Articles on Negotiations

Why We Don't Sell Microsoft Licences
Independent Microsoft advice means no hidden sales agenda: we don’t sell licences, we negotiate harder, cut costs deeper, and challenge Microsoft without compromise.

Is Your Microsoft Advisor Really Working for You?
Microsoft partners provide valuable knowledge, but their incentives often align with Redmond, not clients. True independence means unbiased advice, direct consulting fees, and strategies optimised for customer—not Microsoft—outcomes.

Anchoring Your Negotiation with Credible Data
More than just numbers, benchmarks represent the collective wisdom of the market, providing insights into what’s acceptable, expected, and exceptional.

Embracing a Positive Negotiation Attitude
Negotiation is a mindset. Adopting a positive Negotiation Attitude instils confidence, empowering us to advocate for what we genuinely believe we deserve.

Learnings from an Enterprise Agreement Renewal for a Large Multinational Enterprise
After completing a 9-month process of renewing an enterprise agreement for a multinational corporation, I documented the lessons learned. Here they are.

Microsoft Cloud Deals 2024: Capitalising on Regulatory Dynamics in Negotiations
The 2024 outlook for Microsoft cloud negotiations is set against a backdrop of intensifying regulatory scrutiny – an opportunity to secure more favourable terms

Negotiation envelope for Microsoft Agreement renewal
When negotiating an Enterprise Agreement renewal, finding common ground between yourself and Microsoft is essential if both sides are to reach an agreement.

Renewing Microsoft Enterprise Agreement in a Tight Economy
The recession makes us focus on cutting costs and expenses. One area that may bring significant wins is negotiating your Microsoft Enterprise Agreement.

Negotiating to low in the organisation
Get ahead in your negotiations by engaging decision-makers. Our six-step guide shows you how to do it right and avoid common pitfalls.

The Underrated Role of Personality in Negotiations
Nothing has a more significant impact on the negotiation or the interaction between people than the personalities of those individuals.

Microsoft slashed EA discounts for large organisations
Microsoft is ending decades of volume-based EA discounts. From November 1, 2025, all organisations will start at Level A pricing, forcing large enterprises to renegotiate or face multimillion-dollar cost increases.

Microsoft's AI Money Machine: The Real Economics of Copilot Deployment
Microsoft’s Copilot strategy shifts enterprise economics: price list unification cuts discounts, ARPU becomes ARPA, and ROI remains uncertain as costs rise by 15–25% annually.