Martin Schweinsberg

Martin Schweinsberg

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 old question: How high should the first offer be in a negotiation? You can read more about the paper and download it here. What do we find? Negotiators typically struggle to

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 Problem Validity in Primary Research: Precision and Transparency in Characterizing Past Knowledge". The article identifies a major issue in the field of psychological science: the lack of precision and transparency in

How to say no without offending the other person and say yes to what matters most to you

As a leader, it is your job to say both yes and no to focus your people and your organization on what matters most. Say no without offending your people and without feeling bad. Learn how to say no so, lead guilt-free, and find the best way to say no so your people can do matters most.

New negotiation paper published in Collabra: Psychology

My co-authors Johann Majer, Hong Zhang, and Roman Trötschel and I are very excited that our paper entitled "Conflict strength: Measuring the tension between cooperative and competitive incentives in experimental negotiation tasks " has been published open access at Collabra: Psychology [https://online.ucpress.edu/collabra]. Majer Schweinsberg Zhang Trotschel 2022

National Academy of Sciences Kavli Fellow

I just had the most amazing experience at the National Academy of Sciences' 32nd Kavli Symposium. I was one of three speakers in the session on "Fairness, accountability and transparency in data science" and had the pleasure to present some of my work on analyst analytics and the psychology of

Multiverse analysis: Exploring the entire universe of analyses

You have your data, you did your analysis, you have some results – and yet you’re not sure: could the results have been different? What if you choose a slightly different analytical technique? What if you added a covariate, limited the sample, or measured a variable differently? Maybe you’re

Award-winning case available for free!

Winner of the “Women in Business” prize in the EFMD Global Case Competition - now free! Negotiate as a dual career couple so you can both thrive at work and at home.

Crowdsourcing data analysis paper coming out in OBHDP (open access)

We are happy to report that our paper entitled “Same data, different conclusions: Radical dispersion in empirical results when independent analysts operationalize and test the same hypothesis” is forthcoming at Organizational Behavior and Human Decision Processes. We examine both paths taken and not taken by multiple analysts who reported radically

Ph.D. Course: Crowdsourcing Science

The results of many published studies across many scientific domains are not easily reproduced by independent laboratories. For example, an initiative by Bayer Healthcare to replicate 67 pre-clinical studies led to a reproducibility rate of 20-25% (Prinz et al., 2011), and researchers at Amgen were only able to replicate 6

Ph.D. Course: Cooperation and Competition

Cooperation and competition are fundamental aspects of social life. This course draws on literatures in social psychology and OB related to this basic tension. You will learn about the origins of cooperation and competition (Session 1), and about evolutionary psychology as a theoretical lens through which to understand cooperation and