News

IACM 2020

Conference contributions at the virtual IACM 2020.

At this year's virtual International Association for Conflict Management (IACM) Conference, from 12 July to 15 July, the NAP was also represented with a total of 12 contributions.

Current research results from the Chair of Marketing at the University of Potsdam (Prof. Dr. Uta Herbst) and the Chair of Marketing and Business Development at the University of Hohenheim (Prof. Dr. Markus Voeth) were presented at the conference on the following topics of negotiation management:

  • Opening A Black Box: Investigating The Characteristics of Ambidextrous Negotiation Behavior (Iris Poeschl, University of Hohenheim; Markus Voeth, University of Hohenheim)
  • Opening Statement Effects In Negotiations (Suthalan Gnanes, University of Potsdam; Uta Herbst, University of Potsdam)
  • The Impact of Digital Negotiation Preparation Tools On Negotiation Behavior and Outcome (Markus Voeth, University of Hohenheim; Uta Herbst, University of Potsdam; Michael Oryl, University of Hohenheim; Carsten Stork, University of Potsdam)
  • I know where I want to go, but I don't know how to get there: Current practitioner insights about integrative negotiations and mismatched actions (Ernestine Siebert, University of Potsdam; Uta Herbst, University of Potsdam)
  • Top Negotiator (Markus Voeth, University of Hohenheim; Anne Maria Stefani, University of Hohenheim)
  • Dealmaker Or Deal Breaker? - How Third Parties Affect Negotiation Behavior and Outcomes (Johanna Sand, University of Hohenheim; Markus Voeth, University of Hohenheim)
  • Critical Mixed Methods Research Synthesis (cmmrs): A Novel Approach To Revisit Gender and Negotiation Performance In The Literature (Josephine Schaumburg, University of Potsdam; Uta Herbst, University of Potsdam)
  • Negotiation And/or Auction? – A Status Quo Analysis (Manuel Hefner, University of Hohenheim; Markus Voeth, University of Hohenheim)
  • Subjective Perception of Power In B2b Negotiations – An Empirical Study Within The German Automotive Industry (Benjamin Hebisch, University of Potsdam; Andreas Wild, University of Potsdam; Uta Herbst, University of Potsdam)
  • Strong Brands In Negotiations (Anne Maria Stefani, University of Hohenheim; Markus Voeth, University of Hohenheim)
  • Negotiation Propensity At Risk? A Dynamic Perspective On Consumers’ Willingness To Negotiate In The Digital Age (Iris Poeschl, University of Hohenheim; Anke Degenhart, University of Hohenheim; Markus Voeth, University of Hohenheim)
  • Hitting The Sweet Spot: Negotiating With The Right Channel At The Right Time (Saira Moinuddin-Huber, University Hohenheim)