Resumen
This article focuses on negotiating in a service-oriented environment. The question of buying or renting applies not ony to houses and cars but now to software also. Traditionally, software has been perceived, developed, and delivered as a product. However, the Internet has created a recent surge of interest in developing software as a service delivered and consumed on demand. The benefit of this approach is seen in the looser coupling between business problems and the associated software solutions, hence the increased ability to evolve systems as business requirements change. This shift toward a service-oriented model of software brings about a number of benefits as well as research challenges. The market is the cornerstone of the service-oriented model of software. The shift toward delivering software as a service necessitates the ability to tailor needs through negotiating. This article highlights the characteristics of the potential software services market, the implications of such characteristics for negotiation, and presents a three-phase classification of negotiation issues that must he dealt with through different phases of negotiation