Let’s face it, one of the most important jobs that a CIO does is to negotiate deals.  

No matter if we are dealing with outside vendors or internal  departments, it sure seems as though because of the importance of  information technology a great deal of our time is taken up with trying  to get the best deal for our IT department. This is a skill that most of  us have learned along the way. 

That’s why it may come as a bit of a  surprise to learn that if we do too much negotiating, it can backfire on us.