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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. Retrieved March 5, 2021 from .

This record was imported from ERIC on April 18, 2013. [Original Record]

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