Webinar
The Software Negotiation Playbook: How to negotiate with vendors that know you cannot leave
27. October 2026 - 09:00-10:00
Software negotiations are becoming increasingly complex. Vendors are changing pricing models, introducing new products and AI capabilities, restructuring bundles, and continuously pushing customers toward larger commitments and longer agreements.
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At the same time, software pricing remains highly negotiable. Two organizations buying similar products from the same vendor can still end up with very different commercial terms.
In this webcast, we will look at how organizations can prepare and conduct software negotiations more effectively – and how to create leverage even when negotiating with large and dominant software vendors.
Drawing on our experience from negotiating with some of the world’s largest software providers, we will discuss what organizations can do before, during, and after a negotiation to reduce vendor dependency. Furthermore, we will discuss and demonstrate how a structured negotiation approach can help reduce costs, improve contractual flexibility, and achieve better outcomes in your most important software agreements.
We will cover:
- How to build leverage before entering a software negotiation
- How to challenge price increases, new pricing models, and changing commercial structures
- How to use alternatives, scope, timing, and commitment as negotiation levers
- Key tactics used by software vendors – and how to respond to them
- The contractual and commercial terms that are worth negotiating
