Negotiating IT contracts isn’t an emotionless exercise

In movies and on the television screen, negotiators are often presented as cold, calculating and logical individuals who have learned to deal with extremely stressful situations while ignoring their emotions. For this reason,

Published on: August 21st, 2014 Robert Cordray

Negotiating with vendors: is it an oxymoron

Greetings from the Gartner Symposium, a gathering of over 9,000 senior IT executives and CIOs. There were several sessions on vendor negotiations as well as the ITExpo where close to 300 vendors were

Published on: October 11th, 2013 Catherine Aczel Boivie

Canadian user drops Maximizer CRM over failed BlackBerry sync

An executive of a Whitby, Ont.-based business who tried a new customer relationship management (CRM) tool from Maximizer Software Inc., says the products' inability to connect with his workers' BlackBerry devices has left

Published on: September 13th, 2010 Nestor Arellano

7 business negotiation tactics from the FBI

Having trouble winning over that one key person at work? Expert negotiators at the FBI and elsewhere have found active listening to be key in any negotiation. Here are seven keys to active

Published on: June 2nd, 2010 Constantine von Hoffman

How to haggle for a better service contract

In our recent feature 10 Things We Hate About ISPs and Cable and Phone Companies, we report that one of people's greatest frustrations with service providers is their penchant for advertising nicely priced

Published on: July 21st, 2009 Mark Sullivan

Why you should always negotiate a job offer

You've just been offered your dream job with your dream employer, and the salary looks good, too. Should you just sign the employment contract-or is there more negotiating to do?According to new research

Published on: August 26th, 2008 Esther Schindler