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. These studies are increasing understanding of the approaches used by the best-performing organizations and how they are creating a framework that increases the chances of not only reaching agreement, but also realizing long-term value from their trading relationships. It points to the fact that success is highly dependent on the organizational framework, rather than the personal skills of a specific negotiator.
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