TY - RPRT A1 - Voeth, Markus A1 - Herbst, Uta A1 - Stief, Sarah T1 - Wie verhandelt die Praxis? BT - Ergebnisse einer Befragung von deutschen Managern T3 - Working Paper Series - Negotiation Academy Potsdam - 1 KW - Verhandlungsmanagement KW - Verhandlungen KW - Negotiation Y1 - 2015 U6 - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:kobv:517-opus4-78759 PB - Universitätsverlag Potsdam CY - Potsdam ER - TY - JOUR A1 - Voeth, Markus A1 - Herbst, Uta A1 - Haggenmüller, Sandra A1 - Weber, Marie-Christin T1 - Wie verhandeln deutsche Manager? JF - Zeitschrift für Konfliktmanagement Y1 - 2019 U6 - https://doi.org/10.9785/zkm-2020-230107 VL - 23 IS - 1 SP - 21 EP - 24 PB - Dr. Otto Schmidt CY - Köln ER - TY - JOUR A1 - Vöth, Markus A1 - Herbst, Uta A1 - Liess, Frank T1 - We know exactly what you want the development of a completely individualised conjoint analysis JF - International journal of market research N2 - 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. Y1 - 2013 U6 - https://doi.org/10.2501/IJMR-2013-038 SN - 1470-7853 VL - 55 IS - 3 SP - 437 EP - 458 PB - Market Research Society CY - London ER - TY - BOOK A1 - Voeth, Markus A1 - Herbst, Uta T1 - Verhandlungsmanagement BT - Planung, Steuerung und Analyse N2 - 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 - Realitätsnahe Fallstudien - Prägnante Beispiele - Übungsaufgaben Y1 - 2015 SN - 978-3-7910-3570-3 PB - Schäffer-Poeschel CY - Stuttgart ET - 2. völlig neu bearb. Auflage ER - TY - THES A1 - Herbst, Uta T1 - Untersuchungen zur In-vitro-Zelltransformation in Dickdarmepithelzellen des Menschen und Dünndarmephithelzellen der Ratte durch Benzo(c)phenanthren-3,4-dihydrodiol-1,2-epoxide Y1 - 2012 CY - Potsdam ER - TY - JOUR A1 - Haggenmüller, Sandra A1 - Oehlschläger, Patricia A1 - Herbst, Uta A1 - Voeth, Markus T1 - Time for change? BT - scenario analysis on buyer–seller negotiations JF - The journal of business & industrial marketing N2 - 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. KW - Negotiating KW - Scenario analysis KW - COVID-19 KW - Business negotiation KW - Buyer–seller negotiations KW - Future scenarios Y1 - 2022 U6 - https://doi.org/10.1108/JBIM-11-2021-0511 SN - 0885-8624 SN - 2052-1189 VL - 38 IS - 5 SP - 1215 EP - 1242 PB - Emerald Publishing Limited CY - Bingley ER - TY - JOUR A1 - Hebisch, Benjamin A1 - Wild, Andreas A1 - Herbst, Uta T1 - The power of alternative suppliers in the automotive industry BT - a matter of innovation? JF - Industrial marketing management : the international journal for industrial and high-tech firms N2 - 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. KW - Purchasing performance KW - Number of alternatives KW - Automotive industry KW - Supply chain relationship Y1 - 2022 U6 - https://doi.org/10.1016/j.indmarman.2021.12.017 SN - 0019-8501 SN - 1873-2062 VL - 102 SP - 1 EP - 11 PB - Elsevier CY - New York ER - TY - JOUR A1 - Oehlschläger, Patricia A1 - Haggenmüller, Sandra A1 - Herbst, Uta A1 - Voeth, Markus T1 - The future of business negotiations BT - how megatrends influence negotiation behavior JF - Negotiation and Conflict Management Research N2 - 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. KW - business negotiation KW - negotiation trends KW - digitalization in negotiations KW - survey Y1 - 2023 U6 - https://doi.org/10.34891/2022.0496 SN - 1750-4708 SN - 1750-4716 VL - 16 IS - 1 SP - 23 EP - 47 PB - Carnegie Mellon University Library CY - [Pittsburgh, Pennsylvania] ER - TY - JOUR A1 - Voeth, Markus A1 - Herbst, Uta A1 - Pöschl, Iris T1 - Sehen Sie mein Flipchart jetzt? JF - Harvard-Business-Manager N2 - Digitale Verhandlungen am Bildschirm sind seit über einem Jahr Alltag. Dennoch fremdeln viele Führungskräfte damit, wie eine aktuelle Studie zeigt. Y1 - 2021 UR - https://www.manager-magazin.de/harvard/digitalisierung/wie-digitale-verhandlungen-erfolgreich-sind-a-4ebd85a7-0002-0001-0000-000177421315?sara_ref=re-xx-cp-sh SN - 0945-6570 SN - 2195-1357 VL - 43 IS - 6 SP - 56 EP - 62 PB - Manager-Magazin-Verlags-Gesellschaft CY - Hamburg ER - TY - JOUR A1 - Herbst, Uta A1 - Wagner, Dieter T1 - Potsdam Transfer - die tentrale wissenschaftliche Einrichtung für Gründung, Innovation, Wissens- und Technologietransfer JF - Entrepreneurship education: das Potsdamer Modell der Gründungslehre und -beratung Y1 - 2015 SN - 978-3-7357-6095-1 SP - 46 EP - 52 PB - BoD CY - Norderstedt ER -