We can have a good deal, a fair contract ... and yet conflict will still arise. This conflict can become quite personal at times. It can even eat into value for money. To explain why some conflict exists and how senior managers might resolve it, this Executive Update discusses the research into the different values and behaviors (called "styles") held and exhibited by the people that develop and manage contracts.
Executive Update
The Human Side of Contracts: The People and Their Styles
By Sara Cullen
Posted June 4, 2014 | Leadership |
About The Author
Dr. Sara Cullen is Managing Director of The Cullen Group, a boutique firm offering consulting, publications, and education regarding commercial agreements, a Fellow at the University of Melbourne, and a Research Associate at the London School of Economics. She was former National Partner at Deloitte in Australia, where she ran the outsourcing consulting division and was the Global Thought Leader for outsourcing.
Dr. Cullen specializes in the… Read More
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