Never Split the Difference (When the Stakes Are Public)
A Tactical Guide to Negotiating Government Software Contracts - Without Losing Trust, Budget, or Your Leverage
Let’s explore how the core principles from hostage negotiation - specifically the Black Swan Method - can sharpen your instincts and give you a decisive edge in vendor discussions, price justifications, and contract fine print.
Why Smart Buyers Start With a Consultation: Rethinking How You Evaluate Tech Vendors
Buying software for your government agency isn’t just a financial decision - it’s a high-stakes, high-visibility investment that affects staff, citizens, and service delivery. Whether you're selecting permitting and licensing platforms, civic engagement tools, or digital infrastructure software, one thing is certain: you need to make the right call.