Negotiating for Computer Software

In purchasing computer software, it is essential that you understand the factors which give you bargaining power. Four factors contribute to this: (1) The presence of competition, (2) the fact that software maintenance is usually highly profitable for vendors, (3) the likelihood that you will become a candidate for future sales, and (4) the investment that a vendor makes in a long sales effort. If you understand how these factors affect your bargaining power, it is possible to negotiate very favorable terms, including price reductions, extended payments and guaranteed support.