@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}
}
@phdthesis{Oehlschlaeger2022,
  author    = {Oehlschl{\"a}ger, Patricia},
  title     = {Future perspectives on business negotiations},
  series = {Schriftenreihe zum Verhandlungsmanagement},
  journal   = {Schriftenreihe zum Verhandlungsmanagement},
  number    = {19},
  publisher = {Kovac},
  address   = {Hamburg},
  isbn      = {978-3-339-13256-7},
  issn      = {2365-7898},
  pages     = {173},
  year      = {2022},
  abstract  = {Despite the importance of negotiations in companies and their contribution to strategic corporate planning, researchers have not yet focused on assessing the development of negotiations in the future. To broaden the field of futures research in negotiations and to provide empirical guidance about strategic business decisions to negotiators and managers, this work exploratively investigates the future of negotiations. The impact of trends on negotiations and negotiation behavior, as well as the development of future negotiation scenarios are therefore examined. Moreover, the preparation of negotiators for the future is analyzed and how effective negotiation teaching can be designed to improve negotiation performance.},
  language  = {en}
}