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How, when, and why do negotiators use reference points? A qualitative interview study with negotiation experts.
Michel Mann (Speaker), Marco Warsitzka (Coauthor), Roman Trötschel (Coauthor) & Joachim Hüffmeier (Coauthor)
19.01.2023
Activity: Talk or presentation › Conference Presentations › Research
10th Austrian Early Scholars Workshop in Management (AESW)
Elke Schüßler (Speaker)
2023 → …
Activity: Participating in or organising an academic or articstic event › Conferences › Research
Fakultät MT allgemein (Organisational unit)
Laura Venz (Chair)
2023 → …
Activity: Membership › Leuphana academic councils and committees › Leuphana Academic Committees
German Academic Association for Business Research e.V. (External organisation)
Lillan Lommel (Chair)
2023 → …
Activity: Membership › Learned societies and special interest organisations › Research
International Journal of Human-Computer Interaction (Journal)
Lennart Seitz (Reviewer)
2023
Activity: Publication peer-review and editorial work › Peer review of publicationen › Research
Leuphana Universität Lüneburg (Organisational unit)
Monika Imschloß (Chair)
2023 → …
Activity: Membership › Leuphana academic councils and committees › Leuphana Academic Committees
Leuphana Universität Lüneburg (Organisational unit)
Boukje Cnossen (Member)
2023 → …
Activity: Membership › Leuphana academic councils and committees › Leuphana Academic Committees
Moment Institut (External organisation)
Elke Schüßler (Member)
2023 → …
Activity: Membership › Bodies of public institutions › Transfer
Negotiating Expected Outcomes: Value Creation in Risky Contexts
Marco Schauer (Speaker)
2023
Activity: Talk or presentation › Conference Presentations › Research
Playing it safe: How negotiators (fail to) create value for expected outcomes
Marco Schauer (Speaker)
2023
Activity: Talk or presentation › Conference Presentations › Research

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