1. //
  2. Start
  3. //
  4. Activities
  5. //
  6. How, when, and why do negotiators use re...
  7. //

How, when, and why do negotiators use reference points?

Activity: Talk or presentation › Conference Presentations › Research

Michel Mann - Speaker

Marco Warsitzka - Coauthor

Roman Trötschel - Coauthor

Joachim Hüffmeier - Coauthor

19.01.2023

Event

Conference - 6th Industrial Marketing Management Summit

19.01.23 → 20.01.23

Bamberg, Bavaria, Germany

Event: Conference

Related by researcher

That is not enough–Or is it? A qualitative investigation of reference points in negotiations

Michel Mann (Speaker), Marco Warsitzka (Coauthor), Roman Trötschel (Coauthor) & Joachim Hüffmeier (Coauthor)

11.11.2022

Activity: Talk or presentation › Guest lectures › Research

Referenzpunkte in der Verhandlungspraxis: Eine qualitative Studie zur Relevanz von Referenzpunkten in verschiedenen Verhandlungskontexten und -phasen

Michel Mann (Speaker), Marco Warsitzka (Coauthor), Roman Trötschel (Coauthor) & Joachim Hüffmeier (Coauthor)

14.09.2022

Activity: Talk or presentation › Conference Presentations › Research

B2B Negotiations in Times of Disrupted Supply Chains: Current Challenges and Approaches from the Perspective of Negotiation Research

Michel Mann (Speaker)

25.07.2022

Activity: Talk or presentation › Guest lectures › Transfer

Toward a better understanding of reference points in negotiation research and theory

Michel Mann (Speaker), Marco Warsitzka (Coauthor), Roman Trötschel (Coauthor) & Joachim Hüffmeier (Coauthor)

06.2022

Activity: Talk or presentation › Conference Presentations › Research

Toward a better understanding of reference points in negotiation research and theory

Michel Mann (Speaker), Marco Warsitzka (Coauthor), Roman Trötschel (Coauthor) & Joachim Hüffmeier (Coauthor)

28.04.2022

Activity: Talk or presentation › Conference Presentations › Research

Group Decision and Negotiation (Journal)

Marco Warsitzka (Reviewer)

2022 → …

Activity: Publication peer-review and editorial work › Peer review of publicationen › Research

Activating an Integrative Mindset Improves the Subjective Outcomes of Value-Driven Conflicts

Carolin Schuster (Speaker), Roman Trötschel (Speaker) & Fieke Harinck (Speaker)

14.07.2021

Activity: Talk or presentation › Conference Presentations › Research

Managing the present generations’ conflicts on the backs of future generations: How current generation’s negotiators create and claim value for themselves and future others

Marie Treek (presenter), Johann Majer (Coauthor), Hong Zhang (Coauthor), Kai Zhang (Coauthor) & Roman Trötschel (Coauthor)

25.05.2021

Activity: Talk or presentation › Conference Presentations › Research

International Journal of Conflict Management (Journal)

Marco Warsitzka (Reviewer)

2020 → …

Activity: Publication peer-review and editorial work › Peer review of publicationen › Research

One generation plants the trees, another gets the shade? Negotiators' perceptions and behaviors in intergenerational allocations of resources.

Marie van Treek (Speaker), Johann Martin Majer (Coauthor), Hong Zhang (Coauthor) & Roman Trötschel (Coauthor)

28.11.2019 → 29.11.2019

Activity: Talk or presentation › Conference Presentations › Research

Links