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How, when, and why do negotiators use reference points? A qualitative interview study with negotiation experts.

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

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    22.06.2023

    Activity: Talk or presentation › Conference Presentations › Education

    UNITED we stand: A principle-based negotiation training for collective bargaining

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

    18.05.2023

    Activity: Talk or presentation › Conference Presentations › Education

    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

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