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Sozial-, Arbeits- und Organisationspsychologie

Marc Mertes, M.Sc. – Wiss. Mitarbeiter Foto von Marc Mertes, M.Sc.

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44227 Dortmund

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“We do not negotiate with terrorists!” But what if we did?
Mertes, M., Mazei, J., & Hüffmeier, J. (2020). “We do not negotiate with terrorists!” But what if we did? Peace and Conflict: Journal of Peace Psychology, 26(4), 437–448. https://doi.org/10.1037/pac0000446
Hostage-takings, in which terrorists abduct innocent people and threaten to kill them unless authorities concede to their demands, cause suffering for many people every year. Authorities often decline to concede because they do not trust terrorists to keep their promises. We analyzed negotiation data from terrorist hostage-takings and found that even partly fulfilling the terrorists’ demands can result in fewer casualties among the hostages. Terrorists often even contribute to conflict resolution by making concessions of their own once they have received parts of what they demanded. Our study shows that conceding to terrorist hostage-takers can be a viable strategy to save lives.

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Ausbildung und beruflicher Werdegang


seit 10/2015

Wissenschaftlicher Mitarbeiter
Lehrstuhl für Sozial-, Arbeits- und Organisationspsychologie (Prof. Joachim Hüffmeier)
TU Dortmund

10/2013 - 09/2015

M. Sc. Studium der Psychologie
Schwerpunkt: Personal- und Wirtschaftspsychologie
Westfälische Wilhelms-Universität Münster

10/2010 - 09/2013

B. Sc. Studium der Psychologie
Westfälische Wilhelms-Universität Münster

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Forschungsinteressen


  • Nichteinigungen in Verhandlungen
  • Konfliktbewältigung in Krisensituationen (Terrorismus)

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Publikationen



Zeitschriftenartikel (peer-reviewed)

  • Mazei, J., Mertes, M., & Hüffmeier, J. (accepted). Strategies Aimed at Reducing Gender Differences in Negotiation Are Perceived By Women as Ineffective. Sex Roles.
  • Mertes, M., Mazei, J., & Hüffmeier, J. (accepted). "We Do not Negotiate With Terrorists!" But What if We Did? Peace and Conflict: Journal of Peace Psychology.

  

Konferenzbeiträge

  • Mertes, M., Mazei, J., & Hüffmeier, J. (2019, Juli). "We Do not Negotiate with Terrorists!" But what if we did? 32. jährlicher Kongress der International Association for Conflict Management (IACM), Dublin, Irland.
  • Mazei, J., Mertes, M., & Hüffmeier, J. (2018, September). Von der Forschung in die Praxis? Frauen lehnen Strategien ab, die Geschlechtsunterschiede in Verhandlungen reduzieren [From Research to Practice? Women Reject Strategies that could Reduce Gender Differences in Negotiation]. 51. Kongress der Deutschen Gesellschaft für Psychologie (DGPs), Frankfurt, Deutschland.
  • Mertes, M. & Hüffmeier, J. (2017, September). Warum Verhandler den Tisch verlassen: Ein Grounded Theory Modell zu Nichteinigungen in Verhandlungen. 10. Tagung der Fachgruppe Arbeits-, Organisations- und Wirtschaftspsychologie der Deutschen Gesellschaft für Psychologie (AOW), Dresden, Deutschland.
  • Mertes, M. & Hüffmeier, J. (2017, Juli). Why Negotiators Leave the Table: A Grounded Theory Approach Towards Understanding Negotiation Impasse. 30. Jährlicher Kongress der International Association for Conflict Management (IACM), Berlin, Deutschland.
  • Mertes, M. & Schiller E.-M. (September, 2013). Evaluating the Effects of Mass Media-Based Materials in Alcohol Prevention: An Experimental Study in Adolescents. Poster präsentiert auf der 16th European Conference on Developmental Psychology (ECDP), Lausanne, Schweiz.

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Eingeladene Vorträge

  • Mertes, M. (2019, November). "We do not negotiate with terrorists!" But what if we did?. Vortrag beim Treffen der Regionalgruppe Wirtschaftspsychologie Münsterland.
  • Mertes, M. (2019, September). "We do not negotiate with terrorists!" But what if we did?. Vortrag im Brown Bag Seminar an der ESMT Berlin.
  • Mertes, M. (2019, Mai). Why Negotiators Leave the Table: A Grounded Theory Approach Towards Understanding Negotiation Impasse. Vortrag im Seminar Verhandlungen und Konfliktmanagement, WWU Münster.
  • Mertes, M. (2018, Juni). Why Negotiators Leave the Table: A Grounded Theory Approach Towards Understanding Negotiation Impasse. Vortrag im Seminar Verhandlungen und Konfliktmanagement, WWU Münster.
  • Mertes, M. (2017, October). Negotiation Impasses - Underlying Mechanisms and Prevention. Office of Collaborative Action and Dispute Resolution, U.S. Department of the Interior, Washington DC, USA.
  • Mertes, M. (2017, Juni). Why Negotiators Leave the Table: A Grounded Theory Approach Towards Understanding Negotiation Impasse. Vortrag im Seminar Verhandlungen und Konfliktmanagement, WWU Münster.

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Preise


2017

Best Student Paper Award des 30. jährlichen Kongress' der International Association for Conflict Management (IACM)
für den Beitrag
Mertes, M. & Hüffmeier, J. (2017, Juli). Why Negotiators Leave the Table: A Grounded Theory Approach Towards Understanding Negotiation Impasse. 30. Jährlicher Kongress der International Association for Conflict Management (IACM), Berlin, Deutschland.

 

IACM-DRRC Student Conference Travel Scholarship
für den Beitrag
Mertes, M. & Hüffmeier, J. (2017, Juli). Why Negotiators Leave the Table: A Grounded Theory Approach Towards Understanding Negotiation Impasse. 30. Jährlicher Kongress der International Association for Conflict Management (IACM), Berlin, Deutschland.

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