Joe Auer Bio
Joe Auer, founder and president of International Computer Negotiations, Inc. (ICN), is a widely recognized international leader in high tech procurement. Business Week Newsletter calls him “the industry’s leading bargaining expert.” Datamation says, “Joe Auer has long been justifiably known as an expert to whom others turn.”
Joe’s early career was spent with Honeywell where he mastered negotiation tactics from the vendor’s perspective. It became obvious to him though that those on the ‘other side of the table’—those acquiring high tech products and services—were at a decided disadvantage. Having identified this need, Joe founded ICN with the express purpose of helping technology buyers and users to do better deals when negotiating with technology vendors.
Since founding the company 35 years ago, Joe has advised, enlightened and empowered the technology professional with techniques, tools and established directions for negotiating fair contracts that meet the mutual goals of both user and vendor. Joe developed the Managed Acquisition Process™ (MAP™), which is recognized globally as the Best Practices methodology for technology procurement.
Based in large measure on his proven expertise, more than 300 of the Fortune 500 companies as well as major government organizations and principals of smaller, aggressive firms rely on ICN for advice and training. His knowledge and experience has also made Joe a sought after expert witness, a role he has filled innumerable times in litigation, mediation and arbitration actions and in state and federal courts across the country.
Joe Auer is an award-winning columnist for Computerworld, a noted speaker, author and publisher of the ICN newsletter, Tools & Tactics. He is also the co-author of two textbooks, Computer Contract Negotiations and Major Equipment Procurement.