Remigiusz Smolinski
Biographic Data
| ID | 6700757 |
|---|---|
| NAME | Remigiusz Smolinski |
| GIVEN NAMES | Remigiusz |
| FAMILY NAME | Smolinski |
| SIGNATURE | SMOLINSKI R |
| AFFILIATIONS | HHL Leipzig Graduate School of Management |
| ORCID | 0000-0003-1739-8687 |
| VERIFIED | Yes |
| TOTAL WORKS | 12 |
| TOTAL CITATIONS | 1 |
| WORKS AS AUTHOR | 12 |
| WORKS AS EDITOR | 0 |
| FIRST PUBLICATION YEAR | 2008 |
| LATEST PUBLICATION YEAR | 2026 |
| H-INDEX | 1 |
Beyond Rationality
Research on negotiation ethics has often interpreted ethically ambiguous negotiation tactics (EANT) as the result of deliberate cost-benefit reasoning aimed at maximizing negotiators’ advantage. However, behavioral ethics research suggests that unethical behavior may also arise from nonrational processes. This study examines the role of such processes in the application of EANT. Drawing on survey data from 495 experienced practitioners, we combin…
Ethical Guidelines for Designing, Developing, and Deploying AI Negotiation Agents
Artificial Intelligence (AI) is playing an increasingly prominent role in negotiations. While its initial use was primarily as a support tool, offering strategic suggestions, analyzing data, or simulating scenarios, AI systems are beginning to conduct negotiations autonomously. This development introduces significant advantages, including cost savings, scalability, and entirely new forms of negotiation, such as replacing standardized tenders with…
Introduction to Special Section
Ethical conduct in negotiations
Purpose This study aims to examine ethical behavior in negotiations, specifically focusing on the dynamics between cognitive processes and ethical conduct within negotiation contexts. While prior research has predominantly used rational frameworks to explain unethical behavior, emphasizing profit and self-interest, this work also considers nonrational influences, including intuitive and emotional factors. Design/methodology/approach This conceptu…
How Unexpected Consequences of Our Unethical Behavior Can Eventually Turn Against Us
The concept of bounded ethicality, introduced by Chugh et al. (2005) , complements that of bounded rationality by examining how individuals’ capacity to make ethical decisions is inherently constrained, leading to results systematically contradicting their own ethical standards. A key phenomenon that remains underexplored in this research is the tendency of individuals to underestimate the extent to which their own unethical behavior not only har…
Possibilities and limits of procedural and distributive justice in complex conflicts
Purpose Extensive empirical evidence suggests that procedural justice (PJ) and distributive justice (DJ) are key success factors for achieving durable peace negotiations. This paper aims to investigate how complexity affects these factors and the outcomes in negotiations. Design/methodology/approach The qualitative study is based on an examination of the peace negotiations that led to the 2016 agreement between the Fuerzas Armadas Revolucionarias…
Beyond the First Offer
First offers play a significant role in negotiations as they anchor negotiators’ perceptions and influence negotiation outcomes in favor of the first-offer proposer. However, negotiation is a joint decision-making process in which a first offer is typically succeeded by a counteroffer. The impact of a counteroffer has not yet been systematically researched. We propose that a counteroffer influences negotiation outcomes like a first offer. In addi…
A Practical Guide to Negotiation Simulation Writing
There are many good reasons for writing negotiation simulations, but designing and preparing simulations that generate desired pedagogical effects is a challenging process. Building on an earlier article in this journal that presented fundamental principles for the design of negotiation simulations, this article offers a practical guide that outlines in detail how negotiation simulations can be structured and what elements they should include. We…
“What is Your Best Price?”—An Experimental Study of an Alternative Negotiation Opening
Much attention has been devoted to the “first offer” in negotiation research. Rightly so, as strong empirical evidence shows that the first offer has a significant impact on the negotiated outcome and, therefore, is a highly relevant topic for negotiation scholars and practitioners. Scholars typically recommend making the first offer. However, in the field, we have observed an alternative opening tactic—asking for the best price that the counterp…
In Search of Master Negotiators
Over the last four decades, the field of negotiation has become a fully recognized academic discipline around the world and negotiation courses and competitions have become increasingly popular. Although it is believed that negotiators may be trained and that negotiation is a skill that can be taught and evaluated, the question of how to assess negotiation performance systematically and comprehensively remains largely unanswered. This article pro…
Innovative Research
© Koninklijke Brill NV, Leiden, 2010 DOI: 10.1163/157180610X529645 International Negotiation 15 (2010) 485–509 brill.nl/iner Innovative Research Capturing Attitudes and Behavior in International Negotiations: Lessons from the European Union Enlargement Negotiations Remigiusz Smolinski* IESEG School of Management, 3, rue de la Digue, 59000 Lille, France (E-mail: [email protected]) Received 12 March 2009; accepted 23 May 2009 Abstract An alterna…
How Was the Fifth European Union Enlargement Actually Negotiated? A Comparative Analysis of Selected Traits
Despite the political and economic importance of the fifth European Union enlargement, not much research has been devoted to the negotiation process that led to this event. The purpose of this paper is to present the results of our survey conducted among politicians and diplomats representing the parties in the accession negotiations. The main objectives of this survey were to identify differences between the negotiating behavior and attitudes of…
How Was the Fifth European Union Enlargement Actually Negotiated? A Comparative Analysis of Selected Traits
Despite the political and economic importance of the fifth European Union enlargement, not much research has been devoted to the negotiation process that led to this event. The purpose of this paper is to present the results of our survey conducted among politicians and diplomats representing the parties in the accession negotiations. The main objectives of this survey were to identify differences between the negotiating behavior and attitudes of…
How Was the Fifth European Union Enlargement Actually Negotiated? A Comparative Analysis of Selected Traits
Despite the political and economic importance of the fifth European Union enlargement, not much research has been devoted to the negotiation process that led to this event. The purpose of this paper is to present the results of our survey conducted among politicians and diplomats representing the parties in the accession negotiations. The main objectives of this survey were to identify differences between the negotiating behavior and attitudes of…
Innovative Research
© Koninklijke Brill NV, Leiden, 2010 DOI: 10.1163/157180610X529645 International Negotiation 15 (2010) 485–509 brill.nl/iner Innovative Research Capturing Attitudes and Behavior in International Negotiations: Lessons from the European Union Enlargement Negotiations Remigiusz Smolinski* IESEG School of Management, 3, rue de la Digue, 59000 Lille, France (E-mail: [email protected]) Received 12 March 2009; accepted 23 May 2009 Abstract An alterna…
In Search of Master Negotiators
Over the last four decades, the field of negotiation has become a fully recognized academic discipline around the world and negotiation courses and competitions have become increasingly popular. Although it is believed that negotiators may be trained and that negotiation is a skill that can be taught and evaluated, the question of how to assess negotiation performance systematically and comprehensively remains largely unanswered. This article pro…
Beyond the First Offer
First offers play a significant role in negotiations as they anchor negotiators’ perceptions and influence negotiation outcomes in favor of the first-offer proposer. However, negotiation is a joint decision-making process in which a first offer is typically succeeded by a counteroffer. The impact of a counteroffer has not yet been systematically researched. We propose that a counteroffer influences negotiation outcomes like a first offer. In addi…
A Practical Guide to Negotiation Simulation Writing
There are many good reasons for writing negotiation simulations, but designing and preparing simulations that generate desired pedagogical effects is a challenging process. Building on an earlier article in this journal that presented fundamental principles for the design of negotiation simulations, this article offers a practical guide that outlines in detail how negotiation simulations can be structured and what elements they should include. We…
“What is Your Best Price?”—An Experimental Study of an Alternative Negotiation Opening
Much attention has been devoted to the “first offer” in negotiation research. Rightly so, as strong empirical evidence shows that the first offer has a significant impact on the negotiated outcome and, therefore, is a highly relevant topic for negotiation scholars and practitioners. Scholars typically recommend making the first offer. However, in the field, we have observed an alternative opening tactic—asking for the best price that the counterp…
Possibilities and limits of procedural and distributive justice in complex conflicts
Purpose Extensive empirical evidence suggests that procedural justice (PJ) and distributive justice (DJ) are key success factors for achieving durable peace negotiations. This paper aims to investigate how complexity affects these factors and the outcomes in negotiations. Design/methodology/approach The qualitative study is based on an examination of the peace negotiations that led to the 2016 agreement between the Fuerzas Armadas Revolucionarias…
Ethical conduct in negotiations
Purpose This study aims to examine ethical behavior in negotiations, specifically focusing on the dynamics between cognitive processes and ethical conduct within negotiation contexts. While prior research has predominantly used rational frameworks to explain unethical behavior, emphasizing profit and self-interest, this work also considers nonrational influences, including intuitive and emotional factors. Design/methodology/approach This conceptu…
How Unexpected Consequences of Our Unethical Behavior Can Eventually Turn Against Us
The concept of bounded ethicality, introduced by Chugh et al. (2005) , complements that of bounded rationality by examining how individuals’ capacity to make ethical decisions is inherently constrained, leading to results systematically contradicting their own ethical standards. A key phenomenon that remains underexplored in this research is the tendency of individuals to underestimate the extent to which their own unethical behavior not only har…
Beyond Rationality
Research on negotiation ethics has often interpreted ethically ambiguous negotiation tactics (EANT) as the result of deliberate cost-benefit reasoning aimed at maximizing negotiators’ advantage. However, behavioral ethics research suggests that unethical behavior may also arise from nonrational processes. This study examines the role of such processes in the application of EANT. Drawing on survey data from 495 experienced practitioners, we combin…
Ethical Guidelines for Designing, Developing, and Deploying AI Negotiation Agents
Artificial Intelligence (AI) is playing an increasingly prominent role in negotiations. While its initial use was primarily as a support tool, offering strategic suggestions, analyzing data, or simulating scenarios, AI systems are beginning to conduct negotiations autonomously. This development introduces significant advantages, including cost savings, scalability, and entirely new forms of negotiation, such as replacing standardized tenders with…
Introduction to Special Section
Negotiation (10 works) · Conflict Management and Negotiation (9 works) · Law (7 works) · Political science (7 works) · Psychology (7 works) · Computer Science (6 works) · Social Psychology (6 works) · Economics (5 works) · Sociology (4 works) · Business (3 works)