Sales Negotiations in Professional Service Firms An Exploratory Study on Agenda Setting and Issue Management /
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 mana...
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| Format: | Electronic eBook |
| Language: | English |
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Wiesbaden :
Springer Fachmedien Wiesbaden : Imprint: Springer Gabler,
2014.
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| Edition: | 1st ed. 2014. |
| Series: | BestMasters,
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| Online Access: | https://doi.org/10.1007/978-3-658-04499-2 |
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