Best practices in IT negotiation: role of the CIO

In this article, we introduce how IT negotiation, which is a factor that affects company productivity and competitiveness, has not been taken into account as an important characteristic in the conceptualization of the information systems manager role. This leads us to reflect on this fundamental skill, which along with analytical and critical thinking skills (problem solving, systemic focus, concept application, techniques, and technologies), creates a competitive advantage in a constantly changing global world, especially when we view it from a management perspective, which is where the most radical changes are headed. Technology negotiation is a strategy that should be determined and planned by the organization, and should be planned at different levels to generate various negotiation alternatives. Not only should IT be used to strategically improve organizations, but it also needs to be known how to be negotiated in order to obtain agreements that represent an efficient use of company resources through the transference of technological skills to adequately use, adapt, and improve the technology purchased. Likewise, we analyze the need to focus IT management toward individuals that are providers, processers, and users of these and provide them with the best negotiation tools to carry out this vital process for company competitiveness.