The contract process: a methodology for negotiation. Part I.

This is the first of a three-part series on the contract process for acquiring a hospital information system product. Part One addresses negotiation methodology; points which will facilitate effective negotiation. Part Two will cover contract contents focusing on those topics which must be included in a good contract. Part Three will discuss contract philosophy and contract management; subjects which are critical to the good rapport buyers and vendors want. The adversarial approach to the contract process is not the best approach. Rather, the process should be treated as a step in the building of a partnership and relationship in which both parties win.