Understanding what to negotiate and who you are negotiating against is fundamental in leveraging the ERP contract negotiation process to your advantage.

You want to have a plan going into the negotiation process for what you will ask for, how you will mitigate risk, critical asks, and fall-back positions.

If you treat the ERP contract negotiation as an afterthought, you are setting yourself up for failure.

Marcus Harris discusses negotiation strategies in the video below.