Cover Image

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...

Full description

Saved in:
Bibliographic Details
Main Author: Prat, Mireia. (Author, http://id.loc.gov/vocabulary/relators/aut)
Corporate Author: SpringerLink (Online service)
Format: Electronic eBook
Language:English
Published: Wiesbaden : Springer Fachmedien Wiesbaden : Imprint: Springer Gabler, 2014.
Edition:1st ed. 2014.
Series:BestMasters,
Subjects:
Marketing.
Online Access:https://doi.org/10.1007/978-3-658-04499-2
Tags: Add Tag
No Tags, Be the first to tag this record!
LEADER 03103nam a22004575i 4500
001 978-3-658-04499-2
003 DE-He213
005 20200919230926.0
007 cr nn 008mamaa
008 131202s2014 gw | s |||| 0|eng d
020 |a 9783658044992  |9 978-3-658-04499-2 
024 7 |a 10.1007/978-3-658-04499-2  |2 doi 
050 4 |a HF5410-5417.5 
072 7 |a KJS  |2 bicssc 
072 7 |a BUS043000  |2 bisacsh 
072 7 |a KJS  |2 thema 
072 7 |a KJSM  |2 thema 
082 0 4 |a 658.8  |2 23 
100 1 |a Prat, Mireia.  |e author.  |4 aut  |4 http://id.loc.gov/vocabulary/relators/aut 
245 1 0 |a Sales Negotiations in Professional Service Firms  |h [electronic resource] :  |b An Exploratory Study on Agenda Setting and Issue Management /  |c by Mireia Prat. 
250 |a 1st ed. 2014. 
264 1 |a Wiesbaden :  |b Springer Fachmedien Wiesbaden :  |b Imprint: Springer Gabler,  |c 2014. 
300 |a XIII, 76 p. 8 illus.  |b online resource. 
336 |a text  |b txt  |2 rdacontent 
337 |a computer  |b c  |2 rdamedia 
338 |a online resource  |b cr  |2 rdacarrier 
347 |a text file  |b PDF  |2 rda 
490 1 |a BestMasters,  |x 2625-3577 
520 |a 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. 
650 0 |a Marketing. 
650 1 4 |a Marketing.  |0 https://scigraph.springernature.com/ontologies/product-market-codes/513000 
710 2 |a SpringerLink (Online service) 
773 0 |t Springer Nature eBook 
776 0 8 |i Printed edition:  |z 9783658045005 
776 0 8 |i Printed edition:  |z 9783658044985 
830 0 |a BestMasters,  |x 2625-3577 
856 4 0 |u https://doi.org/10.1007/978-3-658-04499-2 
912 |a ZDB-2-SBE 
912 |a ZDB-2-SXBM 
950 |a Business and Economics (SpringerNature-11643) 
950 |a Business and Management (R0) (SpringerNature-43719) 

Similar Items