Selected publication of the NAP

Standard reference for negotiation management:

 

Negotiations have an important role in almost every business divisions. The textbook presents a comprehensive approach to business negotiation management. Based on practical experience and the latest research findings it explains instruments and tools for the planning, management and controlling of negotiations; striking examples demonstrate their practical scope. New to the 2nd edition is the integration of various tools and instruments that are used in businesse today, e.g.  Smart Objective Analysis, Negotiation Blue Prints, War Gaming, BATNA-Analysis and Negotiation Value Calculators.
Further information can be found here.

 

The publication series on negotiation management:

 

(Kopie 5)

If you are looking for a renowned series of publications to publish your dissertation in the field of "Negotiation Management", the NAP’s publication series for negotiation management is open to you. 


More information about the publication series can be found here.

 

The publication series on negotiation management:

 

(Kopie 5)

If you are looking for a renowned series of publications to publish your dissertation in the field of "Negotiation Management", the NAP’s publication series for negotiation management is open to you. 


More information about the publication series can be found here.

 

Conference-/Journal-/Edited Volume Papers (since 2014):

Hebisch. B.; Herbst, U. (2018): PTA as a Weak Point? – The Impact of Perspective Taking Ability in Negotiations with Unequal Power Distribution, Presentation at the 31st International Association for Conflict Management (IACM 2018), Philadelphia.

Herbst, U.; Ortmann, M. (2018): Negotiation History in Business Relationships – (How) does it affect Negotiation Behavior and Outcome?, Presentation at the 31st International Association for Conflict Management (IACM 2018), Philadelphia.

Weber, M.; Herbst, U. (2018): No Numbers Needed?! The Power of Semantic Anchoring, Presentation at the 31st International Association for Conflict Management (IACM 2018), Philadelphia.

Siebert, E.; Herbst, U. (2018): IU/UI-Analysis in Negotiations: Preference Differences as a Mean to Enhance Negotiation Performance in Unbalanced Power Conditions - An Experimental Study, Presentation at the 31st International Association for Conflict Management (IACM 2018), Philadelphia.

Herbst, U./Ortmann, M. (2018): Das Performance-Ziel-Dilemma in Business-Verhandlungen – Wie können Unternehmen die Ziel-Ausrichtung ihrer Verhandlungsakteure optimieren?; Die Unternehmung - Swiss Journal of Business Research and Practice, Themenheft Verhandlungsmanagement, 72(1).

Schmidt, M./ Voeth, M./ Weber, M.-C.,/ Herbst, U. (2018): Tactical Breaks: Deal Killers or Deal Makers?; Die Unternehmung - Swiss Journal of Business Research and Practice, Themenheft Verhandlungsmanagement, 72(1).

Herbst, U./ Weber, M.-C. (2018): Die Bedeutung von Verhandlungsvorgesprächen im interkulturellen Vergleich; PERSONALquarterly, 01/2018.

Voeth, M./ Herbst, U. (2018): So verhandeln deutsche Manager?; Harvard Business Manager, Heft 1, 2018, S. 12-15.

Herbst, U.; Ortmann, M. (2017): Signpost or Overload? Analyzing the Impact of Different Reference Points on the Success of the Combined Goal Scope, Presentation at the 30th International Association for Conflict Management (IACM 2017), Berlin.

Herbst, U.; Schmidt, M.; Weber, M. & Voeth, M. (2017): Conscientious Interruptions: The Impact of Unilateral Breaks on Negotiation Performance; Presentation at the 30th International Association for Conflict Management (IACM 2017), Berlin.

Weber, M.-C./ Schmidt, M./ Herbst, U./ Voeth, M. (2017): Effects of Pre-Negotiation Behavior on the Subsequent Episode; in: Schoop, M., Kilgour, D. (eds) Group Decision and Negotiation. A Socio-Technical Perspective. GDN 2017. Lecture Notes in Business Information Processing, Vol. 293, Springer, Cham.

Voeth, M./ Herbst, U./ Sand, J./ Weber, M.-C. (2017): Wie verhandeln deutsche Politiker? - Eine Bevölkerungs- und Politikerbefragung; Working Paper No. 2, Negotiation Academy Potsdam.

Herbst. U/ Kemmerling, B./ Neale, M. A. (2017): All in, one-at-a-time or somewhere in the middle? Leveraging the composition and size of the negotiating package; Journal of Business and Industrial Marketing, 32(4).

Herbst, U./ Pratsch, D. (2017): When the fruits hang to high and you know it - The crippling effects of overly ambitious aspirations in buyer-seller negotiations, forthcoming.

Herbst, U./ Dotan, H./ Stöhr, S. (2017): Negotiating with work friends: examining gender differences in team negotiations; Journal of Business and Industrial Marketing, 32(4).

Herbst, U.; Ortmann, M. (2016): Marathon vs. Decathlon – or Both? Goal Setting Strategies in Multi-Issue Negotiations, Presentation at the 29th International Association for Conflict Management (IACM 2016), New York.

Herbst, U.; Weber, M.; Voeth, M.; & Schmidt, M. (2016): The Impact of Pre-Negotiation Phases on Negotiation Outcome - Using Enthusiasm as a Strategic Pull Instrument; Presentation at 29th International Association for Conflict Management (IACM 2016), New York.

Kemmerling, B. (2016): The Impact of Concession Strategies on Negotiation Performance; Schriftenreihe zum Verhandlungsmanagement, Negotiation Academy Potsdam, Band 1, Hamburg.

Voeth, M./ Herbst, U. (2016): So verhandeln deutsche Manager?; Harvard Business Manager, Heft 2.

Herbst, U.; Kemmerling, B.; Neale, M. (2015), How to apply the package deal strategy effectively?, in: Journal of Business and Industrial Marketing.

Herbst, U.; Kemmerling, B. (2015), A Status Quo of Buying Center Analysis; conditionally accepted in: Journal of Business and Industrial Marketing.

Kasprzak, S.; Herbst, U.; Preuss, M.; Voeth, M. (2015), Clash or Match? An Analysis of Intra- and Intercultural Buyer-Seller Negotiations in China and Germany, in: Proceedings of the 44th European Marketing Association Conference (EMAC 2015).

Voeth, M.; Herbst, U.; Lenzing, A.; Stief, S. (2015), Negotiations - a Blank Spot in Marketing Eudcation? An empirical Analysis of Negotiation Teaching, in: Proceedings of the 44th European Marketing Association Conference (EMAC 2015).

Voeth, M.; Herbst, U.; Stief, S. (2015), Wie verhandelt die Praxis?- Ergebnisse einer Befragung von deutschen Managern, in: Hohenheimer Arbeits- und Projektberichte zum Marketing & Business Development, Stuttgart 2015.

Voeth, M.; Herbst, U.; Sattler, S. (2014), Sind Verhandlungen wirklich Chefsache? - Eine empirische Analyse der hierarchischen Zusammensetzung industrieller Verhandlungsteams, in: Die Betriebswirtschaft (DBW), 74. Jg., S. 9-40.

Voeth, M.; Herbst, U. (2014), Preisverhandlungen auf Commodity- Märkten, in: Enke, M.; Geigenmüller, A. (Hrsg.), Commodity Marketing: Grundlagen - Besonderheiten - Erfahrungen, 2. Auflage, Wiesbaden 2014, S. 135-156.

Herbst, U.; Voeth, M.; Knöpfle, T. (2014), Are influential buying center members really important for industrial purchase decisions? Further insights into buying center decision-making, in: Proceedings of the 43rd European Marketing Association Conference, Valencia 2014.

Becker, T.; Voeth, M.; Herbst, U.; Kemmerling, B. (2014), Pattern your concessions? An analysis of concession behavior in buying-seller negotiations, in: Proceedings of the 43rd European Marketing Association Conference, Valencia 2014.

Kugler, A.; Voeth, M.; Hein, M. (2014), Renegotiations in business-to-business practice: A qualitative status quo analysis, in: Proceedings of the 43rd European Marketing Association Conference, Valencia 2014.

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