| 书目名称 | Sales Negotiations in Professional Service Firms |
| 副标题 | An Exploratory Study |
| 编辑 | Mireia Prat |
| 视频video | |
| 概述 | Study in the field of economic sciences.Includes supplementary material: |
| 丛书名称 | BestMasters |
| 图书封面 |  |
| 描述 | 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". |
| 出版日期 | Book 2014 |
| 关键词 | Agenda Setting; Issue Management; Multi-party sequential negotiation; Negotiation; Professional Service |
| 版次 | 1 |
| doi | https://doi.org/10.1007/978-3-658-04499-2 |
| isbn_softcover | 978-3-658-04498-5 |
| isbn_ebook | 978-3-658-04499-2Series ISSN 2625-3577 Series E-ISSN 2625-3615 |
| issn_series | 2625-3577 |
| copyright | Springer Fachmedien Wiesbaden 2014 |
发表于 2025-3-21 16:32:40
