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Information on currently running projects of the NAP

The NAP is the first academic negotiation academy in Germany and a leading international research center of negotiation management. The members of the NAP are researching various questions of negotiation management. A selection of research questions on which the NAP is working can be found here:
  • Is it really a disadvantage to make the first concession in negotiations?
  • What are the effects ambitious negotiation goals have on the behavior of negotiators and the overall outcome?
  • When should one actively pause negotiations, and when not?
  • By what processes and structures can negotiation management be implemented in businesses?
  • Does an authentic negotiation style leads to better negotiation outcomes?
  • Which empirical methods of negotiation research match what kind of research projects?
  • Of whom should your team be composed in intercultural negotiations?

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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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