Keld Jensen- (via Forbes.com) This is the 12th year that IACCM has undertaken its worldwide research and each year they have discovered that most business-to-business negotiations are dominated by discussions over financial issues (price and payment) and risk allocation (liabilities, indemnities, data security, performance undertakings and liquidated damages).

While these issues are important, they do not contribute to the win-win approach that negotiators claim they prefer. In past surveys, almost 80% of participants acknowledged that the focus of their negotiations does not result in the best outcome for either party.

Read more and the list [HERE].