Logo - springer
Slogan - springer

Springer Gabler - Management | Sales Negotiations in Professional Service Firms - An Exploratory Study on Agenda Setting and

Sales Negotiations in Professional Service Firms

An Exploratory Study on Agenda Setting and Issue Management

Series: BestMasters

Prat, Mireia

2014, XIII, 76 p. 8 illus.

Available Formats:

Springer eBooks may be purchased by end-customers only and are sold without copy protection (DRM free). Instead, all eBooks include personalized watermarks. This means you can read the Springer eBooks across numerous devices such as Laptops, eReaders, and tablets.

You can pay for Springer eBooks with Visa, Mastercard, American Express or Paypal.

After the purchase you can directly download the eBook file or read it online in our Springer eBook Reader. Furthermore your eBook will be stored in your MySpringer account. So you can always re-download your eBooks.


(net) price for USA

ISBN 978-3-658-04499-2

digitally watermarked, no DRM

Included Format: PDF

download immediately after purchase

learn more about Springer eBooks

add to marked items


Softcover (also known as softback) version.

You can pay for Springer Books with Visa, Mastercard, American Express or Paypal.

Standard shipping is free of charge for individual customers.


(net) price for USA

ISBN 978-3-658-04498-5

free shipping for individuals worldwide

usually dispatched within 3 to 5 business days

add to marked items

  • ​Study in the field of economic sciences

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".



  • 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.

Content Level » Research

Keywords » Agenda Setting - Issue Management - Multi-party sequential negotiation - Negotiation - Professional Service Firm

Related subjects » Management - Marketing & Sales

Table of contents / Preface / Sample pages 

Popular Content within this publication 



Read this Book on Springerlink

Services for this book

New Book Alert

Get alerted on new Springer publications in the subject area of Management/Business for Professionals.