Negotiating in a high-tech environment

If you are a small start-up technology company or well capitalized small technology business, you have undoubtedly sold to customers who were interested in protecting their investment...which all sounds fine in concept..,but the tactics and terms and conditions which they attempt to negotiate with you often times put your technology and therefore your company at stake. So how do you respond to these demands? What alternate proposals do you offer? How do you negotiate effectively when you are interested in securing a top prospect\´s business and they want you "give away" your technology? This article describes a process of negotiating which you can employ as well as the specific alternatives you can offer and then gain your customers acceptance