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 

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.

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)