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15 June 2011 · News

2011 Top Terms in Negotiation released

IACCM has conducted an annual 'Top Negotiated Terms' survey over the past ten years to determine what the most negotiated terms we use are - AKA the Top Ten (10) Negotiated Terms. \r
Disagreements over acceptance or delivery are the number one cause of contractual claims and disputes. So it is not surprising that the parties to a contract focus so strongly on the question of who will be liable for the consequences of failure.\r
But could it be that the frequency of failure is in fact directly linked to the way we go about negotiation? IACCM research suggests that the answer is yes. Business negotiations - far from achieving a good deal - are often contributing to a failed or disappointing outcome.

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