Ergebnisse für: Multi-party sequential negotiation

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Sales Negotiations in Professional Service Firms

Mireia Prat
Springer Fachmedien Wiesbaden GmbH
53.49 € · Paperback

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

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...

Sales Negotiations in Professional Service Firms

Mireia Prat
Springer Fachmedien Wiesbaden GmbH
53.49 € · eBook

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

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