@article{LeibRuppel2020,
  author    = {Leib, Julia and Ruppel, Samantha},
  title     = {The learning effects of United Nations simulations in political science classrooms},
  series = {European Political Science},
  volume    = {19},
  journal   = {European Political Science},
  number    = {3},
  issn      = {1682-0983},
  doi       = {10.1057/s41304-020-00260-3},
  pages     = {336 -- 351},
  year      = {2020},
  abstract  = {How do active learning environments—by means of simulations—enhance political science students' learning outcomes regarding different levels of knowledge? This paper examines different UN simulations in political science courses to demonstrate their pedagogical value and provide empirical evidence for their effectiveness regarding three levels of knowledge (factual, procedural and soft skills). Despite comprehensive theoretical claims about the positive effects of active learning environments on learning outcomes, substantial empirical evidence is limited. Here, we focus on simulations to systematically test previous claims and demonstrate their pedagogical value. Model United Nations (MUNs) have been a popular teaching device in political science. To gain comprehensive data about the active learning effects of MUNs, we collect data and evaluate three simulations covering the whole range of simulation characteristics: a short in-class simulation of the UN Security Council, a regional MUN with different committees being simulated, and two delegations to the National Model United Nations, for which the students prepare for 1 year. Comparative results prove that simulations need to address certain characteristics in order to produce extensive learning outcomes. Only comprehensive simulations are able to achieve all envisioned learning outcomes regarding factual and procedural knowledge about the UN and soft skills.},
  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}
}
@phdthesis{Hebisch2021,
  author    = {Hebisch, Benjamin},
  title     = {Power in supply chain negotiations: a two-stage approach},
  series = {Schriftenreihe zum Verhandlungsmanagement ; Band 15},
  journal   = {Schriftenreihe zum Verhandlungsmanagement ; Band 15},
  publisher = {Kovac},
  address   = {Hamburg},
  isbn      = {978-3-339-12400-5},
  school      = {Universit{\"a}t Potsdam},
  pages     = {XXX,106},
  year      = {2021},
  abstract  = {Negotiations between buyers and suppliers directly influence a company's costs, revenue, and consequently its profits. The outcome of these negotiations relies heavily on the companies' as well as the negotiators' power position. Across three empirical articles the author demonstrates how the own power position can first be identified as well as improved and subsequently used to maximize profits in negotiations between sellers and buyers. In the first paper the sources underlying buyer and supplier power are identified and weighted. The results of the first paper show the impact of each single sources on the buyer and supplier power. The number of suppliers available for one product is by far the most important source of power for both sides. The results indicate that a higher number of suppliers leads to a better power position of the buyer and simultaneously to an inferior power position of a single supplier. The second paper aims to examine the impact of the number of suppliers on the outcome of buyer-seller-negotiations thereby considering the innovation level of the products purchased. The results of the second study which are based on real negotiation data from a German car manufacturer indicate that the number of available suppliers has a stronger impact on the negotiation outcome for innovative than for functional, less innovative products. The third paper analyzes how the ability to take the counterpart's perspective (perspective taking ability) influences the negotiation outcome. This relationship is examined for different power positions. The results indicate that a negotiator's high perspective taking ability leads to a more unfavorable negotiation outcome compared to low perspective taking ability. Simultaneously, high perspective taking ability causes a more positive perception of the conducted negotiation than low perspective taking ability. This contradictory effect of perspective taking ability bears the risk for buyers and suppliers to assess an unfavorable outcome as positive. Finally, the results of the papers are summarized and discussed. The dissertation concludes with implications for practice, limitations of the work, and approaches for future research.},
  language  = {en}
}