Dr. Marco Schauer
Werdegang
Marco Schauer ist innerhalb des Institutes of Sustainability Psychology als wissenschaftlicher Mitarbeiter (Post-Doc) Teil der Negotiation Research Group (NRG) in der Abteilung Sozial- und Politische Psychology (SPP), und fokussiert sich dabei auf transformative Verhandlungen im Nachhaltigkeitskontext. Während Marco in seiner Masterarbeit multidimensionale Framing Optionen zur Erhöhung von nachhaltigem, individuellem Konsumverhalten untersucht hat, erforscht er seit dem Start seiner Promotion das Dilemma wie Gewinne und Verluste über verschiedene Utility Dimensionen hinweg (z.B. ökonomisch und ökologisch) in transformativen Verhandlungssituationen verrechnet werden. In einer zweiten Forschungsrichtung untersucht Marco die Rolle von Unsicherheit und Ungewissheit (von z.B. Verhandlungsgegenständen, Verhandlungskonsequenzen oder externen Verhandlungseinflüssen) in transformativen Verhandlungen. Allübergreifend erforscht Marco Schauer die Kernmerkmale von Verhandlungen im Nachhaltigkeitskontext (i.e., Multidimensionalität und Unsicherheiten) und versucht dabei nicht nur die psychologischen Mechanismen, welche die soziale Transformation zu einer nachhaltigeren Zukunft hindern, zu erkunden, sondern auch praxisorientierte Interventionsmöglichkeiten aufzuzeigen.
Publikationen
Beiträge in Zeitschriften
- Playing it Safe: Negotiators Avoid Uncertainty and Reach Safer, But Less Integrative Agreements
Marco Schauer (Autor*in) , Johann M. Majer (Autor*in) , Roman Trötschel (Autor*in) , Caroline Heydenbluth (Autor*in) , 01.07.2026 , in: Journal of Experimental Social Psychology, 125 , 33 S.Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet
- Nine Degrees of Uncertainty in Negotiations
Marco Schauer (Autor*in) , Johann M. Majer (Autor*in) , Roman Trötschel (Autor*in) , 01.05.2023 , in: Negotiation Journal, 39, 2 , S. 207-228 , 22 S.Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet
Aktivitäten
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A novel negotiation paradigm that captures multi-dimensional sustainability conflicts
Marco Schauer (Sprecher*in)
→Aktivität: Konferenzvorträge › Forschung
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Negotiators Facing Externalities: An Experimental Investigation Into Negotiators’ Balancing of Multiple Conflicts of Interests
Marco Schauer (Sprecher*in)
Aktivität: Konferenzvorträge › Forschung
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Negotiating Sustainability Transformations [Symposium]
Marco Schauer (Sprecher*in)
Aktivität: Konferenzvorträge › Forschung
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The Effects of Outcome Uncertainty on Negotiators Facing Externalities
Marco Schauer (Sprecher*in)
Aktivität: Konferenzvorträge › Forschung
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Negotiators Facing Externalities
Marco Schauer (Sprecher*in)
Aktivität: Konferenzvorträge › Forschung
Presse / Medien
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Klimaverhandlungen: Warum nachhaltige Lösungen so schwierig zu erreichen sind und wie es dennoch gelingen kann
1 eigener MedienbeitragPresse/Medien: Presse / Medien
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Der Preis ist heiß: Wie man in Preisverhandlungen das Bestmögliche herausholt
1 eigener MedienbeitragPresse/Medien: Presse / Medien
Lehrveranstaltungen
From a psychological standpoint, negotiating transformation is particularly challenging as it evokes various social conflicts at different levels (e.g.,intrapersonal, interpersonal, intragroup, and intergroup conflicts) and thus raises cognitive demands. Under this circumstance, negotiators need to make tradeoffs across various outcome dimensions (e.g., economic, ecologic, and social outcomes). They must take external parties’ interests into consideration and need to balance immediate and future consequences resulting from their negotiated agreements. In sum, parties in transformation negotiations must not only solve their social conflicts at the table but must also reconcile various types of other conflicts beyond the table (e.g., conflicts between present and future generations, conflicts being present vs. absent from the table, conflicts across various outcome dimensions such ecological vs. economic outcomes). Accordingly, sustainable conflict solutions through negotiations can only be achieved when negotiators take all “externalities” arising from their agreements into account.
The course ‘Managing and Negotiating Sustainability Conflicts’ will focus on psychological drivers and barriers in transformation negotiations in the context of political decision-making. Specifically, the course will deal with biased perceptions, erroneous beliefs, or self-defensive cognitions that hinder the achievement of sustainable agreements. Beneficial psychological drivers in transformation negotiations such as perspective taking, accountability beliefs, or shared cognition will also be discussed and addressed in the course. Further, from a motivational perspective, the course will deal with the impact of competitive versus cooperative negotiation strategies aimed at the transition towards sustainability (e.g., logrolling, expanding the pie, collectivizing vs. threating, contending, bluffing). Finally, from a group research perspective, the effect of social identification (individual vs. group identification), group processes (group losses vs. gains), and group representation (representatives vs. constituency) will be examined. The acquired knowledge from the course will be applied to real-world examples of political negotiations involving economic, ecological, societal, or cultural issues aimed at the transition towards sustainability.
From a psychological standpoint, negotiating transformation is particularly challenging as it evokes various social conflicts at different levels (e.g.,intrapersonal, interpersonal, intragroup, and intergroup conflicts) and thus raises cognitive demands. Under this circumstance, negotiators need to make tradeoffs across various outcome dimensions (e.g., economic, ecologic, and social outcomes). They must take external parties’ interests into consideration and need to balance immediate and future consequences resulting from their negotiated agreements. In sum, parties in transformation negotiations must not only solve their social conflicts at the table but must also reconcile various types of other conflicts beyond the table (e.g., conflicts between present and future generations, conflicts being present vs. absent from the table, conflicts across various outcome dimensions such ecological vs. economic outcomes). Accordingly, sustainable conflict solutions through negotiations can only be achieved when negotiators take all “externalities” arising from their agreements into account.
The course ‘Managing and Negotiating Sustainability Conflicts’ will focus on psychological drivers and barriers in transformation negotiations in the context of political decision-making. Specifically, the course will deal with biased perceptions, erroneous beliefs, or self-defensive cognitions that hinder the achievement of sustainable agreements. Beneficial psychological drivers in transformation negotiations such as perspective taking, accountability beliefs, or shared cognition will also be discussed and addressed in the course. Further, from a motivational perspective, the course will deal with the impact of competitive versus cooperative negotiation strategies aimed at the transition towards sustainability (e.g., logrolling, expanding the pie, collectivizing vs. threating, contending, bluffing). Finally, from a group research perspective, the effect of social identification (individual vs. group identification), group processes (group losses vs. gains), and group representation (representatives vs. constituency) will be examined. The acquired knowledge from the course will be applied to real-world examples of political negotiations involving economic, ecological, societal, or cultural issues aimed at the transition towards sustainability.