This article originally appeared in the January 2003 issue of The Rational Edge E-zine on-line magazine, copyright 2002-2003 IBM and Max Wideman.

The Rational Unified Process (RUP) is a rigorous software development process advocated by the Rational Software Corporation.

The downloadable PDF file of the paper on this site is the one prepared by the Rational Edge editorial staff with the special assistance of Ms Marlene Ellin.

Published here October, 2003.

PART IV | Recap | Progressive Acquisition Workflow
Specifying the Work | Selecting or Pre-Qualifying Suppliers
Making the Solicitation | Evaluating Submissions | Negotiating the Contract
Administering the Contract and Controlling the Supplier's Work
Terminating the Contract | Understand Progressive Acquisition
Appendix: Glossary of Terms for Progressive Acquisition

Negotiating the Contract

Once you receive and evaluate proposals in response to a solicitation, you select the highest-ranking supplier or suppliers to develop a contract that best fulfills your needs. This is not an easy process; and especially for large contracts, you must conduct this process with the utmost ethical integrity. The following measures can help ensure high standards:

  • Plan and prepare carefully for negotiations; get internal consensus on what you want as an organization.
  • Conduct meetings formally and stick to an agenda.
  • Follow up promptly and translate terms of agreement into writing as soon as possible.
  • Conduct an in-house, post-negotiation review to capture lessons learned.

At the end this process you should arrive at a binding agreement that obligates the supplier to produce and deliver the product and you, the acquirer, to pay for it.

Evaluating Submissions  Evaluating Submissions

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