ERIC Number: EJ632849
Record Type: Journal
Publication Date: 2001
Reference Count: N/A
The Scientific Art of Contract Negotiations.
Kuo, Kent; Wilson, Nancy
Educause Quarterly, v24 n1 p32-38 Spr 2001
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)
Educause, 4772 Walnut St., Suite 206, Boulder, CO 80301-2538. Web site: http://www.educause.edu.
Publication Type: Guides - Non-Classroom; Journal Articles
Education Level: N/A
Authoring Institution: N/A