Contracting Excellence Journal

Articles, news and insights from World Commerce & Contracting staffers and over 70,000 Members.

Subscribe and never miss out. There's always something going on here!

Working without a safety net: Lessons for better relational contracting

Robert Zafft

Posted by Robert Zafft
Apr 30, 2020 10:15:23 AM

How would you draft a contract you knew you could not enforce?

Why would you bother?

contract relationalcontracting relationship

Read More

Building relationships, negotiating in Asia  – different routes lead to same goal

Andrew Hupert, Professor of International Negotiation at Hult International Business School, Vietnam, Cross-cultural leadership, conflict management

Posted by Andrew Hupert, Professor of International Negotiation at Hult International Business School, Vietnam, Cross-cultural leadership, conflict management
Mar 13, 2020 12:04:01 PM

Western negotiators like to start a business deal with a test transaction to build trust.  Asians like to build trust first, and then start transacting.  Both sides want to end up in the same place – with a cordial, profitable relationship – but our different approaches make that goal difficult to reach. 

negotiation relationship management Asia relationship

Read More
View all articles
    Download our
    Ten Pitfalls Report

    Download the Pitfalls Report
    See the February Edition of the Contracting Excellence Newsletter
    See the December Edition of our Contracting Excellence Newsletter

    Posts by Topic

    see all

    Recent Posts

    World Commerce & Contracting Membership Types & Pricing

    Take a look at the various membership types, or take a better look by becoming a FREE Trial Member
    Membership Types & Pricing
    Commitment Matters Blog Contracting Excellence Journal FAQ Contact Us
    Advertise Careers Certification Validator IACCM Learning Portal
    LinkedIn  Twitter

    © 2020 IACCM
    Code of Conduct & Terms of Use
    Privacy Policy