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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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    Activity: Talk or presentation › Conference Presentations › Education

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

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

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    Activity: Talk or presentation › Guest lectures › Research

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

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

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    Activity: Talk or presentation › Guest lectures › Transfer

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

    Mann, M. (Speaker), Warsitzka, M. (Coauthor), Trötschel, R. (Coauthor) & Hüffmeier, J. (Coauthor)

    06.2022

    Activity: Talk or presentation › Conference Presentations › Research

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

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    Group Decision and Negotiation (Journal)

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

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

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    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

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