Maximizing Your Negotiation Leverage

Joe Galuszka, Principal of Fulcrum Associates will lead a discussion at the monthly Arizona SIM Chapter meeting on Wednesday, January 18, 2012. He’ll guide us through ‘Maximizing Your Negotiation Leverage’ which is based on actual client IT contract negotiation engagements.

This is an experienced practitioner’s view to help IT Executives and decision makers avoid the common mistakes he see clients committing in the process of negotiating their IT Enterprise contracts. This topic provides a significant amount of tactical, pragmatic content which always leads to a very interactive, entertaining and dynamic discussion.

You’ll walk away with actionable advice and an enhanced understanding of the negotiation process after addressing topics like:Understanding the sales professional and their role in negotiations and the client / account relationshipHow is it possible for one client with the same size proposal from the same vendor to achieve higher discounts, greater cost savings and more advantageous contract terms and conditions then another client?Learn the Top 12 client mistakes in negotiating deals and how to avoid themHow to effectively leverage your Vendor Relationship