@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{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}
}
@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}
}
@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}
}
@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}
}
@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}
}