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Conference Contributions

On this year's Group Decision and Negotiation (GDN) conference in Stuttgart Marie-Christin Weber, research asscociate at the department of Marketing II of the University of Potsdam, and Marc Schmidt, research associate at the department of Marketing und Business Development at the University of Hohenheim, presented a paper on „Effects of Pre-Negotiation Behavior on the Subsequent Episode“ which they have written together with Prof. Herbst and Prof. Voeth. The paper has also been published in "Lecture Notes in Business Information Processing". You can find more information here.  


Moreover, Johanna Sand, research associate at the department of Marketing und Business Development at the University of Hohenheim, presented a paper on "When negotiations fail before they start - The role of preference building processes in Israeli-Palestinian conflict resolution".v




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The NAP is the first university academy for negotiation in Germany. Our goal is to generate latest findings in research on issues of negotiation management. Based on these insights, the negotiation training seminars of the NAP educates practitioners to improve their negotiating skills in order to optimize their purchasing negotiations, sales negotiations, personnel negotiations or e.g. collective bargaining.
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