Negotiated Terms: What Is The Focus Of Today's Negotiators?
Early results in this yearâ€™s IACCM survey of the most frequently negotiated terms show interesting movements, with the increasing emphasis on service and solution contracts driving topics like service levels and liquidated damages higher on the list. Growing buyer power also appears to be having an influence on the negotiation agenda. There are interesting contrasts between the findings for common law versus statute law territories â€' an important difference to understand as more of us engage in international contracts and relationships.
In November, we will issue the results of the study. Our report will cover the top 25 terms and look at why these occur with such regularity, how the topics have changed and likely trends in the year ahead. We also suggest ways that companies can shift the agenda, using this research to drive improved negotiation strategies and planning.
Each year since 1999, IACCM has tracked the 'most frequently negotiated terms'. Our analysis is based on input from hundreds of companies and is provided by people like you. We analyze buy-side and sell-side positions and we also identify major geographic / cultural variations.
This year's study was announced earlier this month and already input has come from more than 300 companies and public sector agencies. All participants receive a copy of the report. You can provide input at www.iaccm.com/surveys/toptenterms/
IACCM CORPORATE MEMBERS have the option of a dedicated url, which they can distribute to their staff and collect data dedicated to their company. Gain insights to variations by business group or geography; and also obtain a benchmark against others in your industry. For more information on this facility, simply call (1) 203 431 8741 or e-mail email@example.com.