Sales Negotiations in Professional Service Firms: An Exploratory Study on Agenda Setting and Issue Management - Couverture souple
Synopsis
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".
Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.
À propos de l'auteur
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.
Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.
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Prat:Sales Negotiations in Professional (eng)
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Sales Negotiations in Professional Service Firms
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Sales Negotiations in Professional Service Firms: An Exploratory Study on Agenda Setting and Issue Management (BestMasters)
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Sales Negotiations in Professional Service Firms : An Exploratory Study on Agenda Setting and Issue Management
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Sales Negotiations in Professional Service Firms
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Springer Fachmedien Wiesbaden Dez 2013, 2013
ISBN 10 : 3658044985
ISBN 13 : 9783658044985
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Taschenbuch. Etat : Neu. This item is printed on demand - it takes 3-4 days longer - Neuware -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'. 92 pp. Englisch. N° de réf. du vendeur 9783658044985
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Sales Negotiations in Professional Service Firms
Edité par
Springer Fachmedien Wiesbaden, 2013
ISBN 10 : 3658044985
ISBN 13 : 9783658044985
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Couverture souple
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Etat : New. Dieser Artikel ist ein Print on Demand Artikel und wird nach Ihrer Bestellung fuer Sie gedruckt. Study in the field of economic sciencesStudy in the field of economic sciencesIncludes supplementary material: sn.pub/extrasMireia Prat studied Business Management at Universitat Pompeu Fabra of Barcelona and obtained her Master of Sci. N° de réf. du vendeur 5122658
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Sales Negotiations in Professional Service Firms
Edité par
Springer Vieweg Dez 2013, 2013
ISBN 10 : 3658044985
ISBN 13 : 9783658044985
Neuf
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Taschenbuch. Etat : Neu. This item is printed on demand - Print on Demand Titel. Neuware -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'.Springer-Verlag GmbH, Tiergartenstr. 17, 69121 Heidelberg 92 pp. Englisch. N° de réf. du vendeur 9783658044985
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Sales Negotiations in Professional Service Firms : An Exploratory Study on Agenda Setting and Issue Management
Edité par
Springer Fachmedien Wiesbaden, 2013
ISBN 10 : 3658044985
ISBN 13 : 9783658044985
Neuf
Taschenbuch
Vendeur : AHA-BUCH GmbH, Einbeck, Allemagne
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Taschenbuch. Etat : Neu. Druck auf Anfrage Neuware - Printed after ordering - 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'. N° de réf. du vendeur 9783658044985
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Sales Negotiations in Professional Service Firms | An Exploratory Study on Agenda Setting and Issue Management
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Taschenbuch. Etat : Neu. Sales Negotiations in Professional Service Firms | An Exploratory Study on Agenda Setting and Issue Management | Mireia Prat | Taschenbuch | xiii | Englisch | 2013 | Springer Vieweg | EAN 9783658044985 | Verantwortliche Person für die EU: Springer Gabler in Springer Science + Business Media, Tiergartenstr. 15-17, 69121 Heidelberg, juergen[dot]hartmann[at]springer[dot]com | Anbieter: preigu. N° de réf. du vendeur 105538011
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Sales Negotiations in Professional Service Firms : An Exploratory Study on Agenda Setting and Issue Management
Edité par
Springer Vieweg, 2013
ISBN 10 : 3658044985
ISBN 13 : 9783658044985
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Couverture souple
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Etat : Sehr gut. Zustand: Sehr gut | Sprache: Englisch | Produktart: Bücher | 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". N° de réf. du vendeur 24374179/12
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