@article{VoethHerbstLiess2013,
  author    = {V{\"o}th, Markus and Herbst, Uta and Liess, Frank},
  title     = {We know exactly what you want the development of a completely individualised conjoint analysis},
  series = {International journal of market research},
  volume    = {55},
  journal   = {International journal of market research},
  number    = {3},
  publisher = {Market Research Society},
  address   = {London},
  issn      = {1470-7853},
  doi       = {10.2501/IJMR-2013-038},
  pages     = {437 -- 458},
  year      = {2013},
  abstract  = {Improving the predictive validity of conjoint analysis has been an important research objective for many years. Whereas the majority of attempts have been different approaches to preference modelling, data collection or product presentation, only a few scholars have tried to improve predictive validity by individualising conjoint designs. This comes as a surprise because many markets have observed an augmented demand for customised products and highly heterogeneous customers' preferences. Against this background, the authors develop a conjoint variant based on a completely individualised conjoint design. More concretely, the new approach not only individualises the attributes, but also the attribute levels. The results of a comprehensive empirical study yield a significantly higher validity than existing standardised-level conjoint approaches. Consequently, they help marketers to gain deeper insights into their customers' preferences.},
  language  = {en}
}
@article{VoethHerbstPoeschl2021,
  author    = {Voeth, Markus and Herbst, Uta and P{\"o}schl, Iris},
  title     = {Sehen Sie mein Flipchart jetzt?},
  series = {Harvard-Business-Manager},
  volume    = {43},
  journal   = {Harvard-Business-Manager},
  number    = {6},
  publisher = {Manager-Magazin-Verlags-Gesellschaft},
  address   = {Hamburg},
  issn      = {0945-6570},
  pages     = {56 -- 62},
  year      = {2021},
  abstract  = {Digitale Verhandlungen am Bildschirm sind seit {\"u}ber einem Jahr Alltag. Dennoch fremdeln viele F{\"u}hrungskr{\"a}fte damit, wie eine aktuelle Studie zeigt.},
  language  = {de}
}
@article{VoethHerbstHaggenmuelleretal.2019,
  author    = {Voeth, Markus and Herbst, Uta and Haggenm{\"u}ller, Sandra and Weber, Marie-Christin},
  title     = {Wie verhandeln deutsche Manager?},
  series = {Zeitschrift f{\"u}r Konfliktmanagement},
  volume    = {23},
  journal   = {Zeitschrift f{\"u}r Konfliktmanagement},
  number    = {1},
  publisher = {Dr. Otto Schmidt},
  address   = {K{\"o}ln},
  doi       = {10.9785/zkm-2020-230107},
  pages     = {21 -- 24},
  year      = {2019},
  language  = {de}
}
@article{ThalerHerbstMerz2018,
  author    = {Thaler, Verena Sabine and Herbst, Uta and Merz, Michael A.},
  title     = {A real product scandal's impact on a high-equity brand},
  series = {Journal of Product \& Brand Management},
  volume    = {27},
  journal   = {Journal of Product \& Brand Management},
  number    = {4},
  publisher = {Emerald Group Publishing Limited},
  address   = {Bingley},
  issn      = {1061-0421},
  doi       = {10.1108/JPBM-05-2017-1469},
  pages     = {427 -- 439},
  year      = {2018},
  abstract  = {Findings - The results provide (longitudinal) support for the proposed evaluative approach. They reveal new evidence that building brand equity is a means to mitigate negative effects, and indicate that negative spillover effects within a high-equity brand portfolio are unlikely. Finally, this research identifies situations in which developing a new brand might be more beneficial than leveraging an existing brand. Practical implications - This research has significant implications for firms with high-equity brands that might be affected by a scandal. The findings support managers to navigate their brands through a crisis.},
  language  = {en}
}
@article{SiebertHerbst2021,
  author    = {Siebert, Ernestine Cath{\´e}rine and Herbst, Uta},
  title     = {New perspectives on issue analysis},
  series = {Negotiation journal},
  volume    = {37},
  journal   = {Negotiation journal},
  number    = {4},
  publisher = {Wiley-Blackwell},
  address   = {Oxford},
  issn      = {0748-4526},
  doi       = {10.1111/nejo.12379},
  pages     = {485 -- 518},
  year      = {2021},
  abstract  = {Researchers have shown that structuring issues and organizing an agenda before a negotiation lead to improved negotiation performance. By using issue analysis, negotiators become aware of their own and their opponents' preferences on negotiation issues and are able to use this knowledge to optimize their degree of success. Following research on asymmetrical preferences in negotiations, we introduce a new approach for issue analysis that considers the identification of one-sided preferences, specifically a 0-preference for issues from one party. We conducted an experimental study to test if this type of preference for an issue (chance issue) yields strategic potential for a negotiator. We also examined whether the identification of these chance issues could be particularly relevant for a low-power party in negotiations with a power imbalance, to overcome the lower scope of action due to the weaker negotiating position. The results indicate initial verification that no preference at all for one issue could lead to higher individual performance and noneconomic outcomes. Joint performance was positively affected by 0-preference, even in unbalanced power situations.},
  language  = {en}
}
@article{OehlschlaegerHaggenmuellerHerbstetal.2023,
  author    = {Oehlschl{\"a}ger, Patricia and Haggenm{\"u}ller, Sandra and Herbst, Uta and Voeth, Markus},
  title     = {The future of business negotiations},
  series = {Negotiation and Conflict Management Research},
  volume    = {16},
  journal   = {Negotiation and Conflict Management Research},
  number    = {1},
  publisher = {Carnegie Mellon University Library},
  address   = {[Pittsburgh, Pennsylvania]},
  issn      = {1750-4708},
  doi       = {10.34891/2022.0496},
  pages     = {23 -- 47},
  year      = {2023},
  abstract  = {Megatrends, affecting multiple aspects of future society, economy, and technology, drive today's business world. They are expected to impact all areas in companies and will, therefore, most likely occur in business negotiations. Although several studies address future developments of different business divisions, the megatrends' impact on negotiations has, thus far, not been analyzed. We designed a model including the three megatrends, i.e., globalization and economic shift, digitalization and new technologies, and demographic and social change, which have main effects on specific negotiation aspects. Our study combined an online survey and expert interviews with negotiation practitioners to provide a first broad view of how megatrends affect future business negotiations. The results confirm our model and reveal a close connection of megatrends and single negotiation aspects. Among others, we examine an orientation toward global partners, an increased interconnection through various electronic systems, as well as two opposite relationship directions - long-term and integrative through strategic cooperation vs. short-term and distributive through competition and new technologies.},
  language  = {en}
}
@article{HerbstWagner2015,
  author    = {Herbst, Uta and Wagner, Dieter},
  title     = {Potsdam Transfer - die tentrale wissenschaftliche Einrichtung f{\"u}r Gr{\"u}ndung, Innovation, Wissens- und Technologietransfer},
  series = {Entrepreneurship education: das Potsdamer Modell der Gr{\"u}ndungslehre und -beratung},
  journal   = {Entrepreneurship education: das Potsdamer Modell der Gr{\"u}ndungslehre und -beratung},
  publisher = {BoD},
  address   = {Norderstedt},
  isbn      = {978-3-7357-6095-1},
  pages     = {46 -- 52},
  year      = {2015},
  language  = {de}
}
@article{HerbstKemmerlingNeale2017,
  author    = {Herbst, Uta and Kemmerling, Birte Christina and Neale, Margaret A.},
  title     = {All in, one-at-a-time or somewhere in the middle?},
  series = {The journal of business \& industrial marketing},
  volume    = {32},
  journal   = {The journal of business \& industrial marketing},
  number    = {4},
  publisher = {Emerald Group Publishing Limited},
  address   = {Bingley},
  issn      = {0885-8624},
  doi       = {10.1108/JBIM-12-2015-0251},
  pages     = {580 -- 586},
  year      = {2017},
  abstract  = {Purpose: While industrial marketers have long bundled their products and services to sell them as packages, to what extent should negotiators also rely on packaging their offers? Clearly, negotiating at a package level can tax the cognitive capacity of the involved parties at some point. Therefore, this study aims to analyze the impact of the number and type of issues that should be negotiated simultaneously to leverage the package strategy efficiently and effectively in multi-issue buyer-seller negotiations. Design/methodology/approach: The authors conducted and analyzed negotiation simulations with 676 students from 2 public universities. Findings: The authors' results suggest that negotiating three out of six issues simultaneously is the least efficient but most effective strategy in multi-issue buyer-seller negotiations. Moreover, they found that bundling distributive and integrative issues is more efficient and effective than only bundling distributive or integrative negotiation issues in a package offer. Originality/value: Past research has examined the impact of negotiating a package as compared to each issue separately; however, little empirical attention has been directed toward understanding how to apply a package strategy in complex multi-issue negotiations.},
  language  = {en}
}
@article{HerbstFuchsTeubneretal.2006,
  author    = {Herbst, Uta and Fuchs, Iris Judith and Teubner, Wera and Steinberg, Pablo},
  title     = {Malignant transformation of human colon epithelial cells by benzo[c]phenanthrene dihydrodiolepoxides as well as 2-hydroxyamino-1-methyl-6-phenylimidazo[4,5-b]pyridine},
  issn      = {0041-008X},
  doi       = {10.1016/j.taap.2005.07.016},
  year      = {2006},
  abstract  = {Polycyclic aromatic hydrocarbons (PAHs) and heterocyclic aromatic amines (HCAs) ingested with food have repeatedly been suggested to be involved in the malignant transformation of colon epithelial cells. In order to test this hypothesis, HCEC cells (SV40 large T antigen-immortalized human colon epithelial cells) were incubated with a racemic mixture of benzo[c]phenanthrene dihydrodiol epoxides (B[c]PhDE), extremely potent carcinogenic PAH metabolites in vivo, or with 2-hydroxyamino-1-methyl-6-phenylimidazo[4,5-b]pyridine (N-OH-PhIP), the N-hydroxylated metabolite of the most abundant HCA in cooked meat. First, it was shown that HCEC cells express sulfotransferase 1A1, which is needed to metabolize N-OH-PhIP to the corresponding N-sulfonyloxy derivative, the direct precursor molecule of genotoxic nitrenium ions. Thereafter, exponentially growing HCEC cells were exposed five times to 0.1 mu g (0.37 nmol) B[c]PhDE/ml for 30 min or 0.72 mu g (3 mnol) N-OH-PhTP/ml for 24 h. Chemically treated HCEC cells showed an enhanced saturation density and grew faster than the corresponding solvent-treated cell cultures. After five treatment cycles, HCECB[c]PhDE as well as HCECN-OH-PhIP cells lost cell-cell contact inhibition and started piling up and forming foci in the culture flasks. Furthermore, HCECB[c]phDE and HCECN-OH-PhIP cells were injected i.m. into SCID mice. Within 6 weeks after injection, eight animals out of eight injected with HCECB[c]phDE or HCECN-OH-PhIP cells developed tumors at the site of injection, thus demonstrating the high tumorigenic potential of the HCECB[c]PhDE and HCECN-OH-PhIP cell cultures. Taken together, we show for the first time that the abovementioned active PAH metabolites as well as N-OH-PhIP are indeed able to malignantly transform human colon epithelial cells in vitro.},
  language  = {en}
}
@article{HerbstFuchsTeubneretal.2004,
  author    = {Herbst, Uta and Fuchs, Iris Judith and Teubner, Wera and Seidel, Albrecht and Frank, Heinz and Steinberg, Pablo},
  title     = {Malignant transformation of human colon epithelial cells by polycyclic aromatic hydrocarbons and heterocyclic aromatic amines},
  issn      = {0028-1298},
  year      = {2004},
  language  = {en}
}