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Sales Negotiations in Professional Service Firms
Mireia Prat
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Description for Sales Negotiations in Professional Service Firms
Paperback. Num Pages: 89 pages, 8 black & white illustrations, biography. BIC Classification: KJM; KJS. Category: (P) Professional & Vocational. Dimension: 210 x 148 x 6. Weight in Grams: 136.
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 ... Read more
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 ... Read more
Product Details
Format
Paperback
Publication date
2013
Publisher
Springer-Verlag Berlin and Heidelberg GmbH & Co. KG Germany
Number of pages
89
Condition
New
Number of Pages
76
Place of Publication
, Germany
ISBN
9783658044985
SKU
V9783658044985
Shipping Time
Usually ships in 15 to 20 working days
Ref
99-15
About Mireia Prat
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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