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.

Are negotiators in the Western world stupid?

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Jan 21, 2020 1:20:52 AM

This may seem a rather provocative headline - but it is apparently a question frequently asked by business people in Asia, based on their experiences with counterparts from the Western world.

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Topics: negotiation, contract /commercial management, procurement, relationship management, IACCM, Asia

About the Author


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Tim Cummins

In his role as President 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.
 

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