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European School of Management and Technology
ExpertiseNegotiations

Biography

European School of Management and Technology
Assistant Professor of Organizational Behavior, ESMT Berlin

Martin Schweinsberg is an assistant professor of organisational behaviour at ESMT Berlin. Previously he was an assistant professor at INSEAD. Martin obtained his PhD from London Business School and also holds a MSc (cum laude) and a BSc (with honours and cum laude) in psychology from the University of Amsterdam.

In one line of research Martin's research seeks to explain how negotiators can create and claim more value and how they can avoid impasses. In a second line of research Martin examines competitions for social status. Martin’s dissertation examined the systematic errors people make in their pursuit of higher status and asks specifically whether and why people overestimate their happiness after gaining status. Martin also examines how to make more science more reproducible by crowdsourcing distinct aspects of the scientific process.

Martin’s research has been published in the Journal of Experimental Social Psychology, Social Psychological and Personality Science, and in Nature: Scientific Data. Martin’s work has been covered in The Harvard Business Review, The Atlantic, Slate Magazine, National Affairs and 538, among others.

Martin currently serves on the editorial board of Nature: Scientific Data and as a reviewer for several management journals.

Martin is an award-winning teacher and has taught Executives, MBA and PhD students in Europe, Asia, and the U.S. Martin teaches and directs open executive education programs and teaches in client-specific programs at ESMT Berlin. Martin has also taught in INSEAD’s flagship open executive and client-specific programs. Martin has won INSEAD’s prestigious Dean's Commendation for Excellence in teaching three years in a row.

Education

  • PhD (London Business School)
  • MRes (London Business School)
  • MSc (University of Amsterdam)
  • BSc (University of Amsterdam)

Research

Negotiations, Status, Forecasting, Crowdsourcing science, Reproducibility of science

Teaching

Negotiations, Organizational Behavior

Expertise

Topics

negotiation, organizational behavior

Languages

German, English, Dutch

Presentations

The pipeline project: Pre-publication independent replications of a single laboratory’s research pipeline 01/26/16: 17th Annual Convention, Society for Personality and Social Psychology, San Diego, CA, USA

Infuriating impasses: Expressed anger causes negotiation impasses 08/07/15: Academy of Management Annual Meeting, Academy of Management, Vancouver, Canada

Understanding others across cultures: metacognition and calibration of cultural knowledge 07/09/14: European Association of Social Psychology General Meeting, University of Amsterdam, Amsterdam, The Netherlands

Walking away from the table: Why women react more uncooperatively to extreme first offers 07/07/14: International Association for Conflict Management Conference, The International Association for Conflict Management, Leiden, The Netherlands

Status-sensitivity theory: Why high-status individuals are more sensitive to psychological contract violations 08/03/12: Academy of Management Annual Meeting, Academy of Management, Boston, MA, USA

Walking away from the table: When women are less cooperative than men in negotiations 07/11/12: 25th Annual Conference of the International Association for Conflict Management, International Association for Conflict Management, Stellenbosch, South Africa

Starting too high: The disadvantages of high anchors in negotiations 10/06/10: Academy of Management Annual Meeting, Academy of Management, Montréal, Canada 05/01/10: Transatlantic Doctoral Conference, London Business School, London, United Kingdom

Publications

Articles

Journal Article Forthcoming Infuriating impasses: Angry expressions increase exiting behavior in negotiations Social Psychological and Personality Science Jeremy A. Yip, Martin Schweinsberg

Journal Article Replication data collection highlights value in diversity of replication attempts Scientific Data 4(170028) K. Andrew DeSoto, Martin Schweinsberg (2017)

Journal Article Data from a pre-publication independent replication initiative examining ten moral judgement effects Scientific Data 3 Warren Tierney, Martin Schweinsberg, Jennifer Jordan, Deanna M. Kennedy, Israr Qureshi, S. Amy Sommer, Nico Thornley et al. (2016)

Journal Article The pipeline project: Pre-publication independent replications of a single laboratory's research pipeline Journal of Experimental Social Psychology 66(5): 55–67 Martin Schweinsberg, Nikhil Madan, Michelangelo Vianello, Amy S. Sommer, Jennifer Jordan, Warren Tierney, Eli Awtrey et al. (2016)

Journal Article Starting high and ending with nothing: The role of anchors and power in negotiations Journal of Experimental Social Psychology 48(1): 226–231 Martin Schweinsberg, Gillian Ku, Cynthia S. Wang, Madan M Pillutla (2012)

Other publications Online What marketers can learn from the art and science of negotiation Martin Schweinsberg (2015)

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