Dr. A. (Alfred) Zerres
Faculty of Economics and Business
Sectie Leadership & Management
Area of expertise: Negotiation, Business Psychology, Organizational Behavior
Visiting address
- Plantage Muidergracht 12
- Room number: M1.18
Postal address
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Postbus 15953
1001 NL Amsterdam
Contact details
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Profile
Position
Associate Professor of Organizational Behavior
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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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
2025
- Jäckel, E., Zerres, A., & Hüffmeier, J. (2025). Active Listening in Integrative Negotiation. Communication Research, 52(7), 946-975. https://doi.org/10.1177/00936502241230711 [details]
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 [details]- Jäckel, E., Zerres, A., Hemshorn De Sanchez, C. S., Lehmann-Willenbrock, N., & 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 [details]
- 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 [details]
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. 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. 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
2025
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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
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.