Abstract

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)

Citation

Kuo, K. & Wilson, N. (2001). The Scientific Art of Contract Negotiations. Educause Quarterly, 24(1), 32-38. Retrieved March 5, 2021 from https://www.learntechlib.org/p/92867/.

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Keywords

• Computer Selection
• higher education
• information technology
• Purchasing
• Vendors