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Before starting SimpleRisk, I sat in the CISO chair, on the other side of the negotiating table.  I learned the tricks that vendors played with pricing to get it up and had some tricks of my own that I'd use to get it back down.  Discounts of 50% or more were not uncommon and our procurement team mostly let me do my own thing because they knew they weren't going to be able to touch my pricing.  My team and my peers even used to half-jokingly say that I should do a talk on vendor price negotiations.  And while I still wear the discounts that I negotiated as a badge of honor, there's a part o

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