/ NAP - Research

Leading international research institution for negotiation management

The NAP has a close scientific connection to the chairs of Prof. Dr. Uta Herbst at the University of Potsdam and the chair of Prof. Dr. Markus Voeth at the University of Hohenheim. The intensive cooperation between NAP Consulting and NAP Research results in a continuous science-practice exchange. As Germany’s first university-based negotiation academy, the NAP thus represents one of the largest international research labs in the field of negotiation.

Current research projects
Study and doctorate




Study participants wanted

Are you interested in scientific studies on the subject of negotiations and would you like to be informed about the latest findings from negotiation research at an early stage?

Take part in one of our current studies.

We look forward to your personal insights!

Negotiating in home office

How did you experience your negotiations in home office? This question has divided negotiators since the corona pandemic and the associated mandatory home office regulations.

Since the beginning of the pandemic, the proportion of employees working from home has increased dramatically. While some practitioners stated that they could work just as efficiently and effectively in the home office as in the office, others emphasized the desire to return to the old normal. Since before the pandemic only negotiations of minor importance, if any, were conducted online, the question arises as to how the corona pandemic has changed behavior in business negotiations.

Current research projects


Claim negotiations in business relationships


Impact of digital negotiation settings & New Work


Development of bots for the automated handling of negotiations


Using AI to evaluate negotiation dashboards


Priming ethical behavior in negotiations


Use of discourse particles for effective communication in negotiations


Use of latent negotiation episodes as a negotiation tactic


Digital negotiation techniques


Creation of negotiation objects


Importance manipulation for negotiation issues

Research can help practice in so many ways. We would like to build this bridge with the NAP!

Prof. Dr. Uta Herbst

Our network