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Institute
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.
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.
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.
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.
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.
Portal alumni
(2015)
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.
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.
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.
Time for change?
(2022)
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.
Verhandlungsmanagement
(2015)
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
We know exactly what you want the development of a completely individualised conjoint analysis
(2013)
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.
Wie verhandelt die Praxis?
(2015)