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Published by: IESE Business School
Originally published in: 2020
Version: 21/5/20
Length: 7 pages
Data source: Generalised experience

Abstract

Excellent Sales Academy (ESA) vs Premium Software (PS) is a multiparty, internal-external negotiation exercise. It looks at issues like incentive system, corporate strategy and alignment of personal and organizational goals in the context of a negotiation. The exercise contains four roles. Chief Sales Officer and the Chief Finance Officer of ESA and Chief Finance Officer and Chief Learning Officer of PS. The negotiation exercise includes two negotiation, first internal and then an external negotiation which gives participants a good idea of both internal and external negotiations.

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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 system, corporate strategy and alignment of personal and organizational goals in the context of a negotiation. The exercise contains four roles. Chief Sales Officer and the Chief Finance Officer of ESA and Chief Finance Officer and Chief Learning Officer of PS. The negotiation exercise includes two negotiation, first internal and then an external negotiation which gives participants a good idea of both internal and external negotiations.

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