CEU Business School’s Jay Fogelman Helps CIOs Negotiate

Negotiation is an art required not just of financial and operations professionals. Chief information officers, too, must negotiate with suppliers to strike the best balance possible between costs, products, and services. This can be especially challenging when sitting across the table from a “mega vendor” like Microsoft, IBM or Oracle.

Jay Fogelman, a senior lecturer of technology management at Central European University Business School, recently shared advice with CIOs on how to prepare, leverage, and strategically approach negotiation when the playing field seems to be anything but level.

Fogelman delivered his talk, “How to Negotiate When They Hold All the Cards,” at the CIO Conference 2012 in Siófok, Hungary, held on the 19th and 20th of April. The annual conference brings top executives together to exchange views about the future of technology, as well as organizational challenges for information technology. This year’s conference drew about 150 attendees.