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- W1189735722 abstract "AbstractIn purchasing computer software, it is essential that you understand the factors which give you bargaining power. Four factors contribute to this: (1) The presence of competition, (2) the fact that software maintenance is usually highly profitable for vendors, (3) the likelihood that you will become a candidate for future sales, and (4) the investment that a vendor makes in a long sales effort. If you understand how these factors affect your bargaining power, it is possible to negotiate very favorable terms, including price reductions, extended payments and guaranteed support." @default.
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- W1189735722 date "1987-11-04" @default.
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- W1189735722 title "Negotiating for Computer Software" @default.
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