10 things you should know about conducting successful client negotiations

Overview In the IT services business, it's relationships we're after, not one-off transactions. That makes it critical for us to engage in negotiations that leave all parties satisfied. Here are 10 ways to effectively conduct such negotiations.

One of the worst feelings for a consultant is to approach the close of a deal with a potential client only to lose the business because of negotiating errors. No matter how good your IT skills are, if you can't close the deal, your 10 years of experience with enterprise applications or your 15 years as an IT manager won't do you any good.

This list of pointers will help you avoid negotiation pitfalls and reach agreements that will promote a successful relationship with your clients. The suggestions discuss practices such as:

• Don't let your pitch drown out what the client is saying
• Read the client
• Present a united front
• Avoid arguments
• Don't be knocked off course by 'tricky tactics'

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