Most negotiated terms
You may be familiar with IACCM’s annual study of the ‘most frequently negotiated terms’. This year’s research will soon be closing (you can participate and receive a copy of the results by clicking here).
As part of the survey, IACCM asks participants not only to select the terms they negotiate most often, but also to identify those that they consider most important. This is asked in the context that the items on which we focus are not always the same as those which may deliver the best business results.
This year’s study is once again confirming that divide. In fact, it appears to be getting worse, in the sense that the list of ‘most important terms’ is increasingly divergent from those which gain most attention during negotiation.
But this may not be the entire story …. share your experiences with us by completing the survey and you will receive the initial research report within the next 2 weeks.
