Negotiating a new deal? New research suggests that a nonzero-sum game strategic approach to negotiating may produce more value creation in the long run

How private equity portfolio companies can negotiate better deals with cloud computing giants

Software negotiation specialist Phil Downe on how to protect you and your company against this common sales tactic

Agreement renewals are a vendor payday, says tech negotiation expert Phil Downe

Beware the land and expand sales tactic, says tech negotiation expert Phil Downe

Prepare for the RFP process properly or risk a ride on the upgrade train

Part two of a two-part series on T&M versus fixed-price IT contracts, from IT negotiation specialist Phil Downe

In part one of this two-part series, IT negotiation specialist Phil Downe focuses on T&M strategies

Don’t leave professional service negotiations to the last minute, says software negotiator Phil Downe

Your skill set as an accountant gives you great leverage, says IT negotiation specialist Phil Downe

A little knowledge goes a long way with technology vendors, says IT negotiation specialist Phil Downe

How do you negotiate with savvy software salespeople? Level the playing field with these tips from IT negotiations specialist Phil Downe