Be patient when entering into a negotiation, and be prepared \nto walk away if an agreement cannot be reached. Arrive at the negotiation with an open mind and a willingness \nto ask for what you want. Make sure the maintenance percentage applies to the \nnegotiated rate of the software, not the retail rate. Insist on a fixed rate for maintenance, or limit how much the \nfee can increase throughout the length of the contract. Wait to negotiate until the end of the vendor\u2019s quarter, when it is anxious to scoop up every dollar it can.