Coverart for item
The Resource Sales negotiations in professional service firms : an exploratory study on agenda setting and issue management, Mireia Prat

Sales negotiations in professional service firms : an exploratory study on agenda setting and issue management, Mireia Prat

Label
Sales negotiations in professional service firms : an exploratory study on agenda setting and issue management
Title
Sales negotiations in professional service firms
Title remainder
an exploratory study on agenda setting and issue management
Statement of responsibility
Mireia Prat
Creator
Subject
Language
eng
Summary
This research study brings theoretical insights on real-life negotiations in sales of professional services in Spain and Germany. From the interview data obtained through an exploratory study based on a grounded theory approach, several factors that affect and determine agenda setting and issue management have emerged. It has been spotted that industry standards rather than negotiation strategy determine agenda setting and that issues about content are usually agreed on before negotiating price and bureaucratic conditions, being the degree of "productization" of Professional Service Firms a variable that needs to be taken into account. Moreover, a pattern has been found in sales negotiations of consulting companies dealing with client companies with an organized purchasing department, which has been labeled as "multi-party sequential negotiation model". Contents Agenda setting Issue management Multi-party sequential negotiation Productization of Professional Services Target Groups Researchers and students in the field of business management and negotiation Professional Service Firms' decision makers, Sales Managers, Purchasing Managers and professionals dealing with negotiations The Author Mireia Prat studied Business Management at Universitat Pompeu Fabra of Barcelona, and obtained her Master of Science degree in Management and Marketing at Freie Universität of Berlin
Member of
http://library.link/vocab/creatorName
Prat, Mireia,
Dewey number
650
Illustrations
illustrations
Index
no index present
Literary form
non fiction
Nature of contents
  • dictionaries
  • bibliography
Series statement
BestMasters
http://library.link/vocab/subjectName
  • Economics
  • Industrial management
  • Marketing
  • Sales management
  • Sales management
  • Service industries
  • Service industries
  • Negotiation in business
  • Negotiation in business
Label
Sales negotiations in professional service firms : an exploratory study on agenda setting and issue management, Mireia Prat
Instantiates
Publication
Copyright
Bibliography note
Includes bibliographical references (pages 73-76)
Color
mixed
Control code
ocn868922603
Dimensions
unknown
Extent
1 online resource (xiii, 76 pages)
Form of item
online
Isbn
9783658044992
Isbn Type
(ebook)
Other control number
10.1007/978-3-658-04499-2
Other physical details
illustrations
Specific material designation
remote
System control number
(OCoLC)868922603
Label
Sales negotiations in professional service firms : an exploratory study on agenda setting and issue management, Mireia Prat
Publication
Copyright
Bibliography note
Includes bibliographical references (pages 73-76)
Color
mixed
Control code
ocn868922603
Dimensions
unknown
Extent
1 online resource (xiii, 76 pages)
Form of item
online
Isbn
9783658044992
Isbn Type
(ebook)
Other control number
10.1007/978-3-658-04499-2
Other physical details
illustrations
Specific material designation
remote
System control number
(OCoLC)868922603

Library Locations

    • InternetBorrow it
      Albany, Auckland, 0632, NZ
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