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000696853 019__ $$a869793157
000696853 020__ $$a9783658044992$$qelectronic book
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000696853 0247_ $$a10.1007/978-3-658-04499-2$$2doi
000696853 035__ $$aSP(OCoLC)ocn868922603
000696853 035__ $$aSP(OCoLC)868922603$$z(OCoLC)869793157
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000696853 05014 $$aHD31$$b.P73 2014eb
000696853 050_4 $$aHF5438.4$$b.P73 2014eb
000696853 08204 $$a650$$223
000696853 1001_ $$aPrat, Mireia,$$eauthor.
000696853 24510 $$aSales negotiations in professional service firms$$h[electronic resource] :$$ban exploratory study on agenda setting and issue management /$$cMireia Prat.
000696853 264_1 $$aWiesbaden :$$bSpringer Gabler,$$c[2014]
000696853 264_4 $$c©2014
000696853 300__ $$a1 online resource (xiii, 76 pages) :$$billustrations.
000696853 336__ $$atext$$btxt$$2rdacontent
000696853 337__ $$acomputer$$bc$$2rdamedia
000696853 338__ $$aonline resource$$bcr$$2rdacarrier
000696853 4901_ $$aBestMasters
000696853 504__ $$aIncludes bibliographical references (pages 73-76).
000696853 506__ $$aAccess limited to authorized users.
000696853 5208_ $$aThis research study brings theoretical insights on real-life negotiations in sales of professional services in Spain and Germany. From the interview data obtained through an exploratory study based on a grounded theory approach, several factors that affect and determine agenda setting and issue management have emerged. It has been spotted that industry standards rather than negotiation strategy determine agenda setting and that issues about content are usually agreed on before negotiating price and bureaucratic conditions, being the degree of "productization" of Professional Service Firms a variable that needs to be taken into account. Moreover, a pattern has been found in sales negotiations of consulting companies dealing with client companies with an organized purchasing department, which has been labeled as "multi-party sequential negotiation model". Contents Agenda setting Issue management Multi-party sequential negotiation Productization of Professional Services Target Groups Researchers and students in the field of business management and negotiation Professional Service Firms' decision makers, Sales Managers, Purchasing Managers and professionals dealing with negotiations The Author Mireia Prat studied Business Management at Universitat Pompeu Fabra of Barcelona, and obtained her Master of Science degree in Management and Marketing at Freie Universität of Berlin.
000696853 588__ $$aDescription based on online resource; title from PDF title page (viewed January 6, 2014).
000696853 650_0 $$aEconomics.
000696853 650_0 $$aIndustrial management.
000696853 650_0 $$aMarketing.
000696853 650_0 $$aSales management$$zGermany.
000696853 650_0 $$aSales management$$zSpain.
000696853 650_0 $$aService industries$$zGermany$$xMarketing.
000696853 650_0 $$aService industries$$zSpain$$xMarketing.
000696853 650_0 $$aNegotiation in business$$zGermany.
000696853 650_0 $$aNegotiation in business$$zSpain.
000696853 830_0 $$aBestMasters.
000696853 85280 $$bebk$$hSpringerLink
000696853 85640 $$3SpringerLink$$uhttps://univsouthin.idm.oclc.org/login?url=http://dx.doi.org/10.1007/978-3-658-04499-2$$zOnline Access
000696853 909CO $$ooai:library.usi.edu:696853$$pGLOBAL_SET
000696853 980__ $$aEBOOK
000696853 980__ $$aBIB
000696853 982__ $$aEbook
000696853 983__ $$aOnline
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