Marco Warsitzka
Dr.
Contact
Dr. Marco Warsitzka
- Psychology
Research areas
- 2025
- Published
How, when and why do negotiators use reference points? A qualitative interview study with negotiation practitioners
Mann, M., Trötschel, R., Warsitzka, M. & Hüffmeier, J., 28.04.2025, In: International Journal of Conflict Management. 36, 3, p. 481-513 33 p.Research output: Journal contributions › Journal articles › Research › peer-review
- Published
Resolving the Complexity-Flexibility Dilemma in Multi-Issue Negotiations: Nested Bracketing as a Strategy to Enhance Negotiation Outcomes
Zhang, H., Majer, J., Warsitzka, M. & Trötschel, R., 2025, In: Journal of Applied Psychology.Research output: Journal contributions › Journal articles › Research › peer-review
- 2024
- Published
Expanding the pie or spoiling the cake? How the number of negotiation issues affects integrative bargaining
Warsitzka, M., Zhang, H., Beersma, B., Freund, P. A. & Trötschel, R., 01.08.2024, In: Journal of Applied Psychology. 109, 8, p. 1224-1249 26 p.Research output: Journal contributions › Journal articles › Research › peer-review
- Published
United we stand: A principle-based negotiation training for collective bargaining
Mann, M., Warsitzka, M., Hüffmeier, J. & Trötschel, R., 13.02.2024, In: International Journal of Conflict Management. 35, 2, p. 427-452 26 p.Research output: Journal contributions › Journal articles › Research › peer-review
- Published
Wie treffen Gruppen gute Entscheidungen? "Holzbein Kiel" - eine Übung zur Entscheidungsfindung in Gruppen
Mann, M., Warsitzka, M., Trötschel, R. & Hüffmeier, J., 2024, Planspiele – interdisziplinär vernetzt: Rückblick auf das 34. Europäische Planspielforum und den Deutschen Planspielpreis 2023. Alf, T., Hahn, S., Fischer, I., Zürn, B. & Trautwein, F. (eds.). Stuttgart: ZMS – Zentrum für Managementsimulation, DHBW Stuttgart, p. 8-19 12 p. (ZMS-Schriftenreihe; vol. 14).Research output: Contributions to collected editions/works › Article in conference proceedings › Transfer
- 2022
- Published
When control does not pay off: The dilemma between trade-off opportunities and budget restrictions in B2B negotiations
Mann, M., Warsitzka, M., Zhang, H., Hüffmeier, J. & Trötschel, R., 06.04.2022, In: Negotiation and Conflict Management Research. 15, 4, p. 240-263 24 p.Research output: Journal contributions › Journal articles › Research › peer-review
- Published
How cognitive issue bracketing affects interdependent decision-making in negotiations
Warsitzka, M., Zhang, H., Loschelder, D. D., Majer, J. & Trötschel, R., 01.03.2022, In: Journal of Experimental Social Psychology. 99, 16 p., 104268.Research output: Journal contributions › Journal articles › Research › peer-review
- 2021
- Published
Negotiation complexity: a review and an integrative model
Zhang, H., Zhang, K., Warsitzka, M. & Trötschel, R., 27.07.2021, In: International Journal of Conflict Management. 32, 4, p. 554-573 20 p.Research output: Journal contributions › Journal articles › Research › peer-review
- 2016
- 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