Sales negotiations in professional service firms an exploratory study on agenda setting and issue management /
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...
| Main Author: | Prat, Mireia, |
|---|---|
| Other Authors: | SpringerLink (Online service) |
| Format: | eBook |
| Language: | English |
| Published: |
Wiesbaden :
Springer Gabler,
[2014]
|
| Physical Description: |
1 online resource (xiii, 76 pages) : illustrations. |
| Series: |
BestMasters.
|
| Subjects: |
CMU Electronic Access
Electronic Resource Click Here| Location | Call Number: | Status |
|---|---|---|
| CMU Electronic Access | Available |