Going relational. When two parties enter a complex IT outsourcing deal, they need to work collaboratively, communicate effectively, and build trust. This is where relational contracts come in ...

Extensively negotiated, transactional agreements often fail to deliver the goods. Not only are complex contracts still incomplete – the process by which the parties get to the contract is often ...

Transactional approaches are generally helpful in complicated systems. Transactions are typically discrete exchanges of resources with a short term focus.Depending on the size of the transaction they ...

Looking at the buying process, [if] you go back several years ago, you had more of a relational buy: strong, long-term agreements and long-term business relationships that would focus on generating ...

This piece is based on the Education, Research and Foresight working paper #31: “Advancing a Paradigm of Relational Interconnectedness: Reflections on UNESCO’s call for a “new social contract for ...

Here’s the point: 60% of dollars involved in selling are sold in the consultant (relational) posture. What type of seller do you want to be in 2023? re You Transactional or Relational?P.S. My book, ...

By Elena Toukan. This piece is based on the Education, Research and Foresight working paper #31: “Advancing a Paradigm of Relational Interconnectedness: Reflections on UNESCO’s call for a “new social ...