Most Negotiated Terms 2026: The Data Behind Every Deal

Are you negotiating the right terms? 

Organizations want their contracts to deliver value, resilience, and collaboration. Yet negotiations continue to focus heavily on liability and price.  

The latest Most Negotiated Terms study from Sirion in partnership with Commerce & Contract Management Institute (CCM Institute) revealed a disconnect between what organizations want from negotiations and what happens at the negotiating table: 84% of respondents feel they’re negotiating the wrong things. 

With AI adoption in negotiation above 60% in most regions, there’s an opportunity to do things differently. Yet 78% say AI hasn’t shown them which terms they negotiate most. This points to an opportunity to make AI more useful in negotiations, helping teams understand their negotiation patterns, focus on the terms that matter, and make better decisions.  

The opportunity lies in moving beyond automating existing processes to using AI to uncover insights, rethink negotiation priorities, and improve outcomes using the right data and context.  

In this webinar, Tim Cummins, President of World Commerce & Contracting, and Jessica King, Vice President of Legal Solutions at Sirion, unpack the findings from Most Negotiated Terms 2026. They explore what’s changing in commercial negotiation, where organizations are falling short, and how data and AI can help teams make better decisions. 

What you’ll take away 

• Rethink what gets negotiated: Understand why liability and price continue to dominate and what it takes to shift attention towards broader business outcomes. 

• Put negotiation data to work: Discover how visibility into the terms teams negotiate can help organizations identify patterns and challenge established practices. 

• Move AI beyond efficiency: Learn why AI needs the right training and context to improve negotiation decisions, rather than simply speed up existing processes. 

• Prepare for negotiation beyond the deal: Explore what rising disagreements mean for businesses and why negotiation capabilities need to extend across the contract lifecycle.