New first-offer meta-analysis published in OBHDP
My co-authors and I published a new paper on first offers in negotiations in Organizational Behavior and Human Decision Processes
👋 I’m Martin — a business professor and psychologist at ESMT Berlin
I try to understand why negotiations end without an agreement. I also develop collaborative, crowdsourced solutions to make science more open.
As Seen In & Worked With
Updates
📚 New chapter in HBR Guide to Better Recruiting and Hiring
An open position on your team presents both a challenge and an opportunity. You need to understand what skills and
PNAS: New letter to the editor
My co-authors Johann Majer (University of Hildesheim), Simon Columbus (MIT) and I published a letter to the editor in the
New impasse paper in PNAS
My co-authors Hannes Petrowsky, Burkhardt Funk, and David Loschelder (all Leuphana University) published a new paper to answer an old
New research problem validity paper (open access in Perspectives on Psychological Science)
My coauthors Stefan Thau (INSEAD), Madan Pillutla (Indian School of Business) and I wrote a new paper called"Research
How to say no without offending the other person and say yes to what matters most to you
As a leader, it is your job to say both yes and no to focus your people and your organization on what matters most. Say no without offending your people and without feeling bad. Learn how to say no so, lead guilt-free, and find the best way to say no so your people can do matters most.
New negotiation paper published in Collabra: Psychology
My co-authors Johann Majer, Hong Zhang, and Roman Trötschel and I are very
excited that our paper entitled "Conflict
