Subject category:
Strategy and General Management
Published by:
IESE Business School
Version: 21/5/20
Length: 5 pages
Data source: Generalised experience
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Abstract
Excellent Sales Academy (ESA) vs Premium Software (PS) is a multiparty, internal-external negotiation exercise. It looks at issues like incentive systems, corporate strategy and alignment of personal and organizational goals in the context of a negotiation. The exercise contains four roles. Chief Sales Officer and Chief Finance Officer of ESA and Chief Finance Officer and Chief Learning Officer of PS. The negotiation exercise includes two negotiations, first internal and then external. This gives participants a good idea of both internal and external negotiations.
Subject category:
Strategy and General Management
Published by:
IESE Business School
Version: 21/5/20
Length: 7 pages
Data source: Generalised experience
Subject category:
Knowledge, Information and Communication Systems Management
Published by:
IESE Business School
Version: 21/5/20
Length: 5 pages
Data source: Generalised experience
Subject category:
Knowledge, Information and Communication Systems Management
Published by:
IESE Business School
Version: 21/5/20
Length: 4 pages
Data source: Generalised experience
About
Abstract
Excellent Sales Academy (ESA) vs Premium Software (PS) is a multiparty, internal-external negotiation exercise. It looks at issues like incentive systems, corporate strategy and alignment of personal and organizational goals in the context of a negotiation. The exercise contains four roles. Chief Sales Officer and Chief Finance Officer of ESA and Chief Finance Officer and Chief Learning Officer of PS. The negotiation exercise includes two negotiations, first internal and then external. This gives participants a good idea of both internal and external negotiations.
Related
Subject category:
Strategy and General Management
Published by:
IESE Business School
Version: 21/5/20
Length: 7 pages
Data source: Generalised experience
Subject category:
Knowledge, Information and Communication Systems Management
Published by:
IESE Business School
Version: 21/5/20
Length: 5 pages
Data source: Generalised experience
Subject category:
Knowledge, Information and Communication Systems Management
Published by:
IESE Business School
Version: 21/5/20
Length: 4 pages
Data source: Generalised experience