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12 May 2014 · Article

Does Virtual Negotiation Work?

IACCM research suggests that around 80% of today's business-to-business contract negotiations are 'virtual' - that is, they use technology of some sort, rather than physical meetings. The theory is that this approach cuts costs, increases efficiency and shortens cycle-times. Whether or not any of these benefits have actually occurred, I do not know - but I somehow doubt that the overall balance sheet has seen much improvement.

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