Contract Negotiation primer discusses the science and art of contract negotiations.
This excellent - albeit dated - discussion provides an overview of the contract negotiation process and the art of negotiating a "winning" contract.
"Contract negotiation melds science and art. You can apply standard techniques and responses to various approaches used by vendors’ sales teams when you’re acquiring products or services —
that’s science. You employ these standard techniques and responses in ways appropriate to your personality to create the most beneficial outcome for your institution — that’s art. The approaches and considerations discussed in this article can work for any size institution and for any manager acquiring products from desktop computers to large Unix/NT servers, networking equipment to phone switches,
individual or multi-station software licenses to campus-wide software licenses, or various vendor services. An important premise underlies successful negotiations: vendor sales teams are neither your best friends nor your worst enemies."
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