives--and if you are willing to step away from your primary choice to one of those alternatives--you are going to discover a whole new side to effective negotiations. Read on for a few basic first steps.
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