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The Resource Sales Negotiations in Professional Service Firms : An Exploratory Study on Agenda Setting and Issue Management, by Mireia Prat, (electronic resource)

Sales Negotiations in Professional Service Firms : An Exploratory Study on Agenda Setting and Issue Management, by Mireia Prat, (electronic resource)

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
by Mireia Prat
Creator
Author
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.--
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Assigning source
Provided by publisher
http://library.link/vocab/creatorName
Prat, Mireia
http://bibfra.me/vocab/relation/httpidlocgovvocabularyrelatorsaut
bTaoYBho4HY
Image bit depth
0
Literary form
non fiction
Nature of contents
dictionaries
Series statement
  • BestMasters,
  • Springer eBooks.
http://library.link/vocab/subjectName
Marketing
Label
Sales Negotiations in Professional Service Firms : An Exploratory Study on Agenda Setting and Issue Management, by Mireia Prat, (electronic resource)
Link
http://ezproxy.eui.eu/login?url=https://doi.org/10.1007/978-3-658-04499-2
Instantiates
Publication
Antecedent source
mixed
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
not applicable
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Control code
978-3-658-04499-2
Dimensions
unknown
Extent
1 online resource (XIII, 76 pages)
File format
multiple file formats
Form of item
  • online
  • electronic
Governing access note
Use of this electronic resource may be governed by a license agreement which restricts use to the European University Institute community. Each user is responsible for limiting use to individual, non-commercial purposes, without systematically downloading, distributing, or retaining substantial portions of information, provided that all copyright and other proprietary notices contained on the materials are retained. The use of software, including scripts, agents, or robots, is generally prohibited and may result in the loss of access to these resources for the entire European University Institute community
Isbn
9783658044992
Level of compression
uncompressed
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other control number
10.1007/978-3-658-04499-2
Other physical details
8 illustrations
Quality assurance targets
absent
Reformatting quality
access
Specific material designation
remote
Label
Sales Negotiations in Professional Service Firms : An Exploratory Study on Agenda Setting and Issue Management, by Mireia Prat, (electronic resource)
Link
http://ezproxy.eui.eu/login?url=https://doi.org/10.1007/978-3-658-04499-2
Publication
Antecedent source
mixed
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
not applicable
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Control code
978-3-658-04499-2
Dimensions
unknown
Extent
1 online resource (XIII, 76 pages)
File format
multiple file formats
Form of item
  • online
  • electronic
Governing access note
Use of this electronic resource may be governed by a license agreement which restricts use to the European University Institute community. Each user is responsible for limiting use to individual, non-commercial purposes, without systematically downloading, distributing, or retaining substantial portions of information, provided that all copyright and other proprietary notices contained on the materials are retained. The use of software, including scripts, agents, or robots, is generally prohibited and may result in the loss of access to these resources for the entire European University Institute community
Isbn
9783658044992
Level of compression
uncompressed
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other control number
10.1007/978-3-658-04499-2
Other physical details
8 illustrations
Quality assurance targets
absent
Reformatting quality
access
Specific material designation
remote

Subject

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