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Research Topics

Innovative aspects in negotiation research

In recent years, it has become increasingly important to be successful in negotiations for instance because of increasing globalisation pressures or the reduction of hierarchies in organisations. Moreover, success in negotiations is no longer restricted to the economic aspect, but the relationship between the negotiation parties and outcome satisfaction now also play a big role.

To address these recent developments, our research investigates the following questions:

  • Which strategies can negotiation parties apply to achieve outcomes that are equally satisfying from both an economic and a social perspective?
  • How do optimal social negotiation outcomes come about?
  • How are negotiating teams optimally used and instructed to allow for the achievement of optimal negotiation outcomes?



Nohe, C., Hüffmeier, J., Bürkner, P., Mazei, J., Sondern, D., Runte, A., Sieber, F., & Hertel, G. (2022). Unethical choice in negotiations: A meta-analysis on gender differences and their moderators. Organizational Behavior and Human Decision Processes, 173, 104189. https://doi.org/10.1016/j.obhdp.2022.104189

Hüffmeier, J., Zerres, A., Freund, P. A., Backhaus, K., Trötschel, R., & Hertel, G. (2019). Strong or weak synergy? Revising the assumption of team-related advantages in integrative negotiations. Journal of Management, 45(7), 2721-2750.

Mazei, J.(*), Hüffmeier, J.(*), Freund, P. A., Stuhlmacher, A. F., Bilke, L., & Hertel, G. (2015). A meta-analysis on gender differences in negotiation outcomes and their moderators. Psychological Bulletin, 141(1), 85-104. (* shared first authorship)

Hüffmeier, J., Freund, P. A., Zerres, A., Backhaus, K., & Hertel, G. (2014). Being tough or being nice? A meta-analysis on hard- and softline bargaining strategies in distributive negotiations. Journal of Management, 40(3), 866-892.

Zerres, A., Hüffmeier, J., Freund, A., Backhaus, K. & Hertel, G. (2013). Does it take two to tango? Longitudinal effects of unilateral and bilateral integrative negotion training. Journal of Applied Psychology, 98(3), 478-491.

Hüffmeier, J. & Hertel, G. (2012). Erfolgreich verhandeln: Das integrative Phasenmodell der Verhandlungsführung. Psychologische Rundschau, 63, 145-159.

Hüffmeier, J., & Hertel, G. (2011). Creativity in negotiations. In M. Benoliel (Ed.). Negotiation excellence: Successful deal making. Hackensack, NJ: World Scientific Publishing.

Hüffmeier, J., Krumm, S., & Hertel, G. (2011). The practitioner-researcher divide in psychological negotiation research: Current state and future perspective. Negotiation and Conflict Management Research, 4, 145-168.