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Hopefully Sam will not mind me sharing what he just posted to the CIO list; BTW Sam is moving out of higher education for now. Enjoy... please see below ____________________________________________________ Margaret H. Knox Chief Information Officer (CIO) (512)322-3774 The University of Texas System CTJ 2.218 78701


Good afternoon, all.


As someone who has taught ethical integrative negotation for many years, I must respectfully disagree with most of the suggestions on the list below. I believe negotiation is "a coming together of two or more parties with the goal of making all parties better off." Most of the suggestions on the list would undermine that goal. Attached is a handout I use in introductory negotiation clinics.


Take care.


Steven Birmingham

Information Technology Director

Central Penn College
(717) 728-2367

Message from

And a different viewpoint, I hope he does not mind that I am sharing this with you, but it is part and parcel of our lives….



Margaret H. Knox        


Chief Information Officer (CIO)     (512)322-3774   

The University of Texas System

CTJ 2.218 78701



Hi Steven and Ron, I believe that one can be ethical while making sure our institution receives the best prices. I don't believe that the vendor should loose money in the deal. In fact, two years ago we had two vendors bidding against each other. Even though we did not tell them what the other person was quoting (at least I didn't), they kept on lowering their prices. Eventually, it was getting embarrassing and I stopped the counter bids. I believe that the pricing should have some profits or we may not receive the service we desire. I ran my own business for a number of years and I understand the difficulties of running a business. As I said in my intro before my list, I have gone out of my way to help make my vendors successful. Most recently a sales person searched me out and called me because he had such a good experience with me three institutions ago. We were one of their beta site and helped discover a number of flaws in their product. As a result of our tests they had a much better product. In another case, I was able to receive a discount on a promise that I would recommend others to their product if I found their product as advertised. The product was great and they made more sales from my recommendations – at the price that I received. In another case, I was able to combine our purchase with another sister university and we were able to obtain an even bigger discount. In all cases, they sales persons became personal friends. One of these sales people found out that I was having some person problems and called me up to pray for me. They didn't have to do that but our relationship (after the negotiations) built to the point that we trusted each other. You guys are correct, we need to treat each other with integrity and respect. But that does not mean I can't play hard ball to make sure my organization gets the most for it's money. God bless, Sam Young CIO Point Loma Nazarene University ~ Individualization, Achiever, Belief, Learner, Activator ~