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Results: 12
Number of items: 12
  • Open Access
    Jäckel, E., Zerres, A., & Hüffmeier, J. (2025). Active Listening in Integrative Negotiation. Communication Research, 52(7), 946-975. https://doi.org/10.1177/00936502241230711
  • Open Access
    Dudenhöffer, T. (2025). Perception management in negotiations: How conversations shape negotiation outcomes. [Thesis, fully internal, Universiteit van Amsterdam].
  • Open Access
    Schleu, J. E., Krumm, S., Zerres, A., & Hüffmeier, J. (2024). High Performers = Better Leaders? Evidence From 55 Years of Professional Soccer on the Validity of Performance-based Promotion to Leader Positions. Journal of Business and Psychology, 39, 471–495. https://doi.org/10.1007/s10869-023-09893-9
  • Open Access
    Geiger, I., Salmen, A., & Zerres, A. (2024). Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation. Industrial Marketing Management, 123, 372-385. https://doi.org/10.1016/j.indmarman.2024.11.004
  • Open Access
    Jäckel, E., Zerres, A., Hemshorn De Sanchez, C. S., Lehmann-Willenbrock, N., & Hüffmeier, J. (2024). NegotiAct: Introducing a Comprehensive Coding Scheme to Capture Temporal Interaction Patterns in Negotiations. Group & Organization Management, 49(3), 743-783. https://doi.org/10.1177/10596011221132600
  • Open Access
    Jäckel, E. (2023). Temporal interaction patterns in negotiations. [Thesis, fully internal, Universiteit van Amsterdam].
  • Mazei, J., Zerres, A., & Hüffmeier, J. (2021). Masculinity at the Negotiation Table: A Theory of Men's Negotiation Behaviors and Outcomes. The Academy of Management Review, 46(1), 108-127. https://doi.org/10.5465/amr.2017.0570
  • Open Access
    Kranzbühler, A.-M., Zerres, A., Kleijnen, M. H. P., & Verlegh, P. W. J. (2020). Beyond valence: a meta-analysis of discrete emotions in firm-customer encounters. Journal of the Academy of Marketing Science, 48(3), 478-498. https://doi.org/10.1007/s11747-019-00707-0
  • Open Access
    Aaldering, H., Zerres, A., & Steinel, W. (2020). Constituency Norms Facilitate Unethical Negotiation Behavior Through Moral Disengagement. Group Decision and Negotiation, 29(5), 969-991. https://doi.org/10.1007/s10726-020-09691-1
  • 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. https://doi.org/10.1177/0149206318770245
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