Software Negotiations by Showing Respect!

You Lose Nothing in Software Negotiations by Showing Respect.

Here is something that costs nothing but really helps when selling software or in software negotiations. As a software attorney, I can tell you it makes a difference.

When negotiating with a purchasing manager or IT department member, you’re dealing with a person — yes, some people forget this. There is a lot going on in their mind besides buying your software, so a little respect goes a long way. This is not hard.

It can be as simple as:

1. Address and listen to all their concerns and issues.
2. Don’t talk down to them (on the phone or in email).
3. Under-commit and over-deliver — don’t do the opposite.
4. Realize they are not simply a check box in the buying process.
5. Remember they are taking a risk (putting their reputation on the line) by selecting you as a vendor.

When I work with software clients as an attorney, I remind them of this very simple truth.

For the broader playbook on managing the customer-side of every deal, see Contract or Policy? When Software Companies Should Use Each.