Dr. Hannes Petrowsky

21335 Lüneburg, Universitätsallee 1, C6.219
Fon +49.4131.677-1437, hannes.petrowsky@leuphana.de
Akademische*r Rat*in, Institute of Management and Organization

Table of contents for this page

Vita

Dr. Hannes Petrowsky is an assistant professor ('Akademischer Rat') at the chair of Economic Psychology, Social Psychology, & Experimental Methods. He completed his doctorate on the psychological effects of negotiation offers at Leuphana University. In his research, he deals with various topics from economic and social psychology, such as the effect of first offers and anchoring, the influence of price endings on consumer perception, and the use and impact of digital technologies. The use of technological innovations is of central importance to his research (e.g., Big Data & Machine Learning, Virtual Reality, AI).

Academic career

  • since 2024: Assistant Professor ('Akademischer Rat'), Chair of Economic Psychology, Social Psychology, & Experimental Methods

  • 2021-2024: Research associate in the research project “Digital Transformation Lab for Teaching and Learning”, Leuphana University of Lüneburg

  • 2020-2023: PhD “First-Offer Effects in Negotiations”, Leuphana University of Lüneburg

  • 2017-2019: M.Sc. Management & Marketing, Leuphana University of Lüneburg

Projects

Publications

Journal contributions

  1. How the timing of texting triggers romantic interest after the first date: A curvilinear U-shaped effect and its underlying mechanisms
    Lars Teichmann (Author) , Hannes Marwin Petrowsky (Author) , Lea Boecker (Author) , Meikel Neumann (Author) , David Demian Loschelder (Author) , 01.02.2026 , in: Journal of Social and Personal Relationships, 43, 2 , p. 570-593 , 24 p.

    Research output: Journal contributions › Journal articles › Research › peer-review

  2. The power and peril of first offers in negotiations: A conceptual, meta-analytic, and experimental synthesis
    Hannes Marwin Petrowsky (Author) , Lea Boecker (Author) , Yannik Andrea Escher (Author) , Marie-Lena Frech (Author) , Malte Friese (Author) , Adam D. Galinsky (Author) , Brian Gunia (Author) , Alice J. Lee (Author) , Michael Schaerer (Author) , Martin Schweinsberg (Author) , Meikel Neumann (Author) , Roderick Swaab (Author) , Eve Sarah Troll (Author) , Marcel Weber (Author) , David Demian Loschelder (Author) , 01.11.2025 , in: Organizational Behavior and Human Decision Processes, 191 , 30 p.

    Research output: Journal contributions › Journal articles › Research › peer-review

  3. Concession patterns in dyadic negotiations: Empirically contrasting sunk cost, loss aversion, and rationality predictions
    Yannik Andrea Escher (Author) , Hannes Marwin Petrowsky (Author) , Lea Boecker (Author) , Peter L. Stöckli (Author) , David Demian Loschelder (Author) , 22.08.2025 , in: Negotiation and Conflict Management Research, 18, 3 , p. 165–203 , 39 p.

    Research output: Journal contributions › Journal articles › Research › peer-review

  4. A psychological framework for social skill acquisition in immersive VR environments: Conceptualization, application, and empirical evaluation
    Yannik Andrea Escher (Author) , Hannes Marwin Petrowsky (Author) , Friederike Johanne Knabbe (Author) , Poldi Kuhl (Author) , David Demian Loschelder (Author) , 12.08.2025 , in: Computers in Human Behavior Reports, 19, 19 , 15 p.

    Research output: Journal contributions › Journal articles › Research › peer-review

  5. Optimizing counteroffers: How timing and magnitude shape sale prices and impasses in 26 million asynchronous online negotiations
    Hannes Marwin Petrowsky (Author) , Yannik Andrea Escher (Author) , David Demian Loschelder (Author) , Lars Teichmann (Author) , Alice J. Lee (Author) , 01.08.2025 , in: Group Decision and Negotiation, 34, 4 , p. 823-848 , 26 p.

    Research output: Journal contributions › Journal articles › Research › peer-review

View all publications

Contributions to collected editions/anthologies

  1. Virtuelle Realitäten zur Kompetenzentwicklung und Reflexion in der universitären Lehrkräftebildung am Beispiel von Elterngesprächen
    Yannik Nils Sylvester Adam (Author) , Hannes Marwin Petrowsky (Author) , David Demian Loschelder (Author) , Poldi Kuhl (Author) , 22.11.2023 Weinheim , p. 222-242 , 21 p.

    Research output: Contributions to collected editions/anthologies › Contributions to collected editions/anthologies › Research

  2. 'SPREAD THE APP, NOT THE VIRUS’ – AN EXTENSIVE SEM-APPROACH TO UNDERSTAND PANDEMIC TRACING APP USAGE IN GERMANY
    Lukas-Walter Thiée (Author) , Hannes Marwin Petrowsky (Author) , Marie-Lena Frech (Author) , David Demian Loschelder (Author) , Burkhardt Funk (Author) , 11.05.2021

    Research output: Contributions to collected editions/anthologies › Article in conference proceedings › Research › peer-review

View all publications

Activities

  1. Effects of using VR training for skill development in the context of parent-teacher conferences
    Friederike Johanne Knabbe (Speaker) , Yannik Andrea Escher (Coauthor) , Hannes Marwin Petrowsky (Coauthor) , David Demian Loschelder (Coauthor) , Poldi Kuhl (Coauthor)

    Activity: Presentations (poster etc.) › Research

  2. The negotiator personality: Expert predictions vs. data-driven insights from higher-order latent modeling
    Yannik Andrea Escher (Speaker) , Hannes Marwin Petrowsky (Coauthor) , Jared R. Curhan (Coauthor) , Alice J. Lee (Coauthor) , Peter L. Stöckli (Coauthor) , Hillary Anger Elfenbein (Coauthor) , David Demian Loschelder (Coauthor)

    Activity: Conference Presentations › Research

  3. Immersive job interview training: A three-wave study to improve applicants’ efficacy and confidence
    Yannik Andrea Escher (Speaker) , Hannes Marwin Petrowsky (Coauthor) , Poldi Kuhl (Coauthor) , David Demian Loschelder (Coauthor)

    Activity: Conference Presentations › Research

  4. Confident for the next job interview: virtual reality for effective training
    Friederike Johanne Knabbe (Speaker) , Yannik Andrea Escher (Speaker) , Hannes Marwin Petrowsky (Coauthor) , David Demian Loschelder (Coauthor) , Poldi Kuhl (Coauthor)

    Activity: Conference Presentations › Research

  5. Effekte eines VR-Trainings zur Kompetenzentwicklung und Reflexion im Rahmen von Elterngesprächen
    Friederike Johanne Knabbe (Speaker) , Yannik Andrea Escher (Coauthor) , Hannes Marwin Petrowsky (Coauthor) , David Demian Loschelder (Coauthor) , Poldi Kuhl (Coauthor)

    Activity: Presentations (poster etc.) › Research

View all activities

Press / Media

  1. Verhandlungen: "Vermeiden Sie persönliche Angriffe"
    1 time cited

    Press/Media: Press/Media

  2. So holen Sie bei Verhandlungen das beste Ergebnis für sich heraus.
    1 time cited

    Press/Media: Press/Media

  3. Wer zuerst fordert, kriegt den besseren Deal.
    Interviewed once

    Press/Media: Press/Media

  4. Auf eBay und Co. Kaufen: Steigen Sie mit diesem Gebot ein.
    1 time cited

    Press/Media: Press/Media

  5. Erfolgreiche Ebay-Verhandlungen: Wissenschaftler geben Tipps.
    1 time cited

    Press/Media: Press/Media

View all press/media coverage

Prizes

  1. Dissertation Award
    Hannes Marwin Petrowsky (Recipient) ,

    Prize: Leuphana internal Prize, Scholaships, distinctions, appointments › Research

  2. Faculty Research Award
    Hannes Marwin Petrowsky (Recipient) ,

    Prize: Leuphana internal Prize, Scholaships, distinctions, appointments › Research

  3. IACM Best Conference Paper Award - PhD Student as First Author
    Hannes Marwin Petrowsky (Recipient) ,

    Prize: external Prizes, scholarships, distinctions, appointments › Research

  4. NTR-IACM Early Career Scholars Program
    Hannes Marwin Petrowsky (Recipient) ,

    Prize: external Prizes, scholarships, distinctions, appointments › Research

  5. Lehrpreis der Fachschaft Psychologie für die Veranstaltung "Inferential Statistics"
    Hannes Marwin Petrowsky (Recipient) ,

    Prize: Leuphana internal Prize, Scholaships, distinctions, appointments › Education

View all prizes

Teaching