When it comes to negotiating, not all industries are equal.

There are distinct cultures, learnings from the past and market influences. Understanding how these affect what is negotiated and the impact on value is critical to any business negotiator. The WorldCC study of the ‘most negotiated terms’ provides unique insights to current norms - and also enables analysis of how these norms should change to meet altered business conditions.

The technology and software sector has undergone a massive commercial transformation, with the rapid shift to cloud-based and ‘as-a-service’ offerings. Customers have often struggled to grasp the implications on contract terms and this creates major tensions for negotiators. How are those tensions playing out and how will they be resolved?

Join us as we review the situation today and discuss the implications for the style and content of future negotiations.

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