Expertise

Negotiation research is an interdisciplinary field within the conflict management domain that – among others - combines psychology, management, communication, and economics. At the same time, it is also a very applied field of crucial importance for management and organisational practice. Our members reflect this ecosystem and combine academic expertise with practical experience.

Our research

The research of the European Negotiation Hub (ENHub) contributes to a wide range of negotiation topics, among others to solving the negotiation induced gender pay gap; effectiveness of negotiation strategies for value claiming, value creation, and relationship management; negotiation ethics and (dis)honesty, international negotiation, optimization of negotiation teams, emotions, and perceptions.

At ENHub we also have specific expertise in the application and development of negotiation research methods, such as experimental negotiation simulations, behavioral coding, physiological measurements, and automated negotiation interaction research.
Read more about ENHub’s key research themes and publications on these topics.

Negotiation strategies

Example publications:

Hüffmeier, J., Freund, P. A., Zerres, A., Backhaus, K., & Hertel, G. (2014). Being tough or being nice? A meta-analysis on the impact of hard- and softline strategies in distributive negotiations. Journal of Management, 40(3), 866-892. https://doi.org/10.1177/0149206311423788

Zerres, A., Hüffmeier, J., Freund, P. A., Backhaus, K., & Hertel, G. (2013). Does it take two to tango? Longitudinal effects of unilateral and bilateral integrative negotiation training. Journal of Applied Psychology, 98(3), 478-491. https://doi.org/10.1037/a003225
Team negotiations

Example publications:

Hüffmeier, J., Zerres, A., Freund, P. A., Backhaus, K., Trötschel, R., & Hertel, G. (2019). Strong or Weak Synergy? Revising the Assumption of Team-Related Advantages in Integrative Negotiations. Journal of Management, 45(7), 2721–2750. https://doi.org/10.1177/0149206318770245
Communication tactics and patterns in negotiation

Example publications:

Jäckel, E., Zerres, A., Hemshorn De Sanchez, C. S., Lehmann-Willenbrock, N. K., & Hüffmeier, J. (2022). NegotiAct: Introducing a Comprehensive Coding Scheme to Capture Temporal Interaction Patterns in Negotiations. Group & Organization Management. https://doi.org/10.1177/10596011221132600
Gender and negotiation

Example publications:

Gazdag, B. A. (2020). What does bouncing back mean in negotiations? Defining the role of resilience in gender and negotiations. In Research Handbook on Gender and Negotiation (pp. 327-345). Edward Elgar Publishing.

Mazei, J., Zerres, A., & Hüffmeier, J. (2021). Masculinity at the Negotiation Table: A Theory of Men's Negotiation Behaviors and Outcomes. The Academy of Management Review, 46(1), 108-127. https://doi.org/10.5465/amr.2017.0570

Shaughnessy, B. A., Mislin, A. A., & Hentschel, T. (2015). Should he chitchat? The benefits of small talk for male versus female negotiators. Basic and Applied Social Psychology, 37(2), 105-117.
Negotiation and ethics

Expertise

Our research

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