There is a wide consensus that first offers have a significant impact on negotiation outcomes by causing an anchoring effect. Many aspects of first offers have been analyzed, including factors that lead to making the first offer and characteristics that strengthen the impact of first offers. However, a holistic view of the process of first offers in negotiations remains missing, and significant research gaps must be filled to fully understand the mechanisms of first offers. Furthermore, while extant research contains anecdotal advice for negotiators, no holistic overview of research findings has been presented to date. This study conducted a structured review of 119 journal articles published since 1967, contributing to the field in four main ways: (a) proposing a definition of first offers, (b) integrating previous findings into a process model of first offers in negotiation, (c) summarizing the results to date in a structured literature review, and (d) identifying crucial research gaps that must be addressed. Future research should conduct systematic investigations of the influence of first offers on negotiation outcomes, employing a “negotiation lens” to emphasize the dyadic and interactive character of negotiations.

Purpose: Extensive empirical evidence suggests that procedural justice (PJ) and distributive justice (DJ) are key success factors for achieving durable peace negotiations. This paper aims to investigate how complexity affects these factors and the outcomes in negotiations. Design/methodology/approach: The qualitative study is based on an examination of the peace negotiations that led to the 2016 agreement between the Fuerzas Armadas Revolucionarias de Colombia - Ejercito del Pueblo and the Colombian Government. Based on document analysis, the authors examined in detail how and where in the process the principles of PJ and DJ were applied. The authors then examined the implementation progress after 2016 and placed the peace process in the overall context of the Colombian conflict. Findings: The authors found that the principles of PJ and DJ were present in both the negotiation process and the agreement. The negotiations were successful and satisfactory solutions could be found for all issues. The complexity of the conflict is reflected in the limited coverage of the peace negotiations. Not all groups, interests and subconflicts could be included in the negotiations. This limits their contribution to a durable peace in Colombia. Conflicts that remain unresolved also have a negative effect on the implementation of the agreement. Practical implications: For conflict management, this implies that the negotiations should not be viewed as "one-and-done" but rather as a progressive, ongoing process. The agreement is only the nucleus for achieving total peace. It must be actively advanced and defended. Originality/value: This study offers new qualitative insights into how PJ and DJ function in negotiations. It also establishes a systematic connection between PJ and DJ and complexity, introduces the notion of coverage and, thereby, opens a new perspective on the management of conflict complexity.

Much attention has been devoted to the “first offer” in negotiation research. Rightly so, as strong empirical evidence shows that the first offer has a significant impact on the negotiated outcome and, therefore, is a highly relevant topic for negotiation scholars and practitioners. Scholars typically recommend making the first offer. However, in the field, we have observed an alternative opening tactic—asking for the best price that the counterpart is willing to accept. This question represents a real alternative to making the first offer by initiating the discussion of specific settlement proposals, provided the counterpart answers the query. Does it, however, lead the other side to make a better offer? How does the question impact the economic and relational outcomes of the negotiation? Is it advisable to use this tactic in negotiations? We investigated these questions based on a controlled laboratory experiment, in which 227 dyads of cellphone buyers and sellers negotiated synchronously via a text chat. We found that the best-price question has an impact on not only the first offer but also the negotiation outcome. When the buyers in our experiment asked the question, the results were not significantly different than those from negotiations in which they made the first offer. This effect was driven by the first offer in response to the question. Additionally, we found that the best-price question did not negatively impact the relational outcome. Moreover, the effect was reduced when list price information was available. These findings suggest rethinking the traditional view of the offer-counteroffer sequence and provide an alternative opening tactic to making the first offer in the context of high information asymmetry.

Inspired by https://thenegotiationchallenge.org/what-is-tnc/, a leading annual student negotiation competition, this book includes 16 ready-to-use, competition-tested negotiation roleplay simulations with thorough instructional debriefs that suggest both optimal strategies and discuss potential results. The main objective of this book is to help potential participants, their negotiation professors and coaches prepare for and prevail in negotiation competitions. It is also well suited for negotiation instructors looking for new and proven teaching material or for anyone interested in practicing and improving their negotiation skills.

Dieser Herausgeberband eröffnet dem Leser die Grundlagen des Innovationsmanagements und präsentiert vielfältige Best Practices und Methoden zur Bewältigung des digitalen Wandels in der Finanzbranche. Hochkarätige Autoren, die den massiven Umbruch in der Branche mit Innovationen begleiten, geben Entscheidungsträgern in Banken, Versicherungsunternehmen und FinTechs auf diese Weise wertvolle Inspiration zur Weiterentwicklung ihrer Unternehmen. _x000D_ Innovationsmanagement in der Finanzbranche; Innovative Technologien und Produkte; Regulatorische Chancen und Herausforderungen; Aktuelle Entwicklungen und Zukunft des Finanz-Ökosystems ._x000D_ Prof. Dr. Remigiusz Smolinski beschäftigt sich seit einigen Jahren theoretisch und praktisch mit den Themen Innovationen, Innovationsmanagement und Unternehmenswachstum. Er leitet das Innovationmanagement der comdirect bank AG und unterrichtet weltweit an renommierten Business Schools. Moritz Gerdes ist als Business Development & Innovation Manager für die Entwicklung innovativer Produkte und den zukunftsgerichteten Ausbau des Geschäftsmodells der comdirect bank AG zuständig. Martin Siejka ist Co-Leiter der comdirect Start-up Garage und als Business Development & Innovation Manager für die Geschäftsmodellinnovationen bei der comdirect Bank AG zuständig. Zudem ist er als Dozent an der ISM - International School of Management tätig. Mariusz Cyprian Bodek ist Gründer und Leiter der comdirect Start-up Garage sowie CEO und Managing Partner der BEAM Consulting GmbH.

Despite the political and economic importance of the fifth European Union enlargement, not much research has been devoted to the negotiation process that led to this event. The purpose of this paper is to present the results of our survey conducted among politicians and diplomats representing the parties in the accession negotiations. The main objectives of this survey were to identify differences between the negotiating behavior and attitudes of participants and examine differences between the perceptions (self-perception vs. the perception of the negotiation partners) of the negotiating profiles. From the survey data, we gain valuable insights into the negotiation process, particularly into the parties' perceptions of selected traits, such as attitudes, interests, power, climate, team organization, communication, concern for protocol, flexibility, emotion, and time sensitivity, among negotiating profiles.

Routinen schaffen Sicherheit und Vertrauen. Deshalb stößt jeder Wandel sofort auf Abwehr.