The first step in any significant software procurement is to assure there is a clear definition of the business problem being solved. If you don’t know what you want, you aren’t prepared to negotiate for it, so you'll end up with a system or tool that isn't what you need—and you'll likely be disappointed at delivery.

When designing a test automation strategy, an area that is often overlooked is automating API testing. API test scripts are faster and easier to write than other types of scripts and can be fairly simple tests. An added benefit is that API testing can be included in your continuous integration tools for quick feedback.

Negotiation occurs on a spectrum, and different tactics apply in different situations. For instance, you’d treat a one-time transaction differently from an ongoing client relationship you want to nurture. Have you developed effective negotiating skills? Are you applying negotiating skills appropriate for the context?