Precise First Offers in Negotiations Vs Rounding

Idea posted: June 2013

Institutions: Columbia Business School   

In a typical negotiation process, one of the parties will make an opening or first offer, which is then met by the recipient of that first offer. Prior research has…

  READ MORE   PIN TO MY IDEAS Idea #153

Homeworking Beats Outsourcing: a 6 Step Model

Idea posted: May 2013

Institutions: Henley Business School   

In the early 2000s, there was a rush by organizations to outsource and offshore many call centres because of the significant cost savings that could be achieved. But offshoring has…

  READ MORE   PIN TO MY IDEAS Idea #142

The Impact of Technology and Social Media on Sales Relationships

Idea posted: March 2013

Institutions: Aston University Business School    Texas Christian University Neeley School of Business   

Six overarching themes reveal the revolutionary change in the way contemporary selling is conducted: Connectivity: Sales people are using social media more and more to demonstrate connectivity to both their…

  READ MORE   PIN TO MY IDEAS Idea #112

Global Sales Teams and the Impact of National Culture

Idea posted: February 2013

Institutions: HEC Paris   

Salespeople are a force to be reckoned within organizations. Situated at the interface between companies and customers, they play a key role in business performance. “We don’t talk about it…

  READ MORE   PIN TO MY IDEAS Idea #101