The members of the negotiating team should include all EXCEPT which role?

• A. End-user
• B. CEO
• C. Finance team member
• D. Evaluation team member

Answer: (B)

Bringing together a cross-functional negotiating team ensures the deal meets clinical/workflow needs, stays within budget, and can be objectively evaluated. End-users represent how the system will be used in daily operations, voicing requirements, usability concerns, and acceptance criteria. A finance team member checks that the terms, total cost of ownership, and financial impact align with the organization’s budget and funding, preventing hidden costs. An evaluation team member leads objective assessment of vendors, comparing proposals against predefined criteria and assessing risks. The CEO, while important as an executive sponsor and final approver for major initiatives, is typically not part of the detailed negotiation team, as this level of day-to-day negotiation is best handled by those closest to the requirements, finances, and evaluation processes.