
Martin SchweinsbergEuropean School of Management and Technology | ESMT · Organisational Behaviour
Martin Schweinsberg
Doctor of Philosophy
About
33
Publications
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Introduction
I pursue two research streams: First, I study negotiation impasses to understand the psychological reasons for when and why negotiations end without an agreement. Second, I lead initiatives to make scientific knowledge generation more reproducible, open, and collaborative. As part of this, I investigate the psychology of analyzing data.
Skills and Expertise
Additional affiliations
September 2016 - present
September 2013 - August 2016
August 2008 - June 2013
Publications
Publications (33)
Most research suggests that negotiators gain value by making first offers in negotiations. The current research examines the proposition that extreme first offers offend their recipients and cause them to walk away, resulting in an impasse. Results across two experiments support this proposition. As a result, extreme offers can be risky: even thoug...
In this crowdsourced initiative, independent analysts used the same dataset to test two hypotheses regarding the effects of scientists' gender and professional status on verbosity during group meetings. Not only the analytic approach but also the operationalizations of key variables were left unconstrained and up to individual analysts. For instanc...
Although impasses are frequently experienced by negotiators, are featured in newspaper articles, and are reflected in online searches and can be costly, negotiation scholarship does not appear to consider them seriously as phenomena worth explaining. A review of negotiation tasks to study impasses reveals that they bias negotiators toward agreement...
Four validity types evaluate the approximate truth of inferences communicated by primary research. However, current validity frameworks ignore the truthfulness of empirical inferences that are central to research problem statements. Problem statements contrast a review of past research with other knowledge that extend, contradict, or call into ques...
Many-analysts studies explore how well an empirical claim withstands plausible alternative analyses of the same data set by multiple, independent analysis teams. Conclusions from these studies typically rely on a single outcome metric (e.g., effect size) provided by each analysis team. Although informative about the range of plausible effects in a...
How low is the ideal first offer? Prior to any negotiation, decision-makers must balance a crucial tradeoff between two opposing effects. While lower first offers benefit buyers by anchoring the price in their favor, an overly ambitious offer increases the impasse risk, thus potentially precluding an agreement altogether. Past research with simulat...
The present study examines three widely-held assumptions about negotiation that have actually never been tested outside the confines of a laboratory : (1) it’s a daily activity, (2) it’s generally unpleasant, and yet (3) it leads to happier lives. Leveraging an app-based experience-sampling methodology, we found that 25% of daily interactions invol...
Negotiations can end with a successful deal or with an impasse. To minimize the impasse risk, how assertive and precise should negotiators’ first offers be? Recent studies diverge in their findings as to the advantages and disadvantages of making round vs. precise offers. Based on over 25 million eBay negotiations, the present research establishes...
How high should the first offer be? Prior to any negotiation, decision-makers must balance the tradeoff between two opposing first-offer effects. On the one hand, more assertive first offers benefit negotiators by anchoring the negotiation in their favor. On the other hand, a first offer that is too assertive increases impasse risk. Past research h...
Conflict management scholars study mixed-motive negotiation situations with cooperative and competitive incentives predominantly through multi-issue negotiation tasks in experimental studies. Intriguingly, experimenters currently lack an objective, generalizable, and continuous measure that precisely quantifies the incentives underlying these negot...
By organizing crowds of scientists to independently tackle the same research questions, we can collectively overcome the generalizability crisis. Strategies to draw inferences from a heterogeneous set of research approaches include aggregation , for instance, meta-analyzing the effect sizes obtained by different investigators, and parsing , attempt...
Any large dataset can be analyzed in a number of ways, and it is possible that the use of different analysis strategies will lead to different results and conclusions. One way to assess whether the results obtained depend on the analysis strategy chosen is to employ multiple analysts and leave each of them free to follow their own approach. Here, w...
We present consensus-based guidance for conducting and documenting multi-analyst studies. We discuss why broader adoption of the multi-analyst approach will strengthen the robustness of results and conclusions in empirical sciences.
To what extent are research results influenced by subjective decisions that scientists make as they design studies? Fifteen research teams independently designed studies to answer five original research questions related to moral judgments, negotiations, and implicit cognition. Participants from 2 separate large samples (total N > 15,000) were then...
To what extent are research results influenced by subjective decisions that scientists make as they design studies? Fifteen research teams independently designed studies to answer five original research questions related to moral judgments, negotiations, and implicit cognition. Participants from two separate large samples (total N > 15,000) were th...
In distributive negotiations, people often feel that they have to choose between maximizing their economic outcomes (claiming more value) or improving their relational outcomes (having a satisfied opponent). The present research proposes a conversational strategy that can help negotiators achieve both. Specifically, we show that using an offer fram...
Prior research shows that precise first offers strongly anchor negotiation outcomes. This precision advantage, however, has been documented only when the parties were already in a negotiation. We introduce the concept of negotiation entry, i.e., the decision to enter a negotiation with a particular party. We predict that precise prices create barri...
The widespread replication of research findings in independent laboratories prior to publication is suggested as a complement to traditional replication approaches. The pre-publication independent replication approach further addresses three key concerns from replication skeptics by systematically taking context into account, reducing reputational...
This research demonstrates that people can act more powerfully without having power. Researchers and practitioners advise people to obtain alternatives in social exchange relationships to enhance their power. However, alternatives are not always readily available, often forcing people to interact without having much power. Building on research sugg...
The present research examines intercultural accuracy—people’s ability to make accurate
judgments about outgroup values—and the role of social projection processes. Across four studies, U.S. and British participants showed low overall levels of intercultural accuracy for Chinese students’ individualistic and collectivistic values. In line with recen...
The present research examines intercultural accuracy—people’s ability to make accurate judgments about outgroup values—and the role of social projection processes. Across four studies, US and British participants showed overall low levels of intercultural accuracy but were slightly more accurate in predicting collectivistic than individualistic val...
Researchers agree that replicability and reproducibility are key aspects of science. A collection of Data Descriptors published in Scientific Data presents data obtained in the process of attempting to replicate previously published research. These new replication data describe published and unpublished projects. The different papers in this collec...
Prior research has focused on the influence of emotional expressions on the value of negotiated outcomes. Across three studies, we demonstrate that people interacting with angry counterparts become more likely to walk away from a negotiation, resulting in an impasse. In Study 1, participants who encountered counterparts expressing anger were more l...
We present the data from a crowdsourced project seeking to replicate findings in independent laboratories before (rather than after) they are published. In this Pre-Publication Independent Replication (PPIR) initiative, 25 research groups attempted to replicate 10 moral judgment effects from a single laboratory’s research pipeline of unpublished fi...
This is the syllabus for our Crowdsourcing Science doctoral course. The accompanying slide deck (also posted here on researchgate) includes lectures on ”The Crisis of Confidence in Science,” ”The Replication Revolution,” and ”The Open Data Movement.” Each slide comes with a full instructor script and links to relevant research and media stories.
These are the slides for our Crowdsourcing Science doctoral course. The slide deck includes lectures on ”The Crisis of Confidence in Science,” ”The Replication Revolution,” and ”The Open Data Movement.” Each slide comes with a full instructor script and links to relevant research and media stories.
This crowdsourced project introduces a collaborative approach to improving the reproducibility of scientific research, in which findings are replicated in qualified independent laboratories before (rather than after) they are published. Our goal is to establish a non-adversarial replication process with highly informative final results. To illustra...