Sirion survey finds 84% focus on the wrong contract terms

Sirion and CCM Institute said in an announcement that only 16% of surveyed contract professionals believe they focus on the right terms during negotiations. The report surveyed more than 1,300 respondents, split almost evenly between the buy side and sell side.

Limitation of liability, price or price changes, and indemnification remain the three most negotiated terms for buyers and sellers, continuing a pattern that has lasted more than 20 years. Respondents more often associated contract performance and disputes with price, scope, delivery, service levels, acceptance, payment, and contract changes.

The survey found that 56% of respondents use AI, but more than three quarters said it had not helped them identify their most frequently negotiated terms. Current uses include contract review, drafting, redlining, risk identification, negotiation planning, and negotiation support, while 30% use AI to create new contract language.