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? 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

    Related by researcher

    "Holzbein Kiel" oder: Wie treffen Gruppen gute Entscheidungen?

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

    22.06.2023

    Activity: Talk or presentation › Conference Presentations › Education

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

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

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

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

    Mann, M. (Speaker)

    25.07.2022

    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

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

    28.04.2022

    Activity: Talk or presentation › Conference Presentations › Research

    Group Decision and Negotiation (Journal)

    Warsitzka, M. (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

    Schuster, C. (Speaker), Trötschel, R. (Speaker) & Harinck, F. (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

    Treek, M. (presenter), Majer, J. (Coauthor), Zhang, H. (Coauthor), Zhang, K. (Coauthor) & Trötschel, R. (Coauthor)

    25.05.2021

    Activity: Talk or presentation › Conference Presentations › Research

    Links

    Recently viewed

    Activities

    1. Learning to rate player actions in multi-agent scenarios
    2. A CALL for data-informed focus-on-form practice - Intelligent Language Tutoring System as the key to personalized and adaptive learning?
    3. On the relational structure of two tests measuring general pedagogical knowledge
    4. Implementing aspects of inquiry-based learning in secondary chemistry classes: a case study
    5. Digital, open and collaborative: New teaching formats for times of crisis – and beyond?
    6. Big Data, Data Trading, and Data Protection
    7. SPARQL Querying Benchmarks
    8. “Corruption and Trust: A Model Design”
    9. Center for Advanced Internet Studies GmbH
    10. Modern Language Journal: devoted to research and discussion about the learning and teaching of foreign and second languages (Zeitschrift)
    11. The promise and pitfalls of a blended, video- and coaching-based professional development program in Germany
    12. Workshop: The conceptualization of sound within a studio environment 2011
    13. "You were not expected to do this". On the Dynamics of Production
    14. Linking Teaching and Learning Formats with Student Development of Key Sustainability Competencies
    15. International Astronautical Federation (IAF) (Externe Organisation)

    Publications

    1. Interpreting Strings, Weaving Threads
    2. A Proposal for Integrating Theories of Complexity for Better Understanding Global Systemic Risks
    3. The role of reading time complexity and reading speed in text comprehension
    4. A denoising procedure using wavelet packets for instantaneous detection of pantograph oscillations
    5. Design and Control of an Inductive Power Transmission System with AC-AC Converter for a Constant Output Current
    6. Introducing parametric uncertainty into a nonlinear friction model
    7. Understanding storytelling in the context of information systems
    8. Design of controllers applied to autonomous unmanned aerial vehicles using software in the loop
    9. The identification of up-And downstream industries using input-output tables and a firm-level application to minority shareholdings
    10. Relationships between language-related variations in text tasks, reading comprehension, and students’ motivation and emotions: A systematic review
    11. Gaining deep leverage? Reflecting and shaping real-world lab impacts through leverage points
    12. What motivates people to use energy feedback systems? A multiple goal approach to predict long-term usage behaviour in daily life
    13. Methods in Writing Process Research
    14. Introduction
    15. Internet research differs from research on internet users
    16. Accuracy Improvement of Vision System for Mobile Robot Navigation by Finding the Energetic Center of Laser Signal
    17. Performance predictors for graphics processing units applied to dark-silicon-aware design space exploration
    18. Negotiation complexity
    19. Using Long-Duration Static Stretch Training to Counteract Strength and Flexibility Deficits in Moderately Trained Participants
    20. The Effect of Implicit Moral Attitudes on Managerial Decision-Making
    21. Twitter and its usage for dialogic stakeholder communication by MNCs and NGOs
    22. Introduction to Automatic Imitation
    23. Using EEG movement tagging to isolate brain responses coupled to biological movements
    24. Effects Of Different Order Processing Strategies On Operating Curves Of Logistic Models
    25. Towards Computer Simulations of Virtue Ethics