Are Negotiators In The Western World Stupid?
This may seem a rather provocative headline – but it is apparently a question frequently…
Author Tim Cummins
Tim Cummins
Tim Cummins is the President of the International Association for Contract & Commercial Management (IACCM), a non-profit organisation that he founded in 1999. https://www.iaccm.com/about/
Negotiation In An Age Of Automation
The nature of negotiation is changing. Today, approximately 70% of negotiations are ‘virtual’ in their…
Is Technology Destroying Contract Performance?
We have all witnessed it. Whether it’s our kids and their obsession with computer games…
Commercial & Contract Management 2020
A new decade is almost upon us. It’s the decade of RRP – Relationship Resource…
Value Destruction Or Value For Money: Sometimes A Hard Call
The ideas behind value engineering are not new. In fact, they go back to the…
Is Procurement ‘Dumbing Down’ Contracts?
Twice in the last week I have had conversations with people who think that procurement…
The days of the 1,000 page contract are gone
Twice last week, I heard from business executives that long, complex agreements are a thing…
Three easy steps to reduce contract cycle time
On average, the cycle time to conclude many contracts is increasing. This is counter to…
Better Procurement: Platform vs. Panel
The use of ‘supplier panels’ is relatively widespread in modern procurement, especially in categories such…