How AI changes negotiation impasses (new paper)
My coauthors Stefan Thau (INSEAD), Madan Pillutla (Indian School of Business) and I wrote a new paper called "Negotiation
I study negotiation impasses: why negotiations end without an agreement
I'm Martin Schweinsberg, Associate Professor at ESMT Berlin. I study negotiation impasses (ICTR), the Conflict Strength Coefficient, and Research-Problem Validity. I write The Quiet Power Playbook.
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Updates
How often do people actually negotiate? (new paper)
About one in three conversations contains negotiation elements, and "reaching an agreement" is almost four times as common as "bargaining over something."
New first-offer meta-analysis published in OBHDP
My co-authors and I published a new paper on first offers in negotiations in Organizational Behavior and Human Decision
📚 New chapter in HBR Guide to Better Recruiting and Hiring
An open position on your team presents both a challenge and an opportunity. You need to understand what skills and
PNAS: New letter to the editor
My co-authors Johann Majer (University of Hildesheim), Simon Columbus (MIT) and I published a letter to the editor in
New impasse paper in PNAS
My co-authors Hannes Petrowsky, Burkhardt Funk, and David Loschelder (all Leuphana University) published a new paper to answer an
New research problem validity paper (open access in Perspectives on Psychological Science)
My coauthors Stefan Thau (INSEAD), Madan Pillutla (Indian School of Business) and I wrote a new paper called"Research
