Research on Negotiation in HR

In addition to our main activity in our interim mandates, we are investigating 3 specific questions on negotiation practice.  Typical negotiation situations in our practice in small and midsized organisations are:

  • Negotiations of the HR stream with other project streams in M&A or post-merger integration projects
  • Negotiations with trade unions (in-house collective agreement) and works councils (e.g. in the context of restructuring)
  • Internal negotiations on resources with C-level and stakeholders
  • Negotiations on salary packages or severance payments
  • Negotiations with service providers (headhunters, lawyers, etc.)

The research includes the evaluation of relevant models from psychology, sociology, human medicine, neurobiology, as well as negotiation practice and its concepts. In addition, there are discourses and workshops with experts, the creation of action guidelines, as well as their testing in practice.

Research Project 1

Negotiations without a Team

In our practice in SMEs, there is rarely the opportunity to set up a professional negotiation team due to the lack of resources. Here we explore how common negotiation models can still be helpful. 

Research Project 2

Status and Power Games in Negotiations

There are fields of power that are practically unchangeable, e.g. if they are regulated by law. But there are also fields of power that you can change in your own favour even during a negotiation. Status games are a key in this field. We deal with this topic here. 

Research Project 3

Typology of Negotiators

The typification of negotiating partners is a prerequisite for the status and power game. The question here is how to analyse and characterise others in order to be able to deal properly with the right person at the right moment. For more details, please click here.