IDG Contributor Network: The high cost of anxiety in negotiations

Merriam-Webster defines anxiety as, “an abnormal and overwhelming sense of apprehension and fear often marked by physical signs (such as tension, sweating, and increased pulse rate), by doubt concerning the reality and nature of the threat, and by self-doubt about one’s capacity to cope with it.”

Has the thought of signing an enterprise IT agreement ever made you consider the negative impact of anxiety on performance in negotiations?

In IT sourcing, the largest IT vendors often use their superior negotiating skills and anxiety-free approach to make the deals they want and secure one-sided contract terms. And they are highly skilled at shifting most of the risk to buyers. Anxiety can also be a factor preventing corporate IT leaders from taking full control of their IT projects and partnerships over the long term.

To read this article in full, please click here

Merriam-Webster defines anxiety as, “an abnormal and overwhelming sense of apprehension and fear often marked by physical signs (such as tension, sweating, and increased pulse rate), by doubt concerning the reality and nature of the threat, and by self-doubt about one's capacity to cope with it.”

Has the thought of signing an enterprise IT agreement ever made you consider the negative impact of anxiety on performance in negotiations?

In IT sourcing, the largest IT vendors often use their superior negotiating skills and anxiety-free approach to make the deals they want and secure one-sided contract terms. And they are highly skilled at shifting most of the risk to buyers. Anxiety can also be a factor preventing corporate IT leaders from taking full control of their IT projects and partnerships over the long term.

To read this article in full, please click here