LIBROS DEL AUTOR: mireia prat

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  • Sales Negotiations in Professional Service Firms
    Mireia Prat
    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 neg...
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