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).
- 2016
- Published
Verhandlungsforschung als Grundlage einer Mediationstheorie
Trötschel, R., Majer, J. M. & Höhne, B., 2016, Handbuch Mediation. Haft, F. & von Schlieffen, K. (eds.). 3 ed. München: C.H. Beck Verlag, p. 163-186 24 p. 6Research output: Contributions to collected editions/works › Contributions to collected editions/anthologies › Education › peer-review
- Published
Workplace mediation: Lessons from negotiation theory
Höhne, B., Loschelder, D. D., Gutenbrunner, L., Majer, J. M. & Trötschel, R., 2016, Advancing workplace mediation through integration of theory and practice. Bollen, K., Euwema, M. & Munduate, L. (eds.). Cham: Springer, p. 67-86 20 p. (Industrial Relations & Conflict Management; vol. 3).Research output: Contributions to collected editions/works › Contributions to collected editions/anthologies › Research › peer-review
- 2015
- Published
Procedural Frames in Negotiations: How offering my resources versus requesting yours impacts perception, behavior, and outcomes
Trötschel, R., Loschelder, D. D., Höhne, B. & Majer, J. M., 01.03.2015, In: Journal of Personality and Social Psychology. 108, 3, p. 417-435 19 p.Research output: Journal contributions › Journal articles › Research › peer-review
- Published
Cortisol Effects on Flow-Experience
Peifer, C., Schächinger, H., Engeser, S. & Antoni, C. H., 03.2015, In: Psychopharmacology. 232, 6, p. 1165-1173 9 p.Research output: Journal contributions › Journal articles › Research › peer-review
- 2014
- Published
The relation of flow-experience and physiological arousal under stress - can u shape it?
Peifer, C., Schulz, A., Schächinger, H., Baumann, N. & Antoni, C. H., 07.2014, In: Journal of Experimental Social Psychology. 53, p. 62-69 8 p.Research output: Journal contributions › Journal articles › Research › peer-review
- Published
“€14,875?!”: Precision boosts the anchoring potency of first offers
Loschelder, D. D., Stuppi, J. & Trötschel, R., 05.2014, In: Social Psychological and Personality Science. 5, 4, p. 491-499 9 p.Research output: Journal contributions › Journal articles › Research › peer-review
- Published
Ratgeber: Erfolgreich beim Gehaltspoker
Loschelder, D. & Trötschel, R., 03.04.2014, In: Gehirn und Geist. 5, p. 22-27 5 p.Research output: Journal contributions › Journal articles › Research › peer-review
- Published
The First-Mover Disadvantage: The Folly of Revealing Compatible Preferences
Loschelder, D. D., Swaab, R., Trötschel, R. & Galinsky, A. D., 04.2014, In: Psychological Science. 25, 4, p. 954-962 9 p.Research output: Journal contributions › Journal articles › Research › peer-review
- Published
Unsicher in Verhandlungsfragen? Hier finden Sie Antworten von Verhandlungsexperten!
Gamm, F., Dall, M., Schranner, M., Höhne, B., Loschelder, D. D. & Trötschel, R., 2014, In: Die Wirtschaftsmediation. 2014, 1, p. 47-49 3 p.Research output: Journal contributions › Journal articles › Research › peer-review
- 2012
- Published
Psychophysiological Correlates of Flow-Experience
Peifer, C., 21.03.2012, Advances in Flow-Research. Engeser, S. (ed.). New York: Springer, p. 139-164 26 p.Research output: Contributions to collected editions/works › Chapter › peer-review