Technology-Related Deals Present Special Challenges

It was a “bet the company” deal, so we spent hours putting together a strategic negotiation plan and a detailed request for proposal to develop our software. Then we solicited bids from qualified firms. Five parties bid, and our negotiations began. Around...

How technology has changed negotiations

I recently attended a seminar in which a technology expert suggested “the mobile platform [of smart phones and tablets] will rule” much of our future activities, and he may be right. But one thing I know for certain – this technology revolution has already...

Internet, apps have changed negotiation landscape

My wife recently saved us significant money on new furnishings for our family room. In shopping around, she found surprisingly large price differences for identical products. Similarly, a training program attendee recently told me he received three very different bids...