An effective negotiation strategy for packaged software implementations is where all parties are aligned in supporting the success of the implementation. It is also important for the project team to perform certain activities to promote alignment and adoption. The first step in developing an effective negotiation strategy is to establish realistic expectations to close the gap between custom software and packaged software.
One of the key mindsets that the project team have to make with the stakeholders and end users are expectations of business software. Typically, stakeholders and end users see business software as a simple tool that can easily be adapted to support their activities. It is rare for stakeholders and end users to understand the complete ramifications of their requests. There are times when stakeholders and end users do not care to know what efforts are required to make the business...