Abstract
AbstractThis paper records the experiences of tracking the technical requirements for a missile system during the contract negotiation phase. Initially WORD documents were used to record the requirements but, because of their complexity and the frequency of change, these were abandoned in favour of using a Requirements Management tool. The paper tells the story as it was and then comments on this using the wonders of hindsight.Whilst the process worked well on this particular contract, it is recognised that contract negotiations can take a wide variety of forms from formal multi‐billion dollar contracts to strawman discussions for in‐house projects. I believe, however, that the underlying problems and approach to combatting them are sufficiently general to be applied universally. This paper highlights 10 tips as encouragement to anyone contemplating facing such negotiations.
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