Best negotiations start before you even know what you want to buy
Good software negotiations do not start with insufficient time to prepare or plan. Instead, they should represent a well-prepared execution of a coherent software sourcing strategy.
Once your internal stakeholders appreciate the real value that your sourcing and supplier management practice brings to the negotiating table, they will never leave you out of the loop again. This means applying the four cornerstones of best negotiation practices: education, preparation, support and control.