TY - JOUR A1 - Herbst, Uta A1 - Kemmerling, Birte Christina A1 - Neale, Margaret A. T1 - All in, one-at-a-time or somewhere in the middle? BT - Leveraging the composition and size of the negotiating package JF - The journal of business & industrial marketing N2 - 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. KW - Negotiation performance KW - Issue bundling KW - Joint negotiation outcome KW - Number of offers KW - Package strategy Y1 - 2017 U6 - https://doi.org/10.1108/JBIM-12-2015-0251 SN - 0885-8624 SN - 2052-1189 VL - 32 IS - 4 SP - 580 EP - 586 PB - Emerald Group Publishing Limited CY - Bingley ER - TY - JOUR A1 - Thaler, Verena Sabine A1 - Herbst, Uta A1 - Merz, Michael A. T1 - A real product scandal’s impact on a high-equity brand BT - a new approach to assessing scandal impact to assessing scandal impact JF - Journal of Product & Brand Management N2 - 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. KW - Crisis management KW - Consumer brand equity KW - Product scandal Y1 - 2018 U6 - https://doi.org/10.1108/JPBM-05-2017-1469 SN - 1061-0421 VL - 27 IS - 4 SP - 427 EP - 439 PB - Emerald Group Publishing Limited CY - Bingley ER - TY - JOUR A1 - Siebert, Ernestine Cathérine A1 - Herbst, Uta T1 - New perspectives on issue analysis BT - one-sided preferences as a strategic source in multi-issue negotiations JF - Negotiation journal N2 - 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. KW - negotiation preparation KW - issue analysis KW - preference differences KW - negotiation strategy KW - power imbalance KW - multi-issue negotiation Y1 - 2021 U6 - https://doi.org/10.1111/nejo.12379 SN - 0748-4526 SN - 1571-9979 VL - 37 IS - 4 SP - 485 EP - 518 PB - Wiley-Blackwell CY - Oxford 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 - 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 - 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 - 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 - 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 - BOOK A1 - Voeth, Markus A1 - Herbst, Uta A1 - Austen, Viola A1 - Becker, Tatjana A1 - Bertels, Victoria A1 - Heigl, Julia A1 - Huttelmaier, Hannes A1 - Kugler, Aline A1 - Loos, Jeanette A1 - Meister, Christoph A1 - Rentner, Björn A1 - Richter, Jenny A1 - Schmidt, Natalie A1 - Schwarz, Daniela A1 - schwarz, Sabine T1 - Marketing-Managment : Grundlagen, Konzeption und Umsetzung Y1 - 2013 SN - 978-3-7910-3271-9 PB - Schäffer-Poeschel Verlag CY - Stuttgart 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 - 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 - Herbst, Uta A1 - Fuchs, Iris Judith A1 - Teubner, Wera A1 - Seidel, Albrecht A1 - Frank, Heinz A1 - Steinberg, Pablo T1 - Malignant transformation of human colon epithelial cells by polycyclic aromatic hydrocarbons and heterocyclic aromatic amines Y1 - 2004 SN - 0028-1298 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 - TY - JOUR A1 - Herbst, Uta A1 - Fuchs, Iris Judith A1 - Teubner, Wera A1 - Steinberg, Pablo T1 - 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 N2 - 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. Y1 - 2006 UR - http://www.sciencedirect.com/science/journal/0041008X U6 - https://doi.org/10.1016/j.taap.2005.07.016 SN - 0041-008X 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 - 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 - Herbst, Uta A1 - Franzke, Jochen A1 - Wicke, Markus A1 - Weber, Susann A1 - Dobrigkeit, Philipp A1 - Mikulcová, Anna A1 - Wanagas, Torsten A1 - Sim, Chu-Won A1 - Klosa, Sven A1 - Geißler-Grünberg, Anke A1 - Winter, Jean-Pierre A1 - Koch, Helvi A1 - Henrich, Lutz A1 - König, Julia A1 - Stab, Uwe A1 - Schmidt, Sina A1 - Knuth, Alexander T1 - Portal alumni T2 - Das Ehemaligen-Magazin der Universität Potsdam N2 - 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 Plätze für den Studiengang Medienwissenschaft an der Universität Potsdam beworben. Nach ihrem erfolgreichen Abschluss allerdings konkurrieren die Absolventen am Arbeitsmarkt mit Tausenden Abgängern anderer Hochschulen aus Film-, Medien- und Kommunikationsstudiengängen. Das sind allein in der Region Berlin-Brandenburg jährlich etwa 1 500. Doch nach jahrzehntelangem Boom der Medienbranche hat sich der Arbeitsmarkt im vergangenen Jahrzehnt drastisch verändert. Konjunkturkrise, Kursrückgänge und rückläufige Werbeinvestitionen schwächten 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 veränderten Nutzerverhaltens insbesondere der jungen Generation, die ihre Informationen zunehmend aus Internet, Apps und sozialen Netzwerken gewinnen. Die Berufsaussichten für all Jene, die „Irgendwas mit Medien“ studieren wollen sind zwar aufgrund des Arbeitsmarktes schwieriger geworden, sie sind aber dennoch vielfältig. Guter Journalismus wird weiterhin benötigt und auch Öffentlichkeitsarbeiter sind gefragt. Darüber hinaus stehen Absolveninspiriert von den Fernsehbildern, als Tausende Flüchtlinge herzlich in München empfangen wurden, kam unserem Kollegen Eric Makswitat die Idee, sich auch auf lokaler Ebene für die hier ankommenden Flüchtlinge zu engagieren. Der Doktorand in der Politikwissenschaft sammelt über das Internet Bücher für Flüchtlinge und gibt sie dann direkt in den Flüchtlingsunterkünften ab. Eric Makswitat ist einer von Vielen, die derzeit einen wichtigen Beitrag zur Bewältigung der Herausforderungen des Flüchtlingszustroms nach Deutschland leisten. Die engagierten Helfer sind „ein Beweis dafür, wie weit die Selbstorganisationskräfte der organisierten Bürgerschaft 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 kürzlich an der Uni veröffentlichte Studie zum Verbleib unserer Absolventinnen und Absolventen ermittelt hat. Unsere Alumni steigen ein in Berufsfeldern der Politik, Wirtschaft und Gesellschaft, sie gründen Firmen und sie engagieren sich beruflich, privat oder gesellschaftlich. Viele davon in Potsdam. Wenn die Universität Potsdam im nächsten Jahr ihr 25-jähriges Jubiläum 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 Fachkräfte neueste wissenschaftliche Erkenntnisse in die Praxis überführen. Portal alumni ist deshalb in diesem Jahr hier, zu Hause in Potsdam geblieben. Wir haben Absolventen der Universität Potsdam gesucht, die heute in unterschiedlichen beruflichen und gesellschaftlichen Kontexten in der Region aktiv sind und sich engagieren. T3 - Portal alumni : das Ehemaligen-Magazin der Universität Potsdam - 12/2015 Y1 - 2015 U6 - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:kobv:517-opus4-445297 SN - 1613-2343 IS - 12 ER - TY - CHAP A1 - Klaue, Katharina A1 - Oehlschläger, Patricia A1 - Zender, Raphael A1 - Siebert, Ernestine A1 - Lucke, Ulrike A1 - Herbst, Uta A1 - Hefner, Manuel ED - Gronau, Norbert ED - Heine, Moreen ED - Poustcchi, K. ED - Krasnova, Hanna T1 - Automatisierung im Verhandlungstraining durch den Einsatz intelligenter Dialogsysteme und Virtual Reality T2 - Entwicklungen, Chancen und Herausforderungen der Digitalisierung : Proceedings der 15. Internationalen Tagung Wirtschaftsinformatik, WI 2020, Potsdam, Germany, March 9-11, 2020 - Community Tracks N2 - Erfolgreiches Verhandeln stellt einen Schlüsselfaktor für Unternehmenserfolge dar. Es angemessen zu trainieren kann jedoch sowohl zeitaufwendig als auch kostenintensiv werden, erfordert es doch idealerweise wiederholte, persönliche Übungen mit professionellen Verhandlungsführern oder Agenten. Digitale Trainingswerkzeuge können zwar ebenfalls Trainingserfolge erzielen, bieten aber eine mangelnde Authentizität der Übungssituation und erschweren somit den Transfer des Gelernten in den Berufsalltag. Das in diesem Beitrag vorgestellte Verhandlungstraining setzt Virtual Reality (VR) als Technologie für realitätsnahe Simulation ein, um eine räumlich authentische Übungssituation 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 Übungspartner für das VR-Verhandlungstraining. KW - Virtual Reality KW - Verhandlungstraining KW - Chatbot KW - Dialogsystem Y1 - 2020 SN - 978-3-95545-336-7 U6 - https://doi.org/10.30844/wi_2020_t3-klaue VL - 2 SP - 88 EP - 102 PB - GITO Verlag für Industrielle Informationstechnik und Organisation CY - Berlin ER -