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 -