Professorship for Social-, Organizational and Political Psychology, especially empirical Negotiation Research
Organisational unit: Professoship
Organisation profile
The Department of Social and Political Psychology and its affiliated Negotiation Research Group (NRG) deals with the empirical study of psychological processes in negotiations. The focus of the scientific work is on psychological processes that facilitate or hinder an integrative balance of interests between negotiating parties. In a large number of third-party funded research projects (e.g. DFG, EU-Fonds, Volkswagenstiftung), the experience and behaviour of people in socially relevant negotiation situations, such as in the context of economy, politics, work or the environment, is investigated together with international cooperation partners.
The department positions itself as an important player at the interface between science and practice. In addition to the establishment of a certificate course in "The Psychology of Negotiation", the research group regularly offers further education and training seminars in which scientifically sound knowledge on the subject of negotiation is conveyed in a practical and action-oriented manner.
In order to transfer scientific knowledge to the public and practice, the department regularly contributes to the social discourse, both through training and education offers and through public relations work (e.g. newspaper reports, radio reports and television interviews).
- 2019
- Published
Strong or weak synergy? Revising the assumption of team-specific advantages in integrative negotiations
Hüffmeier, J., Zerres, A., Freund, P. A., Backhaus, K., Trötschel, R. & Hertel, G., 01.09.2019, In: Journal of Management. 45, 7, p. 2721-2750 30 p.Research output: Journal contributions › Journal articles › Research › peer-review
- Published
How Sustainability-Related Challenges Can Fuel Conflict Between Organizations and External Stakeholders: A Social Psychological Perspective to Master Value Differences, Time Horizons, and Resource Allocations
Majer, J. M., Loschelder, D. D., Windolph, L. J. & Fischer, D., 2019, In: Umweltpsychologie. 22, 2, p. 53-70 17 p.Research output: Journal contributions › Journal articles › Research › peer-review
- 2018
- Published
Mindset-Oriented Negotiation Training (MONT): Teaching more than skills and knowledge
Ade, V., Schuster, C., Harinck, F. & Trötschel, R., 05.06.2018, In: Frontiers in Psychology. 9, JUN, 13 p., 907.Research output: Journal contributions › Journal articles › Research › peer-review
- 2017
- Published
Early-Career Researchers’ Perceptions of the Prevalence of Questionable Research Practices, Potential Causes, and Open Science
Stürmer, S., Oeberst, A., Trötschel, R. & Decker, O., 01.11.2017, In: Social Psychology. 48, 6, p. 365-371 7 p.Research output: Journal contributions › Journal articles › Research › peer-review
- Published
Kommentar zur .,Stellungnahme zur Lage des wissenschaftlichen Nachwuchses in der Psychologie" von Rentzsch et al.
Stürmer, S., Oeberst, A., Trötschel, R. & Decker, O., 10.2017, In: Psychologische Rundschau. 68, 4, p. 270-272 3 p.Research output: Journal contributions › Comments / Debate / Reports › Research
- Published
How and Why Precise Anchors Distinctly Affect Anchor Recipients and Senders
Loschelder, D. D., Friese, M. & Trötschel, R., 01.05.2017, In: Journal of Experimental Social Psychology. 70, p. 164-176 13 p.Research output: Journal contributions › Journal articles › Research › peer-review
- Published
Verhandeln
Trötschel, R., Höhne, B., Majer, J. M., Loschelder, D. D., Deller, J. & Frey, D., 20.02.2017, Kommunikation, Interaktion und soziale Gruppenprozesse. Bierhoff, H.-W. & Frey, D. (eds.). 1 ed. Göttingen: Hogrefe Verlag GmbH & Co. KG, p. 803-846 44 p. (Enzyklopädie der Psychologie; vol. 6, no. 3).Research output: Contributions to collected editions/works › Contributions to collected editions/anthologies › Research › peer-review
- 2016
- Published
The Information-anchoring model of first-offers: When moving first helps versus hurts negotiators
Loschelder, D. D., Trötschel, R., Swaab, R. I., Friese, M. & Galinsky, A. D., 01.07.2016, In: Journal of Applied Psychology. 101, 7, p. 995-1012 18 p.Research output: Journal contributions › Journal articles › Research › peer-review
- Published
The relevance of cultural aspects in cross cultural management in multinational companies
Ferraris, A., Longo, M. & Warsitzka, M., 01.05.2016, Managing Globalization: New Business Models, Strategies and Innovation. Vrontis, D., Bresciani, S. & Rossi, M. (eds.). Cambridge Scholars Publishing, p. 50-76 27 p.Research output: Contributions to collected editions/works › Chapter › peer-review
- Published
Mentoring in Massive Open Online Courses - Eine Nutzenanalyse auf Basis des IS-Success-Modells
Drawert, K., Mager, M., Funk, B., Trötschel, R. & Pfeifer, C., 03.2016, Multikonferenz Wirtschaftsinformatik (MKWI) 2016: Technische Universität Ilmenau 09. - 11. März 2016 . Nissen, V., Stelzer, D., Straßburger, S. & Fischer, D. (eds.). Universitätsverlag Ilmenau - ilmedia, Vol. 3. p. 1511-1522 12 p. (Multikonferenz Wirtschaftsinformatik, MKWI 2016; vol. 3).Research output: Contributions to collected editions/works › Article in conference proceedings › Research › peer-review