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.

Is technology destroying contract performance?

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

Dec 4, 2019 3:10:06 AM

We have all witnessed it. Whether it’s our kids and their obsession with computer games and mobile phones, or the way that email has come to dominate our working day, or the extent to which physical meetings have been replaced by conference calls and webinars ... technology continues to transform communications and the nature of human interactions. And that has very real consequences for the quality of life and the value that is generated from relationships.
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Topics: negotiation, contract /commercial management, procurement, relationship management, communication, IACCM, technology and contracts

As-a-Service: Commercial Model of the Future

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

Sep 17, 2019 2:42:00 PM

Almost 90% of Procurement and Contract professionals expect major growth in ‘as-a-service’ offerings, with a quarter believing they will rapidly come to dominate the market.*
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Topics: negotiation, contract /commercial management, sourcing, communication, IACCM

Is negotiation dead?

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

Aug 16, 2018 3:05:00 AM

At its simplest, the word ‘negotiation’ means no more than having a discussion that is aimed at reaching an agreement. In this context, it seems safe to say that negotiations will survive; it is the current approach to negotiating that, while not yet dead, is in terminal decline.

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Topics: negotiation, contract /commercial management, contract management

Contract negotiations and ineffective risk sharing

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

May 27, 2018 1:08:00 PM

I’m in Australia, reading the Financial Review. An article on infrastructure projects asks the question: ‘Will this investment surge allow Australia to ride the global economic upswing? Or. amid the rush to compete, are high profile commercial disputes a sign that government and business are failing to effectively share risks for taxpayers and investors?’

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Topics: negotiation, contract /commercial management, contract management

Negotiating skills are just the beginning

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

May 24, 2018 1:04:00 PM

IACCM regularly conducts industry studies on the values and experiences of contract negotiators to support ‘voice of the customer’ and ‘voice of the supplier’ reports for its members.

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Topics: negotiation, contracting excellence, contract management

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

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

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

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

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

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

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

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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