@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}
}
@phdthesis{Rhaout2021,
  author    = {Rhaout, Mohamed Kamal},
  title     = {The Impact of Motivational Factors on Employees' Turnover Intentions},
  pages     = {132},
  year      = {2021},
  language  = {de}
}
@phdthesis{Gandhi2022,
  author    = {Gandhi, Nilima},
  title     = {Visionary leadership and job satisfaction},
  doi       = {10.25932/publishup-57269},
  url       = {http://nbn-resolving.de/urn:nbn:de:kobv:517-opus4-572691},
  school      = {Universit{\"a}t Potsdam},
  pages     = {154},
  year      = {2022},
  abstract  = {Current business organizations want to be more efficient and constantly evolving to find ways to retain talent. It is well established that visionary leadership plays a vital role in organizational success and contributes to a better working environment. This study aims to determine the effect of visionary leadership on employees' perceived job satisfaction. Specifically, it investigates whether the mediators meaningfulness at work and commitment to the leader impact the relationship. I take support from job demand resource theory to explain the overarching model used in this study and broaden-and-build theory to leverage the use of mediators. To test the hypotheses, evidence was collected in a multi-source, time-lagged design field study of 95 leader-follower dyads. The data was collected in a three-wave study, each survey appearing after one month. Data on employee perception of visionary leadership was collected in T1, data for both mediators were collected in T2, and employee perception of job satisfaction was collected in T3. The findings display that meaningfulness at work and commitment to the leader play positive intervening roles (in the form of a chain) in the indirect influence of visionary leadership on employee perceptions regarding job satisfaction. This research offers contributions to literature and theory by first broadening the existing knowledge on the effects of visionary leadership on employees. Second, it contributes to the literature on constructs meaningfulness at work, commitment to the leader, and job satisfaction. Third, it sheds light on the mediation mechanism dealing with study variables in line with the proposed model. Fourth, it integrates two theories, job demand resource theory and broaden-and-build theory providing further evidence. Additionally, the study provides practical implications for business leaders and HR practitioners. Overall, my study discusses the potential of visionary leadership behavior to elevate employee outcomes. The study aligns with previous research and answers several calls for further research on visionary leadership, job satisfaction, and mediation mechanism with meaningfulness at work and commitment to the leader.},
  language  = {en}
}
@phdthesis{Stork2023,
  author    = {Stork, Carsten},
  title     = {Organizational negotiation mnagement},
  series = {Schriftenreihe zum Verhandlungsmanagement ; 23},
  journal   = {Schriftenreihe zum Verhandlungsmanagement ; 23},
  publisher = {Kovac},
  address   = {Hamburg},
  isbn      = {978-3-339-13554-4},
  issn      = {2365-7898},
  pages     = {XVII, 168},
  year      = {2023},
  abstract  = {Negotiations are a way of joint decision-making and thereby a form of social conflict. By determining the concrete allocation of scarce resources, negotiations have a great impact on the value creation of companies. If companies succeed in achieving better negotiation results in the long term, they can increase their profitability. Ensuring a company's negotiation success is therefore an organizational issue of central importance. While the question of ensuring individual negotiation success has been the subject and topic of multidisciplinary research for a long time, the question of how organizations can implement and ensure continuous negotiation success remains largely unexplored. This dissertation therefore aims to investigate how companies enable their employees to consistently achieve better negotiation outcomes. It is significant that, in the corporate context, negotiators do not act as individuals but as embedded representatives of an organization, and that negotiations are not one-time events but recurring necessities for the existence of the organization instead. In organizations, those recurring processes with a similar fundamental structure are handled by routines. A planned improvement of routines is often forced by new artifacts. In this context, artifacts refer to human-created technologies with which humans interact within routines and therefore artifacts have a central influence on executing the routine. If negotiation activities in companies are represented by organizational routines, one central issue for improving companies' negotiation performance is the artifacts' incorporation into organizational negotiation routines that facilitate the efficient application of the insights from negotiation research. The dissertation consists of three studies that were written as research papers to examine artifacts in the organizational negotiation context. The first study focuses on the pre-negotiation stage and presents four tools to assist negotiation practitioners in efficiently preparing for negotiation. The study examines the negotiation preparation's effectiveness and efficiency and the negotiation outcome in a case-based experiment. The second study is devoted to a closer examination of the barriers that inhibit the adoption of negotiation support systems (NSSs) as one kind of organizational negotiation artifact. The investigation is conducted using a structural equation model based on information from participating practitioners. The third study is concerned with the future of negotiation support system research. An exploratory study based on qualitative in-depth interviews with proven and published experts in the field aims to evaluate the current state of research. The general discussion of the dissertation connects, summarizes, and concludes the study results and derives implications for practice, limitations, and future research ideas.},
  language  = {en}
}
@phdthesis{Huhndorf2023,
  author    = {Huhndorf, Dominik},
  title     = {Vision{\"a}re F{\"u}hrung und Teamleistung},
  school      = {Universit{\"a}t Potsdam},
  pages     = {158},
  year      = {2023},
  language  = {de}
}
@phdthesis{Weber2019,
  author    = {Weber, Marie-Christin},
  title     = {Performance Enhancing Strategies in Different Negotiation Phases},
  publisher = {Kovac},
  address   = {Hamburg},
  isbn      = {978-3-339-10946-0},
  school      = {Universit{\"a}t Potsdam},
  pages     = {78},
  year      = {2019},
  abstract  = {The present dissertation investigates profit-maximizing behavior in different phases of the negotiation process. Over the last decades, research dealt in detail with behavior of negotiation actors with the aim of identifying performance enhancing factors. The majority of those studies focused on behavior within the main negotiation phase. This work, however, considers phases which are, so far, underrepresented in research but show an impact on the negotiation process and outcome. Those phases are the pre-negotiation, the first offer, and the main negotiation phase which is further divided by breaks into several rounds. Within these phases, traits of behavior are analyzed that can be used strategically in order to impact the negotiation outcome. The dissertation contains three papers, each one dealing with a specific strategy within one phase. The first paper investigates communication behavior in the pre-negotiation phase. Content analysis of a negotiation experiment shows that the employment of positive communication elements such as the generation of enthusiasm for an upcoming project results in an increase of agreements on entering a negotiation and also leads to a higher willingness to make concessions. The second paper explores the impact of a semantic first anchor, which does not contain a specific number but only gives a numerical direction, on the opponent's concession behavior and the final outcome. By means of two scenario-based questionnaires and a negotiation experiment it is demonstrated that semantic offers reveal an anchoring effect and lead to better negotiation outcomes. The third paper deals with the introduction of breaks and their effect on the following negotiation process. Therefore, content and outcome of another negotiation experiment are investigated. The analysis shows that breaks evoke a dominant impression but can negatively impact the atmosphere and thereby also the outcome. Finally, the gathered insights are brought together and discussed. The dissertation closes with implications for practice, limitations of the work, and ideas for future research.},
  language  = {en}
}
@phdthesis{Knoepfle2018,
  author    = {Kn{\"o}pfle, Timo Andreas},
  title     = {Methoden der Datenerhebung in der Verhandlungsforschung},
  series = {Schriftenreihe zum Verhandlungsmanagement ; 8},
  journal   = {Schriftenreihe zum Verhandlungsmanagement ; 8},
  publisher = {Kovac},
  address   = {Hamburg},
  isbn      = {978-3-339-10512-7},
  pages     = {296},
  year      = {2018},
  abstract  = {Valide generierte Daten aus Verhandlungen bilden die Grundlage zum Ergr{\"u}nden von Art und Umfang verschiedener Einflussfaktoren auf den Verhandlungsprozess und das Verhandlungsergebnis. Die Wahl einer bestimmten Datenerhebungsmethode wird weitestgehend von der jeweiligen Problemstellung einer Untersuchung bedingt. Aus diesem Zusammenhang erschließt sich die Notwendigkeit, fundierte Erkenntnisse und Empfehlungen f{\"u}r die Anwendung von bestimmten Datenerhebungsmethoden in der Verhandlungsforschung zu entwickeln. Damit einhergehend k{\"o}nnen sowohl Verbesserungspotenziale f{\"u}r die methodische Vorgehensweise zuk{\"u}nftiger Forschungsvorhaben aufgefunden als auch - basierend auf den generierten Daten - gehaltvolle Handlungsempfehlungen f{\"u}r die Verhandlungspraxis ausgesprochen werden. Zun{\"a}chst nimmt der Verfasser eine umfangreiche Literaturanalyse {\"u}ber die methodischen Praktiken der Datengewinnung in verhandlungsrelevanten Studien im Zeitraum 2005 bis 2014 vor. Basierend auf einer erg{\"a}nzend durchgef{\"u}hrten Befragung unter Verhandlungswissenschaftlern liefert er eine Prognose der zuk{\"u}nftigen Anwendungsh{\"a}ufigkeiten der Erhebungsmethoden und leitet methodische Erkenntnisse im Zeitverlauf ab. Insbesondere durch die Analyse der Passung zwischen Untersuchungsfragestellung und Datenerhebungsmethode sowie weiterer Aspekte (z. B. Art der Verhandlung, Forschungsdisziplin, Journal der Publikation, Korrespondenzautor und dessen Affiliation), welche die jeweilige Untersuchung beeinflussen k{\"o}nnten, schafft der Autor eine kontempor{\"a}re Entscheidungshilfe f{\"u}r kommende verhandlungsbezogene Forschungsaktivit{\"a}ten.},
  language  = {de}
}
@phdthesis{Gulsen2023,
  author    = {Gulsen, Ali},
  title     = {Empowering leadership, follower reflection, and leader well-being},
  doi       = {10.25932/publishup-58256},
  url       = {http://nbn-resolving.de/urn:nbn:de:kobv:517-opus4-582562},
  school      = {Universit{\"a}t Potsdam},
  pages     = {196},
  year      = {2023},
  abstract  = {This research focuses on empowering leadership, a leadership style that shares autonomy and responsibilities with the followers. Empowering leadership enhances the meaningfulness of work by fostering participation in decision-making, expressing confidence in high performance, and providing autonomy in target setting (Cheong, 2016). I examine how empowering leadership affects followers' reflection. I used data from 528 individuals across 172 teams and found a positive relationship between empowering leadership and followers' reflection. Followers' reflection, in turn, is negatively associated with followers' withdrawal, which mediates the beneficial effect of empowering leadership on leaders' emotional exhaustion. As for the leaders, I propose that empowering leadership is negatively related also to leaders' emotional exhaustion. This research broadens our understanding of empowering leadership's effects on both followers and leaders. Moreover, it integrates empowering leadership, leader emotional exhaustion, and burnout literature. Overall, empowering leadership strengthens members' reflective attitudes and behaviors, which result in reduced withdrawal (and increased presence and contribution) in teams. Because the members contribute to team effort more, the leaders experience less emotional exhaustion. Hence, my work not only identifies new ways through which empowering leadership positively affects followers but also shows how these positive effects on followers benefit the leaders' well-being.},
  language  = {en}
}
@phdthesis{Ortmann2020,
  author    = {Ortmann, Maximilian},
  title     = {Goal setting strategies in business negotiations},
  series = {Schriftenreihe zum Verhandlungsmanagement},
  journal   = {Schriftenreihe zum Verhandlungsmanagement},
  number    = {12},
  publisher = {Verlag Dr. Kovač},
  address   = {Hamburg},
  isbn      = {978-3-339-11630-7},
  school      = {Universit{\"a}t Potsdam},
  pages     = {XVII, 102, LVI},
  year      = {2020},
  abstract  = {Negotiations have become a central aspect of managerial life and influence a company's profit significantly. This is why organizations generally endeavor to increase their negotiation performance. Over the last decades, besides other factors, research found goal setting to be one of the best predictor of negotiation outcomes. Given the extent and complexity of multi-issue business negotiations, profit optimizing by means of improving a company's goal setting has a great deal of potential. However, developing goal setting strategies before the actual negotiation is still rather uncommon in business practice. In order to provide professionals with empirical guidance, this work aims at investigating three steps for the development and effective management of goal setting strategies for business negotiations. Therefore, this dissertation contains three papers, each one dealing with one specific step. The first paper explores the characterization of social and economic outcomes in different business relationship types at the beginning of the relationship and the development of these outcomes toward the actual status quo. The second paper takes the number of goals into account for goal setting strategies. This paper uses the two dimensions goal scope and goal difficulty to investigate the relevance and potentials of combining different level of these dimensions in multi-issue negotiations. Therefore, a large experiment was conducted measuring the impact on individual and joint negotiation outcomes, and the impasse rate. The third paper analyzes the type and orientation of negotiation goals. When the set of negotiation issues has an integrative potential, the opportunity to increase the joint gains arises. To what extent negotiators pursue the integrative potential depends largely on their goal orientation. A quantitative analysis with practitioners was used to examine the influence that business negotiations' situative and organizational factors have on the negotiators' goal orientation. The dissertation closes with implications for practice, limitations of the work, and ideas for future research.},
  language  = {en}
}
@phdthesis{Teetz2022,
  author    = {Teetz, Tim},
  title     = {Work design and leadership in lean production},
  school      = {Universit{\"a}t Potsdam},
  pages     = {138},
  year      = {2022},
  language  = {en}
}
@phdthesis{Koehler2024,
  author    = {K{\"o}hler, Wolfgang},
  title     = {Challenges of efficient and compliant data processing},
  doi       = {10.25932/publishup-62784},
  url       = {http://nbn-resolving.de/urn:nbn:de:kobv:517-opus4-627843},
  school      = {Universit{\"a}t Potsdam},
  pages     = {195},
  year      = {2024},
  abstract  = {Die fortschreitende Digitalisierung ver{\"a}ndert die Gesellschaft und hat weitreichende Auswirkungen auf Menschen und Unternehmen. Grundlegend f{\"u}r diese Ver{\"a}nderungen sind die neuen technologischen M{\"o}glichkeiten, Daten in immer gr{\"o}ßerem Umfang und f{\"u}r vielf{\"a}ltige neue Zwecke zu verarbeiten. Von besonderer Bedeutung ist dabei die Verf{\"u}gbarkeit großer und qualitativ hochwertiger Datens{\"a}tze, insbesondere auf Basis personenbezogener Daten. Sie werden entweder zur Verbesserung der Produktivit{\"a}t, Qualit{\"a}t und Individualit{\"a}t von Produkten und Dienstleistungen oder gar zur Entwicklung neuartiger Dienstleistungen verwendet. Heute wird das Nutzerverhalten, trotz weltweit steigender gesetzlicher Anforderungen an den Schutz personenbezogener Daten, aktiver und umfassender verfolgt als je zuvor. Dies wirft vermehrt ethische, moralische und gesellschaftliche Fragen auf, die nicht zuletzt durch popul{\"a}re F{\"a}lle des Datenmissbrauchs in den Vordergrund der politischen Debatte ger{\"u}ckt sind. Angesichts dieses Diskurses und der gesetzlichen Anforderungen muss heutiges Datenmanagement drei Bedingungen erf{\"u}llen: Erstens die Legalit{\"a}t bzw. Gesetzeskonformit{\"a}t der Nutzung, zweitens die ethische Legitimit{\"a}t. Drittens sollte die Datennutzung aus betriebswirtschaftlicher Sicht wertsch{\"o}pfend sein. Im Rahmen dieser Bedingungen verfolgt die vorliegende kumulative Dissertation vier Forschungsziele mit dem Fokus, ein besseres Verst{\"a}ndnis (1) der Herausforderungen bei der Umsetzung von Gesetzen zum Schutz von Privatsph{\"a}re, (2) der Faktoren, die die Bereitschaft der Kunden zur Weitergabe pers{\"o}nlicher Daten beeinflussen, (3) der Rolle des Datenschutzes f{\"u}r das digitale Unternehmertum und (4) der interdisziplin{\"a}ren wissenschaftlichen Bedeutung, deren Entwicklung und Zusammenh{\"a}nge zu erlangen.},
  language  = {en}
}
@phdthesis{Preuss2018,
  author    = {Preuß, Melanie},
  title     = {New Perspectives on Negotiation Styles},
  series = {Schriftenreihe zum Verhandlungsmanagement},
  journal   = {Schriftenreihe zum Verhandlungsmanagement},
  number    = {7},
  publisher = {Verlag Dr. Kovač},
  address   = {Hamburg},
  isbn      = {978-3-8300-9794-5},
  issn      = {2365-7898},
  pages     = {XI, 110},
  year      = {2018},
  abstract  = {Companies have a keen interest in developing skilled negotiators in order to improve their negotiation outcome. A crucial determinant of the negotiation outcome are negotiation styles that represent the negotiator's actual behavior during the negotiation process. In this context, the author examines the variation in negotiation styles throughout the negotiation process, points out the relevance of the negotiator's characteristics and situational context as determinants of negotiation styles, and emphasizes the importance not only of actual but also of perceived negotiation behavior. As a result, existing negotiation research is advanced as new perspectives on negotiation styles are offered to improve a negotiator's performance.},
  language  = {en}
}
@phdthesis{Buss2021,
  author    = {Buss, Martin},
  title     = {The dark side of visionary leadership},
  school      = {Universit{\"a}t Potsdam},
  year      = {2021},
  language  = {de}
}
@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{Schaumburg2024,
  author    = {Schaumburg, Josephine},
  title     = {Men are not better negotiators after all!},
  series = {Schriftenreihe zum Verhandlungsmanagement},
  volume    = {24},
  journal   = {Schriftenreihe zum Verhandlungsmanagement},
  publisher = {Kovac},
  address   = {Hamburg},
  isbn      = {978-3-339-13798-2},
  issn      = {2365-7898},
  school      = {Universit{\"a}t Potsdam},
  pages     = {284},
  year      = {2024},
  abstract  = {This dissertation examines the lack of clarity in the scientific literature regarding gender and negotiation performance. It is often claimed that men negotiate better than women, yet it is simultaneously emphasized that results strongly depend on context. Through the use of qualitative methods such as content analysis and critical mixed-methods review, the research question: "Are women truly inferior negotiators compared to men?" is addressed. The study comprises a descriptive and an interpretive part. The descriptive section illuminates various interpretations of gender-specific negotiation theory among citing authors, with 67\% arguing for a general superiority of men. However, given the high variance in gender-specific differences, the focus should instead be on the context-dependency of negotiation performance. Generalized statements can be made within contexts, but not across them. In the interpretive section, several factors contributing to this misinterpretation are highlighted, including discrepancies in the definition of negotiation performance and distortions in research communication.. From a scientific perspective, this study underscores the need for a nuanced sociological analysis and warns against the one-sided acceptance of inaccurate scientific interpretations. From a practical standpoint, it amplifies the voices of women affected by biased research paradigms. Overall, the dissertation clarifies the theory of gender-specific negotiation performance and advocates for the elimination of biases in scientific discourse.},
  language  = {en}
}
@phdthesis{Siebert2022,
  author    = {Siebert, Ernestine Cath{\´e}rine},
  title     = {New Strategic Approaches for Multi-issue Negotiations},
  series = {Schriftenreihe zum Verhandlungsmanagement},
  journal   = {Schriftenreihe zum Verhandlungsmanagement},
  number    = {17},
  publisher = {Verlag Dr. Kovač},
  address   = {Hamburg},
  isbn      = {978-3-339-12750-1},
  issn      = {2365-7898},
  pages     = {XIV, 139, XLIX},
  year      = {2022},
  language  = {en}
}
@phdthesis{Rohde2019,
  author    = {Rohde, Alexander},
  title     = {Public Procurement in the European Union},
  series = {Schriften zum europ{\"a}ischen Management},
  journal   = {Schriften zum europ{\"a}ischen Management},
  publisher = {Springer},
  address   = {Berlin},
  isbn      = {978-3-658-28072-7},
  school      = {Universit{\"a}t Potsdam},
  pages     = {279},
  year      = {2019},
  abstract  = {Alexander Rhode investigates performance-oriented measures of Contracting Authorities in public tenders conducted within the EU. He finds that Contracting Authorities can improve their performance and attract more suppliers by publishing (as precise as possible) starting prices in the beginning of a tender. First, he reports that compared with private-sector negotiations, starting prices do not create entry barriers in public procurement. Second, he finds that increased numerical precision of starting prices is linearly correlated with better performance and a higher number of bids. In public procurement, suppliers tend to attribute increased credibility to precise starting prices which reduces their (perceived) entry risks.},
  language  = {en}
}