A CIO must learn to negotiate

Every CIO must know how to negotiate. It may be with your boss or your staff or an outside vendor. But if you don't know this essential skill, someone will take you for a ride. There's no one book that teaches you how to be successful at this essential task. There aren't any courses either. Some of it is a result of life learning or good instincts. But there are some good pointers for CIOs to follow that were outlined in a recent CNET blog:

• Study precedent and learn what has worked before. It is likely to work again.
• State your case well and make a good argument for why you need what you are asking for.
• Don't negotiate with yourself. This means don't give your bosses reasons to turn you down.
• Take emotion out of the argument. Never negotiate in an emotional or agitated state.
• Be honest and respectful. That means respect the opposing party, and don't get into a fight.

These pointers can work for any kind of negotiation. But just like everything a CIO does today, the best solutions often come with experience. Be ready for disappointment. And be delighted when you win.

For more on the art of negotiation;
- See this CNET article