Ausgewählte Publikationen der NAP

Das Standardwerk des Verhandlungsmanagements:

In nahezu allen Unternehmensbereichen spielen Verhandlungen eine zentrale Rolle. Das Lehrbuch stellt einen umfassenden Ansatz für das betriebswirtschaftliche Verhandlungsmanagement vor. Auf der Grundlage von Praxiserfahrungen und neuesten Erkenntnissen der Verhandlungsforschung erläutert es Instrumente und Tools zur Planung, Steuerung und Kontrolle von Verhandlungen. Prägnante Beispiele demonstrieren die Umsetzung in der Praxis. In der 2. Auflage neu: Integration zahlreicher Tools und Instrumente die heute in Unternehmen eingesetzt werden. Darunter: Smart Objective Analysis, Negotiation Blue Prints, War Gaming, BATNA-Analyse und Negotiation Value Calculators. Nähere Informationen finden Sie hier.

Die Schriftenreihe zum Verhandlungsmanagement:

Wenn Sie eine renommierte Schriftenreihe suchen, um Ihre Dissertationsschrift im Themenfeld „Verhandlungsmanagement" zu veröffentlichen, steht Ihnen die Schriftenreihe der NAP zum Verhandlungsmanagement offen. Nähere Informationen zur Schriftenreihe finden Sie hier.

Die Working Paper Reihe zum Verhandlungsmanagement:

Die Working Paper der NAP verbinden Wissenschaft und Praxis in einmaliger Weise und sind dabei immer an der vordersten Front der Verhandlungsforschung. Bei Interesse an neusten Ergebnissen und Fakten aus der Wissenschaft, werfen Sie einen Blick in die Working Paper der Negotiation Acadamy Potsdam.

Bei Interesse an den neusten Forschungsergebnissen der NAP kontaktieren Sie uns gerne hier.

Konferenzen-/Journal-/Sammelbandbeiträge (seit 2014):

Herbst, U.; Siebert, E. (2020): I Know Where I Want to Go, But I Donˈt Know How to Get There: Current Practitioner Insights About Integrative Negotiations and Mismatched Actions, 33rd International Association of Conflict Management (Digital IACM 2020).

Hebisch, B.; Wild, A.; Herbst, U. (2020) Subjective Perception of Power In B2B Negotiations – An Empirical Study Within The German Automotive Industry, 33rd International Association of Conflict Management (Digital IACM 2020), (forthcoming).

Klaue, K.; Oehlschläger, P.; Zender, R.; Siebert, E.; Hefner, M.; Lucke, U.; Herbst, U. (2020): Automatisierung im Verhandlungstraining durch den Einsatz intelligenter Dialogsysteme und Virtual Reality, Proceedings of the International Conference on Wirtschaftsinformatik (WI 2020), Potsdam.

Oryl, M.; Stork, C.; Voeth, M.; Herbst, U. (2020): The Impact of Digital Negotiation Preparation Tools on Negotiation Behavior and Outcome, 33rd International Association of Conflict Management (Digital IACM 2020).

Hefner, M.; Voeth, M. (2020): Negotiation and/or Auction? – A Status Quo Analysis, 33rd International Association of Conflict Management (Digital IACM 2020).

Pöschl, I.; Degenhart, A.; Voeth, M. (2020): Negotiation Propensity at Risk? A Dynamic Perspective on Negotiatorsˈ Willingness to Negotiate in the Digital Age, 33rd International Association of Conflict Management (Digital IACM 2020).

Pöschl, I.; Voeth, M. (2020): Opening a Black Box: Investigating the characteristics of ambidextrous negotiating, 33rd International Association of Conflict Management (Digital IACM 2020).

Voeth, M.; Stefani, A. M. (2020): “Top Negotiator?!” How to Measure Negotiation Performance of Organization, 33rd International Association of Conflict Management (Digital IACM 2020).

Stefani, A. M.; Voeth, M. (2020): Strong Brands in Negotiation: The Dark Side of Brand-Congruent Behavior, 33rd International Association of Conflict Management (Digital IACM 2020).

Sand, J.; Voeth, M. (2020): Dealmaker or Deal breaker – How Third Parties Affect Negotiation Behavior and Outcome, 33rd International Association of Conflict Management (Digital IACM 2020).

Oryl, M.; Stork, C.; Voeth, M; Herbst, U. (2020): The Impact of Digital Negotiation Preparation Tools on Negotiation Behavior and Outcome, Local Proceedings of the 20th International Conference on Group Decision and Negotiation (Digital GDN 2020).

Bronnert, N.; Voeth, M. (2020): Computers as Co-Negotiatiors – An Empirical Analysis of the Effects of Negotiation Agents-Assistants on Negotiation Behavior and Outcomes, Local Proceedings of the 20th International Conference on Group Decision and Negotiation (Digital GDN 2020).

Degenhart, A.; Voeth, M., (2019): Engineer Your Story for the Glory: Design Parameters of Storytelling and How They Affect Negotiation Outcomes, 32nd International Association for Conflict Management (IACM 2019), Dublin.

Oehlschläger, P.; Haggenmüller, S.; Herbst, U.; Voeth, M. (2019): The Future of Business Negotiations - Current Trends and New Perspectives on Negotiation Behavior, Presentation at the 32nd International Association for Conflict Management (IACM 2019), Dublin.

Ortmann, M.; Herbst, U.; Merz, M. (2019): Once Low Power, Always Low Outcomes? Analyzing Negotiations in Different Business Relationship Types Over Time, Presentation at the 32nd International Association for Conflict Management (IACM 2019), Dublin.

Herbst, U.;  Voeth. M.; Hefner, M.; Siebert, E. (2019): Gain without Pain: How to Make Optimal Negotiation Packages, Presentation at the 32st International Association for Conflict Management (IACM 2019), Dublin. 

Weber, M.; Herbst, U. (2019): No Numbers Needed?! The Power of Semantic Anchoring, Presentation at the 32nd International Association for Conflict Management (IACM 2019), Dublin.

Degenhart, A.; Gnanes, S.; Herbst, U.; Voeth, M. (2018): Long Story Short: An Empirical Analysis of Storytelling Effects in Negotiations, Proceedings of the 31st International Association of Conflict Management Conference (IACM 2018), Philadelphia.

Pöschl, I.; Voeth, M. (2018): The Ambidextrous Negotiatior: Negotiation Behavior and Individual Negotiation Outcome, 31st International Association for Conflict Management Conference (IACM 2018), Philadelphia.

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.

Arnegger, A.; Voeth, M.; Pätzold, A. (2017): Urban Freight Logistics: Betroffene Geschäftsmodelle und deren Fähigkeit zur Transformation am Beispiel des Gesundheitssektors, in: Tagungsband zum 9. Wissenschaftsforum Mobilität, Duisburg.

Sand, J. (2017): When Negotiations Fail Before They Start – The Role of Preference Building Processes in Israeli-Palestinian Conflict Resolution, Proceedings of the 17th International Conference on Group Decision and Negotiation (GDN 2017), Stuttgart.

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).

Knöpfle, T.; Herbst, U.; Voeth, M. (2016): From the Past to the Future: Methodological Developments and Trends in Negotiation Research, Proceedings of the 29th International Association of Conflict Management Conference (IACM 2016), New York.

Kasprzak, S.; Voeth, M. (2016): Negotiation Costs in Business Transactions: Investigating the Less Sexy Side of Bargaining, Proceedings of the 29th International Association of Conflict Management Conference (IACM 2016), New York.

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.; Voeth, M. (2015): First Come, First Served?- The Impact of the First Concession on Negotiation Outcome, The 15th International Conference on Group Decision and Negotiation (GDN 2015), Warschau.

Sipos, P.; Voeth, M.; Onat, J. (2015): Separating the Wheat from the Chaff? – Analyzing the Impact of Respondentsˈ Cognitive Abilities on Predictive Validity in Conjoint Studies, Proceedings of the 44th European Marketing Academy Conference (EMAC 2015), Leuven.

Poelzl, J.; Voeth, M.; Kienle, R. (2015): What Makes Business Model Innovation Successful? An Emprical Study of Drivers, Process and Management, Proceedings of the 44th European Marketing Association Conference (EMAC 2015), Leuven.

Sipos, P.; Voeth, M. (2015): Performance, Motivation And Ability” – Testing A Pay-For-Performance Incentive Mechanism For Conjoint Analysis, Proceeding of the 18th Sawtooth Software Conference 2015, Orlando.

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 Education? 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.

Sihler, P.; Voeth, M. (2014): Customer Acceptance of Usage Behavior-Based-Prices, Proceedings of the 43rd European Marketing Association Conference (EMAC 2014), Valencia.

Sipos, P.; Voeth, M. (2014): Itˈs Up to You! Pay for Performance Incentive Mechanisms in Conjoint Studies, Proceedings of the 43rd European Marketing Association Conference (EMAC 2014), Valencia.

Poelzl, J.; Eidhoff, A. T.; Voeth, M. (2014): Business Development: A New Organizational Anchorage of Strategic Marketing in B2B Companies? Proceeding of the 43rd European Marketing Association Conference (EMAC 2014), Valencia.

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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