This practical, how-to book, prepared by Kit Burden, Mark O'Conor and Duncan Pithouse of our leading Technology Transactions and Strategic Sourcing team, leverages years of negotiating technology and outsourcing contracts by explaining the perspectives of both sides of the negotiating table, whilst providing a view of the global market and offering compromise suggestions for all parties involved.
In the book, the authors examine the thorny issues in technology and outsourcing agreements and open them up through the eyes of both a customer and supplier, providing arguments for each side's positions, highlighting the expectation gap, and identifying the differing success factors so as to set out the typical ways in which those concerns become reflected in drafting. Providing the benefit of experience of advising major corporates and governments – as well as many suppliers – on their most strategic and business critical technology and outsourcing deals, the book then offers a range of middle ground options which can be acceptable to both sides; turning an adversarial process into an usable outcome that is more likely to succeed and be able to withstand the actual arrangements envisaged by the contact, rather than being a theoretical activity.
This invaluable negotiating guide, is of particular interest to anyone involved in technology-related contracts. For more information please contact any of the authors.
The content of this article is intended to provide a general guide to the subject matter. Specialist advice should be sought about your specific circumstances.