Other Articles

While the Software Licensing Handbook is Jeff’s first book, here are his other articles, interviews and publications.

• Beyond the Boilerplate, GO Magazine (1-1-2009)
• The Art of Negotiation, Business Connect Magazine (12-1-2008)
• Outsourcing Deals No Good if Contract Is Weak (7-10-2008)
• Licensing and Contracting in a Multi-Core Processor, Virtualization Enhanced Data Center (2-1-2007)
• What to Do When the Customer Says “Take This EULA and Shove It”. Soft•letter 23(2), (1-31-2007)
• The Five Fundamental Skills for Effective Negotiation. Raleigh: Lulu (2006)
• Negotiating a contract (11-10-2005)
• Written contract changes (7-10-2005)
• Why agree to upgrade charges as part of a software license agreement? (4-19-2005)
• Criteria for pre-qualifiying bids for VoIP system (4-15-2005)
• Negotiation tips for the IT guy (4-13-2005)
• Lessening the effects of a bad vendor deal (3-28-2005)
• Comparing apples to apples in vendor pricing (3-28-2005)
• What does “revenue recognition” mean? (1-13-2005)
• How can I take advantage of year-end deals when I don’t have the budget right now? (1-13-2005)
• Salespeople are sharks and other truths of negotiation (6-10-2004)
• Copyright.Protection@Internet.net (1-24-1999)

Additionally, Jeff has spoken on a variety of contract, licensing and negotiation topics at a number of conferences, trade shows and industry events, including:

• Developing Critical Negotiation Skills for IT Products & Services, CIO Forum (4-16-2008)
• Five Fundamental Skills for Effective Negotiation, Business of Software 2007 (10-29-2007)
• Doing Better Licensing Deals, ICN Technology Procurement Conference (7-11-2007)
• Open Source Software Considerations, ICN Technology Procurement Conference (7-10-2007)
• Copyright and Intellectual Property, School of Communication Arts, (Recurring, 2007)
• The Licensing Decision, IT Financial Management Conference, June 27, 2007
• Negotiating Technical Licenses, IACCM: Ask the Expert Series (2-22-2007)
• The Opportunities and Challenges of Outsourcing, Caucus Webinar Series (2-13-2007)
• Lessons Learned with the Software Giants, 2006 Caucus IT Procurement Summit (11-30-2006)
• The Opportunities and Challenges of Outsourcing, 2006 Caucus IT Procurement Summit (11-29-2006)
• Five Fundamental Skills for Effective Negotiation, NC State University (11-6-2006)
• Licensing 101, NC State University (10-25-2006)
• Emerging Contract Management Challenges, ISM-CV-Triangle Meeting (9-12-2006)
• Negotiation Sticking Points, Charlotte Caucus Meeting (6-27-2006)
• Developing Application Service Provider Agreements, 2005 Caucus IT Procurement Summit (11-15-2005)
• Managing Subject Matter Experts, 2005 Caucus IT Procurement Summit (11-14-2005)
• Key Contract Provisions, National Association of Computer Consulting Businesses 2005 Annual Conference (11-4-2005)
• Negotiation for the Subject Matter Expert, Data Center Decisions (6-1-2005)
• IT Negotiation Tips and Tricks, Data Center Decisions (6-3-2004)
• Contract Administration for the Designated Representative, Progress Energy corporate training (2002-2003)
• Copyright & License Agreements, TMUG (2001)

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