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