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I attended a meeting this week with a customer of mine and a potential new vendor. The new vendor was there to pitch his configuration and setup service offerings for a specific ITSM toolset. My customer has already had one bad experience with an ITSM tool configuration vendor who promised one thing and delivered much less. He ended up with a tool that’s minimally used and not configured to match his business needs. He’s looking for a vendor that can understand his business needs and priorities and quickly help him get his tool configured and working in a short time frame. Then the topic of standard changes came up. My customer asked for examples of standard changes. The vendor responded, “Server reboots are an example of standard changes.”

Negotiation is a dialogue intended to resolve disputes, to produce an agreement on courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. It is the primary method of alternative dispute resolution. This white paper focuses primarily on the negotiation process, different negotiation styles, and the various elements of communication that affect the outcome, including: Negotiation Communications, Constructive Questioning, Communication Obstacles (and overcoming those obstacles), Challenging Negotiation Situations and "Traps," and, finally, completing Successful Negotiations, a.k.a. "Getting to Yes"