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12 June 2018 · Commitment Matters Blog

Most negotiated terms 2018

If the reason for negotiation is to reach an agreement that delivers mutual benefit, it is quite clear that many of today's business-to-business negotiations fail to achieve their purpose.

IACCM has released this year's report of the most negotiated terms, providing insight from more than 2,100 organizations. Participants confirm the steady shift of business towards services, reflected in substantial growth of outcome, performance and solutions contracts.


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