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 we design, build, test, and deliver software, it is imperative that we provide our users with what they need—not what we want, but what that they want. We need to understand the scope and breadth of the user base. Here are three questions to ask to learn more about how users experience your software.

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?