dating back at least two years (the spend functional line of business support? pattern). Past purchase orders, including relevant dates and a summary of what was purchased. What is the fiscal quarter/year end for the vendor? Difficult Questions to Expect Our Responses From the vendor community Possibly reference the current fiscal climate or staffing issues. Questions to Ask What can we bring to the table for negotiation to maximize the return for the State? Terms & Conditions. Statement of Work. Pricing/costs. Training. Scope Out of Scope What is the scope of the potential contract? Clearly define what is not included in the Limited to time. contract. Products and services. Licensing Needs in the Negotiation Other Relevant Costs Other Parties’ Parties’ Other departments. Their costs associated with their needs. Get “Negotiables” We Give “Negotiables” We Tradeoffs Opportunities is blank template of the negotiation planner document. is an example of a filled out negotiation planner document. is a detailed example of a negotiation plan. Negotiation Process Timing The duration of negotiations depends on the situation. Negotiations may last a single day or many months depending on the proposed solution. Computer hardware or software maintenance negotiations may take very little time, while systems integration negotiations may take much longer. Facilities/Layout
dating back at least two years (the spend pattern). Past purchase orders, including relevant dates and a summary of what was purchased. What is the fiscal quarter/year end for the vendor? functional line of business support? Difficult Questions to Expect From the vendor community Our Responses Possibly reference the current fiscal climate or staffing issues. Questions to Ask What can we bring to the table for negotiation to maximize the return for the State? Terms & Conditions. Statement of Work. Pricing/costs. Training. Scope What is the scope of the potential contract? Limited to time. Products and services. Licensing Out of Scope Clearly define what is not included in the contract. Other Parties’ Needs in the Negotiation Other departments. Other Parties’ Relevant Costs Their costs associated with their needs. “Negotiables” We Give Tradeoffs “Negotiables” We Get Opportunities is blank template of the negotiation planner document. is an example of a filled out negotiation planner document. is a detailed example of a negotiation plan. Negotiation Process Timing The duration of negotiations depends on the situation. Negotiations may last a single day or many months depending on the proposed solution. Computer hardware or software maintenance negotiations may take very little time, while systems integration negotiations may take much longer. Facilities/Layout
6611%20Negotiation%20Process%20Guide.docx