Felix Kröcher
Biographic Data
| ID | 9625203 |
|---|---|
| NAME | Felix Kröcher |
| GIVEN NAMES | Felix |
| FAMILY NAME | Kröcher |
| SIGNATURE | KRÖCHER F |
| AFFILIATIONS | HHL Leipzig Graduate School of Management |
| ORCID | 0000-0001-6444-1372 |
| VERIFIED | Yes |
| TOTAL WORKS | 4 |
| TOTAL CITATIONS | 0 |
| WORKS AS AUTHOR | 4 |
| WORKS AS EDITOR | 0 |
| FIRST PUBLICATION YEAR | 2025 |
| 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…
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…
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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…
Negotiation (3 works) · Conceptual framework (2 works) · Conflict Management and Negotiation (2 works) · Economics (2 works) · Ethics in Business and Education (2 works) · Psychology (2 works) · Social Psychology (2 works) · Ambiguity (1 work) · Cognition (1 work) · Computer Science (1 work)