@incollection{KlaueOehlschlaegerZenderetal.2020, author = {Klaue, Katharina and Oehlschl{\"a}ger, Patricia and Zender, Raphael and Siebert, Ernestine and Lucke, Ulrike and Herbst, Uta and Hefner, Manuel}, title = {Automatisierung im Verhandlungstraining durch den Einsatz intelligenter Dialogsysteme und Virtual Reality}, series = {Entwicklungen, Chancen und Herausforderungen der Digitalisierung : Proceedings der 15. Internationalen Tagung Wirtschaftsinformatik, WI 2020, Potsdam, Germany, March 9-11, 2020 - Community Tracks}, volume = {2}, booktitle = {Entwicklungen, Chancen und Herausforderungen der Digitalisierung : Proceedings der 15. Internationalen Tagung Wirtschaftsinformatik, WI 2020, Potsdam, Germany, March 9-11, 2020 - Community Tracks}, editor = {Gronau, Norbert and Heine, Moreen and Poustcchi, K. and Krasnova, Hanna}, publisher = {GITO Verlag f{\"u}r Industrielle Informationstechnik und Organisation}, address = {Berlin}, isbn = {978-3-95545-336-7}, doi = {10.30844/wi_2020_t3-klaue}, pages = {88 -- 102}, year = {2020}, abstract = {Erfolgreiches Verhandeln stellt einen Schl{\"u}sselfaktor f{\"u}r Unternehmenserfolge dar. Es angemessen zu trainieren kann jedoch sowohl zeitaufwendig als auch kostenintensiv werden, erfordert es doch idealerweise wiederholte, pers{\"o}nliche {\"U}bungen mit professionellen Verhandlungsf{\"u}hrern oder Agenten. Digitale Trainingswerkzeuge k{\"o}nnen zwar ebenfalls Trainingserfolge erzielen, bieten aber eine mangelnde Authentizit{\"a}t der {\"U}bungssituation und erschweren somit den Transfer des Gelernten in den Berufsalltag. Das in diesem Beitrag vorgestellte Verhandlungstraining setzt Virtual Reality (VR) als Technologie f{\"u}r realit{\"a}tsnahe Simulation ein, um eine r{\"a}umlich authentische {\"U}bungssituation zu schaffen. Weiterhin dient ein sprachlich interagierendes Dialogsystem als automatisierter, virtueller Verhandlungsagent. Dieser wurde mit Interaktionsdaten aus einer Verhandlungsstudie trainiert und bietet Trainingspersonen somit einen wirksamen {\"U}bungspartner f{\"u}r das VR-Verhandlungstraining.}, language = {de} } @article{HaggenmuellerOehlschlaegerHerbstetal.2022, author = {Haggenm{\"u}ller, Sandra and Oehlschl{\"a}ger, Patricia and Herbst, Uta and Voeth, Markus}, title = {Time for change?}, series = {The journal of business \& industrial marketing}, volume = {38}, journal = {The journal of business \& industrial marketing}, number = {5}, publisher = {Emerald Publishing Limited}, address = {Bingley}, issn = {0885-8624}, doi = {10.1108/JBIM-11-2021-0511}, pages = {1215 -- 1242}, year = {2022}, abstract = {Purpose: This study aims to provide probable future developments in the form of holistic scenarios for business negotiations. In recent years, negotiation research did not put a lot of emphasis on external changes. Consequently, current challenges and trends are scarcely integrated, making it difficult to support negotiation practice perspectively. Design/methodology/approach: This paper applies the structured, multi-method approach of scenario analysis. To examine the future space of negotiations, this combines qualitative and quantitative measures to base our analysis on negotiation experts' assessments, estimations and visions of the negotiation future. Findings: The results comprise an overview of five negotiation scenarios in the year 2030 and of their individual drivers. The five revealed scenarios are: digital intelligence, business as usual, powerful network - the route to collaboration, powerful network - the route to predominance and system crash. Originality/value: The scenario analysis is a suitable approach that enables to relate various factors of the negotiation environment to negotiations themselves and allows an examination of future changes in buyer-seller negotiations and the creation of possible future scenarios. The identified scenarios provide an orientation for business decisions in the field of negotiation.}, 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{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{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{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{HebischWildHerbst2022, author = {Hebisch, Benjamin and Wild, Andreas and Herbst, Uta}, title = {The power of alternative suppliers in the automotive industry}, series = {Industrial marketing management : the international journal for industrial and high-tech firms}, volume = {102}, journal = {Industrial marketing management : the international journal for industrial and high-tech firms}, publisher = {Elsevier}, address = {New York}, issn = {0019-8501}, doi = {10.1016/j.indmarman.2021.12.017}, pages = {1 -- 11}, year = {2022}, abstract = {The number of alternative suppliers is widely considered to be the most important source of power in supply chains. It is common knowledge that a buying company benefits from an increasing number of suppliers until a marginalization effect occurs. Consequently, a cost-benefit optimum must exist but has not been analyzed in a sufficiently differentiated manner in the literature. Particularly, research has not taken the variety of product groups, which is reflected by the degree of innovation, into account. Using a two-way analysis of variance, this study identifies the cost-benefit optimum for the number of suppliers and analyzes the moderating role of the degree of innovation. The analysis is based on real automotive business-to-business negotiation data. The results reveal that a cost-benefit optimum is reached at a number of three suppliers at the most. Furthermore, the impact of the number of suppliers is higher for innovative products than for more functional products. Purchasing managers can use the findings to determine the optimal size of their supplier choice set.}, language = {en} } @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{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} } @misc{HerbstFranzkeWickeetal.2015, author = {Herbst, Uta and Franzke, Jochen and Wicke, Markus and Weber, Susann and Dobrigkeit, Philipp and Mikulcov{\´a}, Anna and Wanagas, Torsten and Sim, Chu-Won and Klosa, Sven and Geißler-Gr{\"u}nberg, Anke and Winter, Jean-Pierre and Koch, Helvi and Henrich, Lutz and K{\"o}nig, Julia and Stab, Uwe and Schmidt, Sina and Knuth, Alexander}, title = {Portal alumni}, series = {Das Ehemaligen-Magazin der Universit{\"a}t Potsdam}, journal = {Das Ehemaligen-Magazin der Universit{\"a}t Potsdam}, number = {12}, organization = {Stabsstelle Studierendenmarketing/Alumniprogramm Im Auftrag der Pr{\"a}sidentin der Universit{\"a}t Potsdam}, issn = {1613-2343}, doi = {10.25932/publishup-44529}, url = {http://nbn-resolving.de/urn:nbn:de:kobv:517-opus4-445297}, pages = {68}, year = {2015}, abstract = {Die Beliebtheit von Medienberufen ist ungebrochen. Das zeigt sich unter anderem an der Zahl der Studieninteressierten. So haben sich allein in diesem Jahr mehr als 1 500 junge Leute auf einen der 44 Pl{\"a}tze f{\"u}r den Studiengang Medienwissenschaft an der Universit{\"a}t Potsdam beworben. Nach ihrem erfolgreichen Abschluss allerdings konkurrieren die Absolventen am Arbeitsmarkt mit Tausenden Abg{\"a}ngern anderer Hochschulen aus Film-, Medien- und Kommunikationsstudieng{\"a}ngen. Das sind allein in der Region Berlin-Brandenburg j{\"a}hrlich etwa 1 500. Doch nach jahrzehntelangem Boom der Medienbranche hat sich der Arbeitsmarkt im vergangenen Jahrzehnt drastisch ver{\"a}ndert. Konjunkturkrise, Kursr{\"u}ckg{\"a}nge und r{\"u}ckl{\"a}ufige Werbeinvestitionen schw{\"a}chten die Medien deutlich. Es folgten daraus schlechte Gewinnergebnisse, Einsparungen und Personalreduzierung, insbesondere bei den Printmedien. Die Insolvenz der Frankfurter Rundschau oder die Einstellung der Financial Times Deutschland sind nur zwei eklatante Beispiele. Auf der anderen Seite boomt der dynamische Online-Markt aufgrund des ver{\"a}nderten Nutzerverhaltens insbesondere der jungen Generation, die ihre Informationen zunehmend aus Internet, Apps und sozialen Netzwerken gewinnen. Die Berufsaussichten f{\"u}r all Jene, die „Irgendwas mit Medien" studieren wollen sind zwar aufgrund des Arbeitsmarktes schwieriger geworden, sie sind aber dennoch vielf{\"a}ltig. Guter Journalismus wird weiterhin ben{\"o}tigt und auch {\"O}ffentlichkeitsarbeiter sind gefragt. Dar{\"u}ber hinaus stehen Absolveninspiriert von den Fernsehbildern, als Tausende Fl{\"u}chtlinge herzlich in M{\"u}nchen empfangen wurden, kam unserem Kollegen Eric Makswitat die Idee, sich auch auf lokaler Ebene f{\"u}r die hier ankommenden Fl{\"u}chtlinge zu engagieren. Der Doktorand in der Politikwissenschaft sammelt {\"u}ber das Internet B{\"u}cher f{\"u}r Fl{\"u}chtlinge und gibt sie dann direkt in den Fl{\"u}chtlingsunterk{\"u}nften ab. Eric Makswitat ist einer von Vielen, die derzeit einen wichtigen Beitrag zur Bew{\"a}ltigung der Herausforderungen des Fl{\"u}chtlingszustroms nach Deutschland leisten. Die engagierten Helfer sind „ein Beweis daf{\"u}r, wie weit die Selbstorganisationskr{\"a}fte der organisierten B{\"u}rgerschaft in unserer Zivilgesellschaft mittlerweile entwickelt sind", meint dazu der Verwaltungswissenschaftler Jochen Franzke. Unser Kollege Eric ist auch in anderer Hinsicht beispielgebend. Er ist einer von rund achtzig Prozent aller ehemaligen Studierenden, die nach dem Studienabschluss in der Region bleiben, wie eine k{\"u}rzlich an der Uni ver{\"o}ffentlichte Studie zum Verbleib unserer Absolventinnen und Absolventen ermittelt hat. Unsere Alumni steigen ein in Berufsfeldern der Politik, Wirtschaft und Gesellschaft, sie gr{\"u}nden Firmen und sie engagieren sich beruflich, privat oder gesellschaftlich. Viele davon in Potsdam. Wenn die Universit{\"a}t Potsdam im n{\"a}chsten Jahr ihr 25-j{\"a}hriges Jubil{\"a}um in und mit der Stadt Potsdam feiern wird und mit Stolz auf hervorragende Leistungen aus Lehre und Forschung verweist, dann ist dies nicht zuletzt den Absolventinnen und Absolventen zu verdanken, die als hochqualifizierte Fachkr{\"a}fte neueste wissenschaftliche Erkenntnisse in die Praxis {\"u}berf{\"u}hren. Portal alumni ist deshalb in diesem Jahr hier, zu Hause in Potsdam geblieben. Wir haben Absolventen der Universit{\"a}t Potsdam gesucht, die heute in unterschiedlichen beruflichen und gesellschaftlichen Kontexten in der Region aktiv sind und sich engagieren.}, language = {de} } @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} } @phdthesis{Herbst2012, author = {Herbst, Uta}, title = {Untersuchungen zur In-vitro-Zelltransformation in Dickdarmepithelzellen des Menschen und D{\"u}nndarmephithelzellen der Ratte durch Benzo(c)phenanthren-3,4-dihydrodiol-1,2-epoxide}, address = {Potsdam}, pages = {105 S.}, year = {2012}, language = {de} } @book{VoethHerbstAustenetal.2013, author = {Voeth, Markus and Herbst, Uta and Austen, Viola and Becker, Tatjana and Bertels, Victoria and Heigl, Julia and Huttelmaier, Hannes and Kugler, Aline and Loos, Jeanette and Meister, Christoph and Rentner, Bj{\"o}rn and Richter, Jenny and Schmidt, Natalie and Schwarz, Daniela and schwarz, Sabine}, title = {Marketing-Managment : Grundlagen, Konzeption und Umsetzung}, publisher = {Sch{\"a}ffer-Poeschel Verlag}, address = {Stuttgart}, isbn = {978-3-7910-3271-9}, pages = {684 S.}, year = {2013}, language = {de} } @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} } @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{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} } @book{VoethHerbst2015, author = {Voeth, Markus and Herbst, Uta}, title = {Verhandlungsmanagement}, edition = {2. v{\"o}llig neu bearb. Auflage}, publisher = {Sch{\"a}ffer-Poeschel}, address = {Stuttgart}, isbn = {978-3-7910-3570-3}, publisher = {Universit{\"a}t Potsdam}, pages = {XXI, 301}, year = {2015}, abstract = {In nahezu allen Unternehmensbereichen spielen Verhandlungen eine zentrale Rolle. - Umfassender Ansatz des betriebswirtschaftlichen Verhandlungsmanagements - Praxiserfahrungen - Aktuelle Erkenntnisse der Verhandlungsforschung - Instrumente und Tools zur Planung, Steuerung und Kontrolle - Realit{\"a}tsnahe Fallstudien - Pr{\"a}gnante Beispiele - {\"U}bungsaufgaben}, language = {de} } @techreport{VoethHerbstStief2015, type = {Working Paper}, author = {Voeth, Markus and Herbst, Uta and Stief, Sarah}, title = {Wie verhandelt die Praxis?}, publisher = {Universit{\"a}tsverlag Potsdam}, address = {Potsdam}, url = {http://nbn-resolving.de/urn:nbn:de:kobv:517-opus4-78759}, year = {2015}, subject = {Verhandlungsmanagement}, language = {de} }