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Webseminar | Negotiating in turbulent times: Why negotiation is becoming a core competency in IT

Events & Webseminars 2026

Some of the most expensive decisions in IT are made at the negotiating table - often by people who have been trained in almost everything except negotiation. And right now, as AI is transforming products, services, and business models, the stakes are rising significantly.

A few percentage points of discount may seem harmless, yet they can dramatically reduce profit margins. “We know the market price” sounds confident - but is often nothing more than an average. In uncertain times, customers tend to gravitate toward seemingly safe decisions, and uncertainty can quickly turn into disputes about the future. Organizations that fail to negotiate professionally risk losing margins, projects, and valuable time.

This webseminar explores three key levers that make the difference in IT negotiations: separating positions from the underlying - often political - interests, seeing through the illusion of a single “market price,” and allocating risks intelligently instead of arguing about the future. Rather than abstract theory, the webinar draws on real-world examples from IT and ERP projects.

The webseminar is designed for anyone involved in IT negotiations - whether on the sales or procurement side - and provides a preview of the three-day intensive training course “NC300 - Professional Negotiation in IT.”

Date: 22.07.2026 | Time: 11:00 - 12:00

What will you learn?

Why the strongest argument rarely determines the outcome of IT negotiations - and why interests, often political in nature (“Nobody gets fired for buying IBM”), matter far more.
How to identify and leverage the real interests behind the stated positions of both parties.
Why the “market price” is merely an average - and how to negotiate based on value rather than benchmarks.
How an excessive focus on price can be costly for both buyers and suppliers, resulting in lost margins and increased delivery risks.
How to deal with uncertainty by assessing alternatives (BATNA) and distributing risks fairly through conditional agreements and bonus-malus mechanisms.

What are the benefits?

You will recognize where value is lost in IT negotiations - both when buying and selling.
You will gain a more accurate understanding of the concept of “market price” and learn to negotiate based on value rather than price alone.
You will take away practical tools for allocating risks fairly instead of arguing about uncertain future outcomes.
You will understand the often political dynamics behind IT purchasing and investment decisions - and learn how to address them effectively.
You will know which contractual levers truly matter when challenges arise.

What can you expect?

Three practical levers for improving IT negotiations - regardless of which side of the table you are on.
Real-world cases from IT and ERP projects instead of abstract theory.
An honest assessment of why a pure focus on price can become expensive.
Concrete negotiation tools, including interests, trade-offs, BATNA, and conditional (“if-then”) agreements.
A preview of the key concepts and methods covered in the training course “NC300 - Professional Negotiation in IT.”

Who is this webseminar intended for?

IT professionals and project managers who negotiate within projects or with service providers.
Sales and account management professionals at IT service providers, system integrators, and software or ERP vendors.
Procurement and IT sourcing professionals who want to negotiate services and contracts as equal partners.
CIOs, IT directors, and decision-makers who want to establish negotiation skills as a strategic capability within their organizations.
Consultants and advisors who want to confidently negotiate their rates, project terms, and commercial conditions.

We look forward to your participation
Your qSkills™ Team