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Vorwort zur 2. Auflage -- Vorwort zur 1. Auflage -- Inhaltsverzeichnis -- Abbildungsverzeichnis -- Fallbeispielverzeichnis -- Toolverzeichnis -- A. Verhandlungen als wissenschaftlicher Betrachtungsgegenstand (»Was sind eigentlich Verhandlungen?«) -- 1. Begriff und Erscheinungsformen von Verhandlungen -- 2. Perspektiven der Verhandlungsforschung -- 2.1 Wissenschaftliche Ansätze der Verhandlungsforschung -- 2.1.1 Überblick über theoretische Ansätze der Verhandlungsforschung -- 2.1.1.1 Analytisch-präskriptive Ansätze -- 2.1.1.2 Deskriptiv-verhaltenswissenschaftliche Ansätze -- 2.1.1.3 Negotiation Analysis -- 2.1.3 Managementbezogene Ansätze der Verhandlungsforschung -- 2.2 Methoden der Verhandlungsforschung -- 2.3 Bewertung der vorliegenden Erkenntnisse der Verhandlungsforschung -- 3. Verhandlungen als Themenbereich für Lehre und Weiterbildung -- B. Entwicklung eines prozessorientierten Management-Ansatzes für Verhandlungen (»Wie können Verhandlungen gemanagt werden?«) -- C. Die Ablaufschritte des Verhandlungsmanagements (»Welche Teilaufgaben gehören zum Verhandlungsmanagement?«) -- 1. Verhandlungsanalyse -- 1.1 Verhandlungsübergreifende Analyse -- 1.2 Verhandlungsbezogene Analyse -- 1.2.1 Überblick über relevante Analysefelder -- 1.2.2 Identifikation und Analyse der Verhandlungsgegenstände -- 1.2.2.1 »Worüber soll verhandelt werden?« - Identifikation -- 1.2.2.2 »Was sind das für Verhandlungsgegenstände?« - Analyse -- 1.2.2.2.1 Kompatibilität von Verhandlungsgegenständen -- 1.2.2.2.2 Integrativität von Verhandlungsgegenständen -- 1.2.2.3 »Können wir die Zahl der Verhandlungsgegenstände verändern?« -Side Dealing und Excluding bei Verhandlungsgegenständen -- 1.2.2.3.1 Erweiterung von Verhandlungsgegenständen: Side Dealing -- 1.2.2.3.2 Einengung der Verhandlungsgegenstände: Excluding -- 2. Verhandlungsorganisation.

Purpose
This study aims to investigate whether a team of females negotiates differently than a team of males, and whether (workplace) friendship moderates the relationship between single-gender team composition and negotiation outcomes.

Design/methodology/approach
The authors used two laboratory studies and paired 216 MBA students into single-gender teams of friends and non-friends, and then engaged them in several dyadic multi-issue negotiations.

Findings
The results show that on average, male teams of non-friends reached significantly better outcomes than female teams of non-friends. However, and interestingly, female teams of friends perform equally to male teams of friends.

Research limitations/implications
The authors contribute both to the negotiations and the workplace friendship literature because very little research has examined negotiation among friends at work and in particular team negotiations. In addition, the authors also contribute to the literature on gender differences in negotiations because existing research has rarely examined the differences between all-male and all-female teams and especially the relationship between same-sex teams and their effects on negotiation outcomes.

Practical implications
This research has clear implications to managers with regard to team composition. Specifically, a winning all-female team should not be changed!

Originality/value
This is the first study to examine the relationship between workplace friendship, gender and negotiation outcomes.

PurposeWhile industrial marketers have long bundled their products and services to sell them as packages, to what extent should negotiators also rely on packaging their offers? Clearly, negotiating at a package level can tax the cognitive capacity of the involved parties at some point. Therefore, this study aims to analyze the impact of the number and type of issues that should be negotiated simultaneously to leverage the package strategy efficiently and effectively in multi-issue buyer-seller negotiations.Design/methodology/approachThe authors conducted and analyzed negotiation simulations with 676 students from 2 public universities.FindingsThe authors' results suggest that negotiating three out of six issues simultaneously is the least efficient but most effective strategy in multi-issue buyer-seller negotiations. Moreover, they found that bundling distributive and integrative issues is more efficient and effective than only bundling distributive or integrative negotiation issues in a package offer.Originality/valuePast research has examined the impact of negotiating a package as compared to each issue separately; however, little empirical attention has been directed toward understanding how to apply a package strategy in complex multi-issue negotiations.

Purpose
This study aims to provide probable future developments in the form of holistic scenarios for business negotiations. In recent years, negotiation research did not put a lot of emphasis on external changes. Consequently, current challenges and trends are scarcely integrated, making it difficult to support negotiation practice perspectively.


Design/methodology/approach
This paper applies the structured, multi-method approach of scenario analysis. To examine the future space of negotiations, this combines qualitative and quantitative measures to base our analysis on negotiation experts' assessments, estimations and visions of the negotiation future.


Findings
The results comprise an overview of five negotiation scenarios in the year 2030 and of their individual drivers. The five revealed scenarios are: digital intelligence, business as usual, powerful network – the route to collaboration, powerful network – the route to predominance and system crash.


Originality/value
The scenario analysis is a suitable approach that enables to relate various factors of the negotiation environment to negotiations themselves and allows an examination of future changes in buyer–seller negotiations and the creation of possible future scenarios. The identified scenarios provide an orientation for business decisions in the field of negotiation.