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Contract Negotiations Supported Through Risk Analysis

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Information Systems Development

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Abstract

Many clients often view software as a commodity; then, it is critical that IT sellers know how to create value into their offering to differentiate their service from all the others. Clients sometimes refuse to contract software development due to lack of technical understanding or simply because they are afraid of IT contractual commitments. The IT negotiators who recognize the importance of this issue and the reason why it is a problem will be able to work to reach the commercial terms they want. Therefore, this chapter aims to stimulate IT professionals to improve their negotiation skills and presents a computational tool to support managers to get the best out of software negotiations through the identification of contract risks.

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Author information

Authors and Affiliations

  1. COPPE/UFRJ - Computer Science Department, Graduate School of Engineering, Federal University of Rio de Janeiro, Rio de Janeiro, Brazil

    Sérgio A. Rodrigues, Marco A. Vaz & Jano M. Souza

  2. DCC-IM/UFRJ – Computer Science Department, Mathematics Institute Federal University of Rio de Janeiro, Rio de Janeiro, Brazil

    Jano M. Souza

Authors
  1. Sérgio A. Rodrigues
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  2. Marco A. Vaz
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  3. Jano M. Souza
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Editor information

Editors and Affiliations

  1. Dept. Computer Science, University of Cyprus, Nicosia, Cyprus

    George Angelos Papadopoulos

  2. College of Business & Economics, Dept. Information Technology &, Boise State University, Univesity Dr. 1910, Boise, 83725-1615, Idaho, USA

    Wita Wojtkowski

  3. College of Business & Economics, Dept. Information Technology &, Boise State University, Univesity Dr. 1910, Boise, 83725-1615, Idaho, USA

    Gregory Wojtkowski

  4. Dep. of Information Systems, University of Gdansk, 81-824 Sopot,Polska ul. Armii, Krajowej, 119121, Poland

    Stanislaw Wrycza

  5. University of Maribor, Presernova 11, Kranj, 4000, Slovenia

    Jože Zupancic

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© 2009 Springer Science+Business Media, LLC

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Rodrigues, S.A., Vaz, M.A., Souza, J.M. (2009). Contract Negotiations Supported Through Risk Analysis. In: Papadopoulos, G., Wojtkowski, W., Wojtkowski, G., Wrycza, S., Zupancic, J. (eds) Information Systems Development. Springer, Boston, MA. https://doi.org/10.1007/b137171_60

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  • DOI: https://doi.org/10.1007/b137171_60

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  • Publisher Name: Springer, Boston, MA

  • Print ISBN: 978-0-387-84809-9

  • Online ISBN: 978-0-387-84810-5

  • eBook Packages: Computer ScienceComputer Science (R0)

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