Improving negotiation success in B2B sales organizations: is structured negotiation management a success factor?

Abstract Researchers and practitioners alike recognize the necessity to manage salespeople before, during, after negotiations. Literature identifies four approaches that companies use in around However, it has never been researched which of these help implement negotiation management successfully. The present study examines approach or combination lead a consistently high level success. authors fuzzy-set qualitative comparative analysis identify conditions explaining findings indicate any effort actively negotiations as corporate capability supports sales achieving higher While was not able necessary conditions, sufficient solution formula reach success comprises two paths its most parsimonious form. Following this formula, should either enable solve complex situations autonomously provide guidance along process define clear objectives, against deviations from monitor them closely throughout process. This suggests, successful empowers act focuses on control style. latter comprise both aspects outcome behavior control.