Chapter 26 - Negotiating IT Contracts

26.1.4 Assign negotiation team and roles

Typical roles include the following. The single point of contact (SPOC) will communicate with supplier(s) and make all agreements; the scribe (which may also be the SPOC) will document all agreements; the business lead will represent the project’s business needs; the technical lead will represent the project’s technical needs; and the legal expert will validate legality of the agreements. Conduct an internal trial run of negotiations to test the negotiation strategy and practice the assigned negotiation roles.