Chapter 5: Strategy and Planning

In the second phase of the negotiation process, all the data that has been accumulated is evaluated to plan a strategy for negotiating with Microsoft®. The objective of the Strategy and Planning phase is to define the optimal strategy that will be used in the negotiation phase to come. You should enter this phase already knowing what your preferred agreement will look like. This means knowing what platforms you need or want to purchase, what software products best suits your current and future needs. The purpose of this stage is to take these requirements and preferences and determine the best tactical approach that can be used to achieve these specific goals.

You may take a different route to get there. For example, you may choose to indicate to Microsoft® a different set of needs and only divulge your real requirements along the way; or you may go straight for the specific list you have created. What is important is for you to control the negotiation process by being clear about what you want. You may want a full platform at a specific price but knowing it is beyond the current budget, you may specify to Microsoft® that you are interested in a more limited package at a reduced rate. This may encourage the Microsoft® representative to try to push you to get the larger package by offering additional discounts on the full package…