Standard work in negotiation management:

The textbook by Prof. Dr. Markus Voeth and Prof. Dr. Uta Herbst presents a comprehensive approach to business negotiation management based on the NAP methods. Based on practical experience and the latest findings in negotiation research, it explains instruments and tools for planning, managing and controlling negotiations. Concise examples are used to demonstrate the implementation in practice.


Negotiation management papers series:

The series on negotiation management, edited by Prof. Dr. Uta Herbst and Prof. Dr. Markus Voeth, examines research questions in the field of “negotiations” from a management perspective and promotes scientific discourse in the area of business negotiation research.


NAP Study: How do German managers negotiate after the pandemic?

In a recent study based on a survey of more than 300 negotiators from various industries, the NAP examined the negotiating behavior of German managers after the pandemic.


First well-founded study: "How do Swiss executives negotiate?"

The first representative scientific study on the negotiating behaviour of Swiss managers: Although Swiss and German managers are very similar, there are also interesting differences!

Selected publications

Haggenmüller, S./ Oehlschläger, P./ Herbst, U./ Voeth, M. (2022): Time for change? Scenario analysis on buyer–seller negotiations; Journal of Business and Industrial Marketing.
Mayer, M./Voeth, M. (2022): Improving negotiation success in B2B sales organizations: is structured negotiation management a success factor?; Journal of Business Economics, 92, S. 163-196.
Oehlschläger, P./ Haggenmüller, S./ Herbst, U./ Voeth, M. (2022): The Future of Business Negotiations – Current Trends and New Perspectives on Negotiation Behavior; Negotiation and Conflict Management Research.
Hebisch, B./ Wild, A./ Herbst, U. (2022): The power of alternative suppliers in the automotive industry – A matter of innovation?; Industrial Marketing Management, 102, S. 1-11.
Siebert, E. C./ Herbst, U. (2021): New Perspectives on Issue Analysis – One-Sided Preferences as a Strategic Source in Multi-Issue Negotiations; Negotiation Journal, 37 (4), S. 485-518.
Oryl, M./ Bronnert, N./Voeth, M. (2021): Forecasting Applications of Artificial Intelligence in Buyer-Supplier Negotiations, 34th International Association for Conflict Management Conference (Digital IACM 2021).
Bronnert, N./ Voeth, M. (2021): Effects of Identity Disclosure of Negotiation Software Agents on Negotiation Behavior and Outcomes – an Empirical Analysis, 34th International Association for Conflict Management Conference (Digital IACM 2021).
Voeth, M./ Herbst, U./ Pöschl, I. (2021): Sehen Sie mein Flipchart jetzt?; Harvard Business Manager, Heft 6, 2021.
Klaue, K./ Oehlschläger, P./ Zender, R./ Siebert, E./ Hefner, M./ Lucke, U./ Herbst, U. (2020): Automatisierung im Verhandlungstraining durch den Einsatz intelligenter Dialogsysteme und Virtual Reality, Proceedings of the International Conference on Wirtschaftsinformatik (WI 2020), Potsdam.
Herbst, U./ Ortmann, M. (2018): Das Performance-Ziel-Dilemma in Business-Verhandlungen – Wie können Unternehmen die Ziel-Ausrichtung ihrer Verhandlungsakteure optimieren?; Die Unternehmung – Swiss Journal of Business Research and Practice, Themenheft Verhandlungsmanagement, 72(1).
Schmidt, M./ Voeth, M./ Weber, M.-C./ Herbst, U. (2018): Tactical Breaks: Deal Killers or Deal Makers?; Die Unternehmung – Swiss Journal of Business Research and Practice, Themenheft Verhandlungsmanagement, 72(1).
Herbst, U./ Weber, M.-C. (2018): Die Bedeutung von Verhandlungsvorgesprächen im interkulturellen Vergleich; PERSONALquarterly, 01/2018.
Voeth, M./ Herbst, U. (2018): So verhandeln deutsche Manager?; Harvard Business Manager, Heft 1, 2018, S. 12-15.
Weber, M.-C./ Schmidt, M./ Herbst, U./ Voeth, M. (2017): Effects of Pre-Negotiation Behavior on the Subsequent Episode; in: Schoop, M., Kilgour, D. (eds) Group Decision and Negotiation. A Socio-Technical Perspective. GDN 2017. Lecture Notes in Business Information Processing, Vol. 293, Springer, Cham.
Voeth, M./ Herbst, U./ Sand, J./ Weber, M.-C. (2017): Wie verhandeln deutsche Politiker? – Eine Bevölkerungs- und Politikerbefragung; Working Paper No. 2, Negotiation Academy Potsdam.
Herbst. U./ Kemmerling, B./ Neale, M. A. (2017): All in, one-at-a-time or somewhere in the middle? Leveraging the composition and size of the negotiating package; Journal of Business and Industrial Marketing, 32(4).
Herbst, U./ Dotan, H./ Stöhr, S. (2017): Negotiating with work friends: examining gender differences in team negotiations; Journal of Business and Industrial Marketing, 32(4). ).
Voeth, M./ Herbst, U. (2016): So verhandeln deutsche Manager?; Harvard Business Manager, Heft 2.
Herbst, U./ Kemmerling, B./ Neale, M. (2015): How to apply the package deal strategy effectively?, in: Journal of Business and Industrial Marketing.
Voeth, M./ Herbst, U./ Stief, S. (2015): Wie verhandelt die Praxis?- Ergebnisse einer Befragung von deutschen Managern, in: Hohenheimer Arbeits- und Projektberichte zum Marketing & Business Development, Stuttgart 2015.
Voeth, M./ Herbst, U. (2014): Preisverhandlungen auf Commodity- Märkten, in: Enke, M.; Geigenmüller, A. (Hrsg.), Commodity Marketing: Grundlagen – Besonderheiten – Erfahrungen, 2. Auflage, Wiesbaden 2014, S. 135-156.
Becker, T./ Voeth, M./ Herbst, U./ Kemmerling, B. (2014): Pattern your concessions? An analysis of concession behavior in buying-seller negotiations, in: Proceedings of the 43rd European Marketing Association Conference, Valencia 2014.
Herbst, U./ Voeth, M./ Meister, C. (2011) What do we know about buyer-seller negotiations in marketing research? A Status quo analysis; Industrial Marketing Management, 40(6), S. 967-978.
Herbst. U./ Schwarz, S. (2011): How Valid Is Negotiation Research Based on Student Sample Groups: New Insights Into a Long-standing Controversy; Negotiation Journal, 27(2), S. 147-170.