Learn to negotiate better IT contracts
even when you don’t seem to have any leverage

1 hour a week for 7 weeks, live online training with me.


Week 1 Essential Skills of the Elite Negotiator
  • Wearing Different Hats
  • Getting to the Back Table
  • Playing the Waiting Game
  • Leading and Following
  • Controlling Emotions
  • Understanding BATNA
  • Planning
Week 2 Rules of Technology Negotiations
  • Communicating with Stakeholders
  • Supplier Deadlines
  • Negotiating Maintenance Renewals
  • Acceptance Criteria
  • Meaningful SLAs
  • Implications of IP Infringement
  • Managing ISV’s
  • On-Premises vs. Cloud
Week 3 Negotiating Strategy (Part 1)
  • Collaborative Negotiation Strategy
  • Preparation: Defining your Team and your Requirements
  • Value Creation: Listening, Exchanging Ideas and Creating Options
Week 4 Negotiating Strategy (Part 2)
  • Value Distribution: Building Trust and Getting to the Back Table
  • Follow-Through: Dealing with Surprises, Governance and Escalation
  • Addressing Analytical, Psychological and Organizational Complexities
Week 5 How to Identify and Capture Cost Savings
  • Gathering Data
  • Analysis
  • Contract Review
Week 6 Negotiating T’s and C’s
  • Review sample contracts to identify opportunities to create leverage and mitigate risk when drafting/negotiating contracts
Week 7 Summary Review and Open Q&A

Frank from IT

Hey Procurement person

We’ve been talking with a new software company for a few months

didn’t bother to tell you about it

and now they’re offering us a great discount if we can get them a PO by the end of the week

So, can you get the contract signed and a PO out the door ASAP?

Sound familiar?

As a procurement professional, I’m sure you’ve gotten excluded from your fair share of IT contract negotiations or put under a strenuous timeline to get a deal signed.

How are you supposed to reduce costs and mitigate risks when you don’t have any leverage in the negotiation?

Here’s the thing: IT Contracts are different

  • Terms and Conditions matter

    Can you use an indemnity clause to get better terms on the contract? I routinely use the T’s&C’s section when negotiating with IT vendors to get better terms.

  • Internal politics are real

    Your IT department (and possibly others) often go behind your back to negotiate software deals. I can show you how to make this problem work for you, not against you.

  • Licensing changes on a nearly annual basis

    Instead of getting caught off-guard, I’ll show you how to use this to your advantage by understanding the different licensing models out there

Become an expert by learning from one

$1,000,000,000+ in IT contract value negotiated.
25+ years helping procurement negotiate better IT deals

  • I know all the moves IT vendors make and how to counter them to get better contract terms.

  • I understand internal politics and know how to turn internal client pressure into a strength.

  • I didn’t hold back: my 7-week Training Cohort will give you every method I’ve developed to get better deals on IT contracts.

Picture Mohammed Faridy Elite Procurement Negotiator

What we’ll cover

The Elite Negotiator

  • The skills that make good IT Procurement Professionals great Negotiators.
  • How you can develop and refine these skills

Under the Hood of a Technology Contract

  • Everything you need to understand the business implications of legal terms and conditions

  • How you can use legal terms to create leverage and mitigate risk in negotiations

Technology Negotiation Strategies

  • Running a two-table negotiation

  • How you should set up and manage a collaborative negotiation strategy

  • What you can do to deal with internal social and political complexities

The next cohort is about to start

Ready to start getting better deals on your IT contracts?

Join the next cohort