Negotiating IT Contracts – A Walk to Canossa?
Abstract
For many years I have negotiated IT contracts, mainly in Switzerland and Germany, and made valuable experience which I would like to share and gain feedback on it. For the purpose of this paper, IT contracts mainly consist of project agreements, license contracts, and support and maintenance arrangements (I intentionally exclude hardware agreements). I fully appreciate that there are more types of agreements such as cloud solutions, outsourcing arrangements etc. however at the end most of them can be reduced to services in a broad sense and licensing.
