Contract negotiation role play – analysis and practical strategies for your negotiations
Jinfo Report
21st October 2025
Abstract
The session featured Dan McGovern (former Global Head of Sales of a major data vendor), and two client representatives acting as the clients’ content buyers.
The session explored practical strategies for improving negotiation outcomes, and drew on some of the principles outlined in Jinfo’s recent report “Improve outcomes from your vendor negotiations”.
Contents:
- Introduction
- Scenario 1: Private equity takeover and moving to enterprise licensing
- 1.1 Initial vendor position
- 1.2 Initial client response
- 1.3 Negotiation strategy and levers
- 1.4 Discussion on non-financial value
- Scenario 2: GenAI enhancement and price increase
- 2.1 Vendor position and client response
- 2.2 Negotiation strategy and levers
- 2.3 Attendee discussion on displacement and AI risk
- Final reflections and practical negotiating strategies
- Attendee feedback.
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- Report title: Contract negotiation role play – analysis and practical strategies for your negotiations
- Pages: 9
- Link to this page
- View printable version
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