All those Q4 deals

McKay relayed an anecdote about an executive who waited until midnight on vendor’s year-end sales cycles to secure discounts. While this approach to pressuring vendors worked in many cases, it also gave the company a "nasty" reputation. If a salesperson brands a company as "difficult to work with … it can backfire on you," said McKay. Midnight deadlines should only be used in emergency scenarios.

Nice way for everyone to spend New Year’s Eve…

Original source: How to negotiate software costs as IT budgets are slashed