The Scientific Art of Contract Negotiations
Educause Quarterly Volume 24, Number 1, ISSN 1528-5324
Discusses negotiating with vendors when purchasing campus information technology. Describes the mechanics of a negotiation (deep discounts, maintenance and support costs, future discounts, warranties and remedies, training and consulting), vendor approaches to negotiating, composition of the negotiating team, and what to do after negotiations end. (EV)
Kuo, K. & Wilson, N. (2001). The Scientific Art of Contract Negotiations. Educause Quarterly, 24(1), 32-38.