BestMasters

Sales Negotiations in Professional Service Firms

An Exploratory Study on Agenda Setting and Issue Management

Authors: Prat, Mireia

  • ​Study in the field of economic sciences

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eBook $69.99
price for USA (gross)
  • ISBN 978-3-658-04499-2
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover $89.99
price for USA
  • ISBN 978-3-658-04498-5
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
About this book

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".

About the authors

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.

Table of contents (1 chapters)

  • Real-life negotiation research in Spanish and German professional service firms

    Prat, Mireia

    Pages 1-68

Buy this book

eBook $69.99
price for USA (gross)
  • ISBN 978-3-658-04499-2
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover $89.99
price for USA
  • ISBN 978-3-658-04498-5
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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Bibliographic Information

Bibliographic Information
Book Title
Sales Negotiations in Professional Service Firms
Book Subtitle
An Exploratory Study on Agenda Setting and Issue Management
Authors
Series Title
BestMasters
Copyright
2014
Publisher
Gabler Verlag
Copyright Holder
Springer Fachmedien Wiesbaden
eBook ISBN
978-3-658-04499-2
DOI
10.1007/978-3-658-04499-2
Softcover ISBN
978-3-658-04498-5
Edition Number
1
Number of Pages
XIII, 76
Number of Illustrations and Tables
8 b/w illustrations
Topics