Contributors

Multi-issue negotiations are growing more common, making it crucial for salespeople to know how to prepare effectively. This article reveals how different forms of autonomy shape salespeople’s effort, strategy, and opening positions—and why too little autonomy can lead to quick concessions. Our findings offer managers and real estate agents actionable insights to empower negotiators and improve deal outcomes.

Social media has become a core component of communication within our society, and as social media has positively impacted personal life, it has also positively impacted business. Our study focuses specifically on the relationship between social media usage, key selling tasks, salesperson performance, and peer social media usage as a relationship moderator.