Peter Kesting
Biographic Data
| ID | 9356288 |
|---|---|
| NAME | Peter Kesting |
| GIVEN NAMES | Peter |
| FAMILY NAME | Kesting |
| SIGNATURE | KESTING P |
| AFFILIATIONS | Aarhus University |
| ORCID | 0000-0001-6780-8299 |
| VERIFIED | Yes |
| TOTAL WORKS | 11 |
| TOTAL CITATIONS | 0 |
| WORKS AS AUTHOR | 11 |
| WORKS AS EDITOR | 0 |
| FIRST PUBLICATION YEAR | 1968 |
| LATEST PUBLICATION YEAR | 2026 |
| H-INDEX | 0 |
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…
The Meaning of Intuition for the Negotiation Process and Outcome
Intuition is a useful tool for negotiators, as negotiations are often highly complex endeavors in which people make holistic judgments with incomplete information and no time for deliberation. Therefore, one might expect that intuition greatly influences negotiations and their outcomes and that negotiators would use intuition to their advantage. However, there is almost no systematic research into the meaning of intuition for negotiation. In this…
Maria-Frouwe
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Maria-Frouwe
The Meaning of Intuition for the Negotiation Process and Outcome
Intuition is a useful tool for negotiators, as negotiations are often highly complex endeavors in which people make holistic judgments with incomplete information and no time for deliberation. Therefore, one might expect that intuition greatly influences negotiations and their outcomes and that negotiators would use intuition to their advantage. However, there is almost no systematic research into the meaning of intuition for negotiation. In this…
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 (8 works) · Conflict Management and Negotiation (7 works) · Psychology (6 works) · Computer Science (5 works) · Economics (5 works) · Law (5 works) · Political science (5 works) · Social Psychology (4 works) · Sociology (4 works) · Experimental Behavioral Economics Studies (3 works)