Dr. A. (Alfred) Zerres
- Plantage Muidergracht 12
- Room number: M1.18
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Postbus 15953
1001 NL Amsterdam
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Profile
Position
Associate Professor of Organizational Behavior
Programme Director Executive Education
Director European Negotiation Hub (ENHub)
Director Amsterdam Business School Laboratory
Research Interest
Negotiation | Business Psychology | Organizational Behavior | Consumer Behavior
Education
PhD in Marketing, summa cum laude
Westfälische Wilhelms-Universität Münster, Germany
Diplom-Kaufmann, Honors Degree
Universität zu Köln, Germany
Research Awards
Hendrik Casimir – Karl Ziegler Award, granted by the North Rhine Westphalian Academy of Science and Arts and the Royal Netherlands Academy of Arts and Sciences (EUR 50.000), 2012
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Publications
Selected international publications
Mazei, J., Zerres, A., & Hüffmeier, J. (2021). Masculinity at the negotiation table: A theory of men's negotiation behaviors and outcomes. Academy of Management Review, 46, 108-127.
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, 478-498.
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, 2721-2750 (*indicates shared first authorship).
Hüffmeier, J., Freund, P. A., Zerres, A., Backhaus, K., & Hertel, G. (2014). Being tough or being nice? A meta-analysis on the impact of hard- and softline strategies in distributive negotiations. Journal of Management, 40, 866-892.
Zerres, A., Hüffmeier, J., Freund, P. A., Backhaus, K., & Hertel, G. (2013). Does it take two to tango? Longitudinal effects of unilateral and bilateral integrative negotiation training. Journal of Applied Psychology, 98, 478-491.
International conference presentations
Zerres, A. & Kranzbühler, A.M. (2014). Effects of psychological distance in brand-related social media posts on consumers'evaluation and attitude formation. 43rd Conference of the European Marketing Academy, Valencia (Spain), June 2014.
Zerres, A., Hüffmeier, J., Lügger, K., van Randenborgh, A., & Backhaus, K. (2013). Women catch up with men: Gender differences in economic negotiation outcomes vanish over time. 26th Conference of the International Association for Conflict Management, Tacoma/Seattle (USA), July 2013.
Zerres, A., Hüffmeier, J., Freund, P. A., Trötschel, R., Backhaus, K., & Hertel, G. (2012). Teams in integrative negotiations: re-assessing team outcomes with different baselines and across time. 25th Conference of the International Association for Conflict Management, Stellenbosch/Cape Town (South Africa), July 2012.
Zerres, A., Hüffmeier, J., Freund, P. A., & Backhaus, K. (2011). Integrative negotiation training: Enduring effects of asymmetrical and symmetrical training.24th Conference of the International Association for Conflict Management, Istanbul (Turkey), July 2011.
Zerres, A., Hüffmeier, J., Freund, P. A., & Backhaus, K. (2011). Integrative negotiation training: Enduring effects of asymmetrical and symmetrical Training. 33rd INFORMS Marketing Science Conference, Houston (USA), June 2011.
Hüffmeier, J., Zerres, A., Freund, P. A., Backhaus, K., & Hertel, G. (2011). Process gains of negotiating teams across time and in different tasks. Small Group Meeting “Time and change in teams”, European Association of Work and Organizational Psychology (EAWOP), Chemnitz (Germany), February 2011.
Zerres, A., Hüffmeier, J., Freund, P. A., & Backhaus, K. (2010). Is hard better than courteous? A meta-analytic comparison of hardline vs. softline strategies in distributive negotiations. 23rd Conference of the International Association for Conflict Management, Boston (USA), June 2010.
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Teaching
Current Year
Business Negotiations (elective MSc)
Business Negotiations (elective Executive MSc)
Business Negotiations (core course MBA General Management)
Masterclass Business Negotiations (open program Executive Education)
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Publications
2024
- 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
- Jäckel, E., Zerres, A., Hemshorn De Sanchez, C. S., Lehmann-Willenbrock, N. K., & 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
- 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
- Zerres, A., Jäckel, E., & Hüffmeier, J. (2024). Active Listening in Integrative Negotiation. Communication Research. Advance online publication. https://doi.org/10.1177/0093650224123071
2021
- 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 [details]
2020
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 [details]- 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. Advance online publication. https://doi.org/10.1007/s11747-019-00707-0 [details]
2019
- 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. Advance online publication. https://doi.org/10.1177/0149206318770245 [details]
2014
- Hüffmeier, J., Freund, P. A., Zerres, A., Backhaus, K., & Hertel, G. (2014). Being tough or being nice? A meta-analysis on the impact of hard- and softline strategies in distributive negotiations. Journal of Management, 40(3), 866-892. https://doi.org/10.1177/0149206311423788 [details]
2013
- Zerres, A., Hüffmeier, J., Freund, P. A., Backhaus, K., & Hertel, G. (2013). Does it take two to tango? Longitudinal effects of unilateral and bilateral integrative negotiation training. Journal of Applied Psychology, 98(3), 478-491. https://doi.org/10.1037/a0032255 [details]
2016
- Demmers, J., Zerres, A., van Dolen, W. M., & Weltevreden, J. (2016). The privacy paradox: a CLT perspective. Paper presented at EMAC 2016, Oslo, Norway.
Prize / grant
- Jäckel, E. & Zerres, A. (2022). NTR Research grant ($10.000) for the project “Behavioral antecedents and consequences of (dis-)honesty in negotiation”. https://www.negotiationandteamresources.com/past-grant-recipents/#2022
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Ancillary activities
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Dr Zerres Negotiation Consultancy
Negotiation Consultancy and Training
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Dr Zerres Negotiation Consultancy
Aaldering, H., Zerres, A., & Steinel, W. (2020). Constituency Norms Facilitate Unethical Negotiation Behavior Through Moral Disengagement. Group Decision and Negotiation, 29(5), 969-991.