Commitment Matters

If you are a professional in Contract & Commercial Management, committed to achieving the best possible outcomes from negotiations with all your trading relationships, then ‘Commitment Matters’ is the perfect source of regular articles and posts dedicated to helping you achieve that goal.

When you don’t know what you want, how can you negotiate to get It?

Posted by Tim Cummins

Sep 6, 2017 1:51:50 PM

The Brexit negotiations are in many ways a classic. Neither side has a unified vision of how they want the future to be, so their negotiation is reduced to haggling over short-term details such as the division of assets. In that sense, it unfortunately resembles a messy and emotional divorce, rather than an example of visionary statecraft.

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Topics: negotiation, Brexit

Do you negotiate words or principles?

Posted by Tim Cummins

May 10, 2017 6:28:28 AM

New technologies provide us with the ability to discover things we never knew. This promises to be especially valuable in the world of contracts and negotiations.

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Topics: negotiation, technology, contracting excellence, contract management

Brexit: A history of poor negotiation

Posted by Tim Cummins

May 3, 2017 3:46:26 AM

The negotiating plans and positions for the UK’s departure from the European Union are starting to emerge. What lessons should we be drawing from them and the entire EU experience?

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Topics: negotiation, Brexit

Negotiating with purpose

Posted by Tim Cummins

Apr 26, 2017 4:47:49 AM

Back in 2011 I published a blog, ‘The Purpose of Negotiation‘. I had cause to re-read it today because it has had a sudden flurry of viewers – quite why, I don’t know.

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Topics: negotiation, contract management

Which terms are risky?

Posted by Tim Cummins

Dec 21, 2016 7:58:02 AM

For 15 years, IACCM has been publishing a list of the most frequently negotiated contract terms – and highlighting how these are more focused on risk consequence than on risk probability.

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Topics: negotiation, contract /commercial management, contract management

Let’s turn back the clock …

Posted by Tim Cummins

Sep 28, 2016 4:02:23 AM

There are few better ways to establish irrelevance than to be a barrier to change. Could this be the fate awaiting many business negotiators and contract managers, if they continue their reluctance to embrace technology?

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Topics: negotiation, contract /commercial management, contracting excellence

Do we actually care about results?

Posted by Tim Cummins

Sep 28, 2016 3:38:02 AM

The quality movement has been around for decades and regulated trading standards go back centuries, yet still we struggle to generate the right results. Our process for establishing and managing contracts frequently does not help.

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Topics: negotiation, contracting excellence

Do price negotiations destroy value?

Posted by Tim Cummins

Jul 7, 2016 4:33:00 AM

Should negotiations ever come down to price? Not according to INSEAD professor Horacio Falcao. In a thought-provoking article, Professor Falcao suggests that 'a focus on price puts both sides at risk of leaving out other interests that are more important'.

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Topics: negotiation, contracting excellence

Negotiation – an incompetent competency

Posted by Tim Cummins

Jul 7, 2016 4:29:16 AM

Censeo Consulting Group and the Public Spend Forum recently announced their findings on 'the required skills of the public procurement workforce'. They discovered under-performance 'in nearly 70% of identified competency areas'.

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Topics: negotiation, contract /commercial management

Contracts and culture

Posted by Tim Cummins

Jun 23, 2016 5:42:44 AM

Increasingly global, increasingly diverse teams, increasingly virtual communications .... the challenge of managing contracts has never been greater. Whether you are assembling, negotiating or implementing agreements, the results you achieve depend on teamwork.

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Topics: negotiation, contract /commercial management

About the Author


iaccm-team-tin-cummins


Tim Cummins

In his role as CEO of IACCM, Tim works with leading corporations, public and academic bodies, supporting executive awareness and understanding of the role that procurement, contracting and relationship management increasingly play in 21st century business performance and public policy.
 

Does Commitment Matter To You?

Commitment Matters is the personal blog of Tim Cummins, the Founder and CEO of IACCM. If you are a committed contracting professional and want to develop your skills and network, take a look at what IACCM has to offer.
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