Information on currently running projects of the NAP

The NAP is the first academic negotiation academy in Germany and a leading international research center of negotiation management. The members of the NAP are researching various questions of negotiation management. A selection of research questions on which the NAP is working can be found here:


  • Is it really a disadvantage to make the first concession in negotiations?
  • What are the effects ambitious negotiation goals have on the behavior of negotiators and the overall outcome?
  • When should one actively pause negotiations, and when not?
  • By what processes and structures can negotiation management be implemented in businesses?
  • Does an authentic negotiation style leads to better negotiation outcomes?
  • Which empirical methods of negotiation research match what kind of research projects?
  • Of whom should your team be composed in intercultural negotiations?

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