Seminar in presence

Building BL26/B – Room 1.25 (first floor)
Department of Management, Economics and Industrial Engineering
Via R. Lambruschini, 4/B

Joachim Hüffmeier
TU Dortmund University, Germany

Abstract:

In the planned research seminar, two studies from the research program on negotiations by Prof. Joachim Hüffmeier will be presented. Both studies empirically test advice from prescriptive management theory and use an approach combining laboratory experimentation with the use of technology (especially the use of film data and comprehensive film sequence coding).
In Study 1, the often heard and implemented management advice is tested to always send negotiation teams to the table if negotiations are important and have substantial financial implications. Contrasting this advice, Study 1 found that negotiation teams are not more successful in (i) exchanging critical information and (ii) achieving favorable economic outcomes than their most competent member would be. (iii) Negotiation teams also negatively affect the negotiator relationship.
In Study 2, the even more often articulated advice is tested to consistently use active listening in negotiations. Contrasting this advice, Study 2 shows (i) that active listening is not related to economic or socio-emotional outcomes. (ii) It is however beneficial if used at the right time: When it follows offers that address several negotiation issues, active listening instigates a process that ultimately results in favorable economic outcomes.

Since 2015, Joachim Hüffmeier has been full professor for Social, Work, and Organizational Psychology at TU Dortmund University. He studied Psychology at the University of Münster before doing his PhD in Social Psychology at the Universities of Kiel and Trier. He then worked as a post-doc at the Chair of Organizational and Business Psychology of the University of Münster and as a scientific director at the Federal Institute of Occupational Safety and Health (BAuA).
His main research interests focus on (i) conflict and negotiation, (ii) motivation and performance in teams, (iii) work and health, and (iv) sustainability. He uses a variety of technologies in his research (e.g., face-reader technology, eye-tracking, coding film sequences, etc.). His research is published in journals like the Academy of Management Review, Journal of Management, Journal of Applied Psychology, or Organizational Behavior and Human Decision Processes and he serves on the boards of various scientific journals.

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