Tim Herglotz
The library

The research bibliography

The 187 works the dissertation cites, grouped by where they were published. Links go to the publisher or the piece itself where one was recorded. A further 43 references (research-methodology texts and the philosophy of science behind the study's design) are cited in the thesis but left off this page; they say how the work was done, not what it found. See Methodology for that. The practitioner canon I read alongside the research sits on the bookspage.

Papers & chapters#

Peer-reviewed work: negotiation, virtual teams, trust, media richness.

  1. Asante-Asamani, A.E.A., Elahee, M. and MacDonald, J. (2022)Goal orientation and negotiation strategies: an empirical analysisReview of International Business and Strategy, 32(3), pp. 437–455
  2. Balliu, T. and Spahiu, A. (2020)Pre-negotiation activities: a study of the main activities undertaken by the negotiators as preparation for negotiationEuropean Journal of Economics and Business Studies, 6(2), pp. 75–86
  3. Bazerman, M.H., Curhan, J.R., Moore, D.A. and Valley, K.L. (2000)NegotiationAnnual Review of Psychology, 51, pp. 279–314
  4. Bjola, C. and Coplen, M. (2023)Virtual venues and international negotiations: lessons from the COVID-19 pandemicInternational Negotiation, 28(1), pp. 69–93
  5. Bjola, C. and Manor, I. (2022)The rise of hybrid diplomacy: from digital adaptation to digital adoptionInternational Affairs, 98(2), pp. 471–491
  6. Carl, D., Gupta, V. and Javidan, M. (2004)Power distancein House, R.J., Hanges, P.J., Javidan, M., Dorfman, P.W. and Gupta, V. (eds.) Culture, leadership, and organizations: the GLOBE study of 62 societies. Thousand Oaks, CA: Sage, pp. 513–563
  7. Chan, C.K.Y. and Lee, K.K.W. (2023)The AI generation gap: are Gen Z students more interested in adopting generative AI such as ChatGPT in teaching and learning than their Gen X and millennial generation teachers?Smart Learning Environments, 10, article 60
  8. Choudhary, R., Shaik, Y.A., Yadav, P. and Rashid, A. (2024)Generational differences in technology behavior: a systematic literature reviewJournal of Infrastructure, Policy and Development, 8(9), article 6755
  9. Choudhury, P. (2020)Our work-from-anywhere futureHarvard Business Review, 98(6), pp. 58–67
  10. Colquitt, J.A., Conlon, D.E., Wesson, M.J., Porter, C.O.L.H. and Ng, K.Y. (2001)Justice at the millennium: a meta-analytic review of 25 years of organizational justice researchJournal of Applied Psychology, 86(3), pp. 425–445
  11. Curhan, J.R., Elfenbein, H.A. and Xu, H. (2006)What do people value when they negotiate? Mapping the domain of subjective value in negotiationJournal of Personality and Social Psychology, 91(3), pp. 493–512
  12. Daft, R.L. and Lengel, R.H. (1986)Organizational information requirements, media richness and structural designManagement Science, 32(5), pp. 554–571
  13. Danielson, A. and Hedling, E. (2022)Visual diplomacy in virtual summitry: status signalling during the coronavirus crisisReview of International Studies, 48(2), pp. 243–261
  14. DeSanctis, G. and Monge, P. (1999)Communication processes for virtual organizationsOrganization Science, 10(6), pp. 693–703
  15. Dinnar, S.M. and Susskind, L.E. (2021)Artificial intelligence and technology in teaching negotiationNegotiation Journal, 37(1), pp. 65–82
  16. Doležel, O. (2024)Decision-making in the Council of the European Union during the COVID-19 pandemicEuropean Politics and Society. Advance online publication
  17. Dunbar, R. (2003)The social brain: mind, language, and society in evolutionary perspectiveAnnual Review of Anthropology, 32, pp. 163–181
  18. Ebner, N. (2017)Negotiation via emailin Honeyman, C. and Schneider, A.K. (eds.) The negotiator’s desk reference. Saint Paul, MN: DRI Press
  19. Ebner, N. (2017)Negotiation via videoconferencingin Honeyman, C. and Schneider, A.K. (eds.) The negotiator’s desk reference. Saint Paul, MN: DRI Press
  20. Ebner, N. (2021)The human touch in ODR: trust, empathy and social intuition in online negotiation and mediationin Rainey, D., Katsh, E. and Abdel Wahab, M. (eds.) Online Dispute Resolution: Theory and Practice. 2nd edn. The Hague: Eleven International Publishing, pp. 73–136
  21. Eidenmüller, H. (2024)Game over: facing the AI negotiatorSSRN Working Paper Series, no. 4953698
  22. Eller, R., Alford, P., Kallmünzer, A. and Peters, M. (2020)Antecedents, consequences, and challenges of small and medium-sized enterprise digitalizationJournal of Business Research, 112, pp. 119–127
  23. Falcao, H. (2024)Making sense of negotiation and AI: the blossoming of a new collaborationJournal of Strategic Contracting and Negotiationexport, 8(1–2), pp. 44–64
  24. Fraccastoro, S., Gabrielsson, M. and Pullins, E.B. (2021)The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEsInternational Business Review, 30(4), article 101776
  25. Fuoli, M. and Lutzky, U. (2025)Business communicationin Brookes, G. and Mahlberg, M. (eds.) The Bloomsbury Handbook of Corpus Linguistics. London: Bloomsbury Academic
  26. Galinsky, A.D. and Mussweiler, T. (2001)First offers as anchors: the role of perspective-taking and negotiator focusJournal of Personality and Social Psychology, 81(4), pp. 657–669
  27. Gerlich, M. (2024)Public anxieties about AI: implications for corporate strategy and societal impactAdministrative Sciences, 14(11), article 288
  28. Getchell, K.M., Carradini, S., Cardon, P.W., Fleischmann, C., Ma, H., Aritz, J. and Stapp, J. (2022)Artificial intelligence in business communication: the changing landscape of research and teachingBusiness and Professional Communication Quarterly, 85(1), pp. 7–33
  29. Gibson, C.B. and Gibbs, J.L. (2006)Unpacking the concept of virtuality: the effects of geographic dispersion, electronic dependence, dynamic structure, and national diversity on team innovationAdministrative Science Quarterly, 51(3), pp. 451–495
  30. Gibson, C.B., Gibbs, J.L., Stanko, T.L., Tesluk, P. and Cohen, S.G. (2011)Including the “I” in virtuality and modern job design: extending the job characteristics model to include the moderating effect of individual experiences of electronic dependence and copresenceOrganization Science, 22(6), pp. 1481–1499
  31. Goldfarb, A. and Tucker, C. (2019)Digital economicsJournal of Economic Literature, 57(1), pp. 3–43
  32. Gulbrandsen, I.T. and Just, S.N. (2024)Artificial intelligence in organizational communication: challenges, opportunities, and implicationsin Ndlela, M.N. (ed.) Organizational Communication in the Digital Era: Examining the Impact of AI, Chatbots, and COVID-19. Cham: Palgrave Macmillan, pp. 51–77
  33. Hammer, H.J. and Schlair, L. (2022)Virtual negotiations – the new way to seal the deal? A comparison of virtual B2B negotiation developments between Europe and ChinaCross-Cultural Business Conference 2022. Steyr, Austria, 12–13 May. Steyr: FH Oberösterreich, pp. 308–319
  34. Herold, S., Heller, J., Rozemeijer, F. and Mahr, D. (2025)Brave new procurement deals: an experimental study of how generative artificial intelligence reshapes buyer–supplier negotiationsJournal of Purchasing and Supply Management, 31(4), article 101012
  35. Holmes, M. and Wheeler, N.J. (2020)Social bonding in diplomacyInternational Theory, 12(1), pp. 133–161
  36. Johnson, M.W., Christensen, C.M. and Kagermann, H. (2008)Reinventing your business modelHarvard Business Review, 86(12), pp. 50–59
  37. Kauffeld, S. and Lehmann-Willenbrock, N. (2012)Meetings matter: effects of team meetings on team and organizational successSmall Group Research, 43(2), pp. 130–158
  38. Kirkman, B.L., Rosen, B., Tesluk, P.E. and Gibson, C.B. (2004)The impact of team empowerment on virtual team performance: the moderating role of face-to-face interactionAcademy of Management Journal, 47(2), pp. 175–192
  39. Klitmøller, A. and Lauring, J. (2013)When global virtual teams share knowledge: media richness, cultural difference and language commonalityJournal of World Business, 48(3), pp. 398–406
  40. Klitmøller, A., Schneider, S.C. and Jonsen, K. (2015)Speaking of global virtual teams: language differences, social categorization and media choicePersonnel Review, 44(2), pp. 270–285
  41. Kong, D.T., Dirks, K.T. and Ferrin, D.L. (2014)Interpersonal trust within negotiations: meta-analytic evidence, critical contingencies, and directions for future researchAcademy of Management Journal, 57(5), pp. 1235–1255
  42. Krzywda, J. (2023)Managing remote negotiation strategiesin Matos, F. and Rosa, Á. (eds.) Proceedings of the 24th European Conference on Knowledge Management (ECKM 2023). Lisbon, Portugal, 7–8 September. Reading: Academic Conferences and Publishing International Limited, pp. 724–731
  43. Kuosa, T. (2011)Evolution of futures studiesFutures, 43(3), pp. 327–336
  44. Kuosa, T. (2011)Different approaches of pattern management and strategic intelligenceTechnological Forecasting and Social Change, 78(3), pp. 458–467
  45. Lawrence, J., Cha, S., Schoenberg, H., Chuan, A., Ackermann, M., Warren, M., Su, C., DuVall, S., Chiang, C.-H., Taylor, J., Szeliski, R. and Seitz, S.M. (2021)Project Starline: a high-fidelity telepresence systemACM Transactions on Graphics, 40(6), article 242, pp. 1–16
  46. Levine, L. (2011)Eliciting cooperation with communication: negotiating with the millennial generationIACM 2011 Annual Conference Paper
  47. Magretta, J. (2002)Why business models matterHarvard Business Review, 80(5), pp. 86–92
  48. Matveev, A.V. and Nelson, P.E. (2004)Cross-cultural communication competence and multicultural team performance: perceptions of American and Russian managersInternational Journal of Cross Cultural Management, 4(2), pp. 253–270
  49. Mayer, R.C., Davis, J.H. and Schoorman, F.D. (1995)An integrative model of organizational trustAcademy of Management Review, 20(3), pp. 709–734
  50. Mell, J., Lucas, G., Mozgai, S. and Gratch, J. (2020)The effects of experience on deception in human-agent negotiationJournal of Artificial Intelligence Research, 68, pp. 633–660
  51. Mintzberg, H. (1987)The strategy concept I: five Ps for strategyCalifornia Management Review, 30(1), pp. 11–24
  52. Morley, I.E. and Stephenson, G.M. (1969)Interpersonal and inter-party exchange: a laboratory simulation of an industrial negotiation at the plant levelBritish Journal of Psychology, 60(4), pp. 543–545
  53. Morris, M.W., Nadler, J., Kurtzberg, T. and Thompson, L. (2002)Schmooze or lose: social friction and lubrication in e-mail negotiationsGroup Dynamics: Theory, Research, and Practice, 6(1), pp. 89–100
  54. Mortensen, M. and Haas, M.R. (2018)Rethinking teams: from bounded membership to dynamic participationOrganization Science, 29(2), pp. 341–355
  55. Nadler, J. and Shestowsky, D. (2006)Negotiation, information technology, and the problem of the faceless otherin Thompson, L.L. (ed.) Negotiation theory and research. New York: Psychology Press, pp. 145–172
  56. Naquin, C.E. and Paulson, G.D. (2003)Online bargaining and interpersonal trustJournal of Applied Psychology, 88(1), pp. 113–120
  57. Oliver, R.L., Balakrishnan, P.V.S. and Barry, B. (1994)Outcome satisfaction in negotiation: a test of expectancy disconfirmationOrganizational Behavior and Human Decision Processes, 60(2), pp. 252–275
  58. Porter, M.E. (1996)What is strategy?Harvard Business Review, 74(6), pp. 61–78
  59. Prado, L.S.D. and Martinelli, D.P. (2018)Analysis of negotiation strategies between buyers and sellers: an applied study on crop protection products distributionRAUSP Management Journal, 53(2), pp. 225–240
  60. Purdy, J.M., Nye, P. and Balakrishnan, P.V.S. (2000)The impact of communication media on negotiation outcomesInternational Journal of Conflict Management, 11(2), pp. 162–187
  61. Putnam, L.L. and Jones, T.S. (1982)Reciprocity in negotiations: an analysis of bargaining interactionCommunication Monographs, 49(3), pp. 171–191
  62. Rosário, A.T. and Dias, J.C. (2023)The new digital economy and sustainability: challenges and opportunitiesSustainability, 15(14), article 10902
  63. Sahut, J.-M. and Lissillour, R. (2023)The adoption of remote work platforms after the Covid-19 lockdown: new approach, new evidenceJournal of Business Research, 154, article 113345
  64. Santos, M. and Dias, M. (2024)Best practices for building trust in virtual business negotiationsBritish Journal of Multidisciplinary and Advanced Studies: Business and Management Sciences, 5(2), pp. 45–66
  65. Santos, M. and Dias, M. (2024)Exploring the missing link between trust in business negotiation and virtual workEuropean Journal of Theoretical and Applied Sciences, 2(2), pp. 291–309
  66. Santos, M. and Dias, M. (2024)The seven forces that shape trust in virtual negotiation: a qualitative studyOpen Journal of Business and Management, 12, pp. 2208–2223
  67. Saorín-Iborra, M.C. and Cubillo, G. (2019)Supplier behavior and its impact on customer satisfaction: a new characterization of negotiation behaviorJournal of Purchasing and Supply Management, 25(1), pp. 53–68
  68. Stuhlmacher, A.F. and Citera, M. (2005)Hostile behavior and profit in virtual negotiation: a meta-analysisJournal of Business and Psychology, 20(1), pp. 69–93
  69. Teece, D.J. (2010)Business models, business strategy and innovationLong Range Planning, 43(2–3), pp. 172–194
  70. Wielgos, D.M., Homburg, C. and Kuehnl, C. (2021)Digital business capability: its impact on firm and customer performanceJournal of the Academy of Marketing Science, 49(4), pp. 762–789
  71. Wong, S.S. (2016)Emotions and the communication of intentions in face-to-face diplomacyEuropean Journal of International Relations, 22(1), pp. 144–167
  72. Wong, S.S. (2020)Mapping the repertoire of emotions and their communicative functions in face-to-face diplomacyInternational Studies Review, 22(1), pp. 77–97
  73. Yun, D. and Jung, H. (2022)Anger expression in negotiation: the effects of communication channels and anger intensityFrontiers in Psychology, 13, article 879063
  74. Zhu, Y. and Yu, D. (2024)Digital transformation and firms’ bargaining power: evidence from ChinaJournal of Business Research, 183, article 114851
  75. Čuhlová, R. and Demel, J. (2024)From diverse perspectives to unified agreements: intercultural negotiation dynamics in the digital ageBusiness and Professional Communication Quarterly. Advance online publication
Books#

Monographs and textbooks, from the negotiation canon to strategy and culture.

  1. Brett, J.M. (2018)Negotiating globally: how to negotiate deals, resolve disputes, and make decisions across cultural boundaries3rd edn. San Francisco, CA: Jossey-Bass
  2. Chandler, A.D. (1962)Strategy and structure: chapters in the history of the American industrial enterpriseCambridge, MA: MIT Press
  3. Davenport, T.H. and Prusak, L. (1998)Working knowledge: how organizations manage what they knowBoston, MA: Harvard Business School Press
  4. Deacon, T.W. (1997)The symbolic species: the co-evolution of language and the brainNew York: W.W. Norton
  5. Fenn, J. and Raskino, M. (2008)Mastering the hype cycle: how to choose the right innovation at the right timeBoston, MA: Harvard Business Press
  6. Fisher, R. and Ury, W. (1981)Getting to yes: negotiating agreement without giving inBoston, MA: Houghton Mifflin
  7. Freeman, R.E. (1984)Strategic management: a stakeholder approachBoston, MA: Pitman
  8. Griffin, R.W. and Moorhead, G. (2012)Organizational behavior: managing people and organizations10th edn. Mason, OH: South-Western Cengage Learning
  9. Hall, E.T. (1976)Beyond cultureNew York: Doubleday
  10. Hartley, P. and Bruckman, C.G. (2008)Business communicationLondon: Routledge
  11. Harvard Business Review Analytic Services (2022)Investing in travel to strengthen culture and increase engagement: a strategy for thriving in disruptionBoston, MA: Harvard Business Review Analytic Services
  12. Harvard Business School Press (2003)Harvard business essentials: negotiationBoston, MA: Harvard Business School Press
  13. Herglotz, T. (2019)13 disruptive technologies impacting our daily lives: an introduction to the digital eraIndependently published
  14. Hislop, D., Bosua, R. and Helms, R. (2018)Knowledge management in organizations: a critical introduction4th edn. Oxford: Oxford University Press
  15. Hofstede, G. (1980)Culture’s consequences: international differences in work-related valuesBeverly Hills, CA: SAGE
  16. Hofstede, G. (1991)Cultures and organizations: software of the mindLondon: McGraw-Hill
  17. Howe, N. and Strauss, W. (2000)Millennials rising: the next great generationNew York: Vintage Books
  18. Iansiti, M. and Lakhani, K.R. (2020)Competing in the age of AI: strategy and leadership when algorithms and networks run the worldBoston, MA: Harvard Business Review Press
  19. Lax, D.A. and Sebenius, J.K. (1986)The manager as negotiator: bargaining for cooperation and competitive gainNew York: Free Press
  20. Lewicki, R.J., Barry, B. and Saunders, D.M. (2021)Negotiation8th edn. New York: McGraw-Hill Education
  21. Lewicki, R.J., Saunders, D.M. and Barry, B. (2010)Negotiation6th edn. New York: McGraw-Hill/Irwin
  22. Lewin, K. (1951)Field theory in social science: selected theoretical papersNew York: Harper & Row
  23. Malhotra, D. and Bazerman, M.H. (2007)Negotiation genius: how to overcome obstacles and achieve brilliant results at the bargaining table and beyondNew York: Bantam Books
  24. Nonaka, I. and Takeuchi, H. (1995)The knowledge-creating company: how Japanese companies create the dynamics of innovationNew York: Oxford University Press
  25. OECD (2020)OECD digital economy outlook 2020Paris: OECD Publishing
  26. Oshri, I., Kotlarsky, J. and Willcocks, L.P. (2008)Outsourcing global services: knowledge, innovation and governanceBasingstoke: Palgrave Macmillan
  27. Osterwalder, A. and Pigneur, Y. (2010)Business model generation: a handbook for visionaries, game changers, and challengersHoboken, NJ: John Wiley & Sons
  28. Papa, M.J., Daniels, T.D. and Spiker, B.K. (2007)Organizational communication: perspectives and trendsThousand Oaks, CA: SAGE
  29. Porter, M.E. (1980)Competitive strategy: techniques for analyzing industries and competitorsNew York: Free Press
  30. Schmandt-Besserat, D. (1992)Before writing: from counting to cuneiformAustin, TX: University of Texas Press
  31. Shell, G.R. (2006)Bargaining for advantage: negotiation strategies for reasonable people2nd edn. New York: Penguin Books
  32. Short, J., Williams, E. and Christie, B. (1976)The social psychology of telecommunicationsLondon: John Wiley & Sons
  33. Suleyman, M. and Bhaskar, M. (2023)The coming wave: technology, power, and the twenty-first century’s greatest dilemmaNew York: Crown
  34. Tapscott, D. (1995)The digital economy: promise and peril in the age of networked intelligenceNew York: McGraw-Hill
  35. Thompson, L.L. (2020)The mind and heart of the negotiator7th edn. Harlow: Pearson Education
  36. Tomasello, M. (2009)Why we cooperateCambridge, MA: MIT Press
  37. Tulgan, B. (2022)Bridging the soft skills gap: how to teach the missing basics to today’s young talent2nd edn. Hoboken, NJ: John Wiley & Sons
  38. UNCTAD (2021)Digital economy report 2021: cross-border data flows and development – for whom the data flowGeneva: United Nations Conference on Trade and Development
  39. Walton, R.E. and McKersie, R.B. (1965)A behavioral theory of labor negotiations: an analysis of a social interaction systemNew York: McGraw-Hill
  40. Westerman, G., Bonnet, D. and McAfee, A. (2014)Leading digital: turning technology into business transformationBoston, MA: Harvard Business Review Press
Essays & reports#

Practitioner writing, institutional research, and industry surveys.

  1. Abdelnour, A., Sachs, K., Wingad, A., Sackellares, L. and Green, Z. (2024)Revolutionizing sales in distribution: harnessing the power of AINew York: McKinsey & Company
  2. Albro, S. and Collier, A. (2019)Millennials managing up: how to work with your Boomer bossWashington, DC: American Society of Association Executives
  3. Anderson, J. (2020)How to manage expectations when you are negotiatingThe Accidental Negotiator
  4. Anderson, J. and Rainie, L. (2022)The metaverse in 2040: expert views on progress and concernsWashington, DC: Pew Research Center
  5. Association of Equipment Manufacturers (2023)Understanding generational differences in the age of AIMilwaukee, WI: Association of Equipment Manufacturers
  6. Bjola, C. and Coplen, M. (2020)Digital diplomacy in the time of the coronavirus pandemic: lessons and recommendationsUSC Center on Public Diplomacy, 30 March
  7. Bremmer, I. and Suleyman, M. (2023)Building blocks for AI governanceFinance & Development, December. Washington, DC: International Monetary Fund
  8. Brynjolfsson, E. and McAfee, A. (2017)The business of artificial intelligence: what it can – and cannot – do for your organizationHarvard Business Review, July
  9. Business Wire (2021)The global B2B e-commerce market size is estimated to reach USD 25.65 trillion by 2028Press release, 9 March. San Francisco, CA: Business Wire
  10. Cantrell, M.S. (2021)Generations at a glanceGainesville, FL: University of Florida, IFAS Extension (EDIS)
  11. Conference Board (2021)Reimagining communication and returning to work: survey resultsNew York: The Conference Board
  12. Conlon, D. (2013)Cultural differences in negotiating, signing and respecting contracts among EU countriesDigiER Project (Erasmus+)
  13. Deloitte (2022)Striving for balance, advocating for change: the Deloitte Global 2022 Gen Z and Millennial SurveyLondon: Deloitte
  14. Deloitte (2025)2025 Gen Z and Millennial Survey: growth and the pursuit of money, meaning and well-beingLondon: Deloitte
  15. Digital Samba (2024)Saving meeting costs with video conferencing: tips and strategiesDigital Samba, 25 September
  16. Dimock, M. (2019)Defining generations: where Millennials end and Generation Z beginsPew Research Center, 17 January
  17. EEAS (2022)Digital diplomacyBrussels: European External Action Service
  18. Ernst & Young (2023)Getting recession ready: how AI chat negotiations are helping companies to improve working capital and reduce costsLondon: EY
  19. Eurofound (2021)COVID-19 and digitalisationDublin: European Foundation for the Improvement of Living and Working Conditions
  20. European Commission (2023)Digital Economy and Society Index (DESI) 2023Brussels: European Commission
  21. Gartner (2023)Hype Cycle for Emerging Technologies, 2023Stamford, CT: Gartner, Inc
  22. GoodHire (2021)The meaning of work in 2021: a generational dividerWritten by S. Korolevich. San Mateo, CA: GoodHire
  23. Hall, S. (2025)The impact of technology on business communicationCambridge Advance Online, 12 February
  24. Harvard Law School (2025)The hidden pitfalls of video negotiationProgram on Negotiation: Harvard Law School, 16 January
  25. Hobson, N. (2017)Spectacular opportunities coming in the digital economy, says GartnerNeville Hobson, 21 August
  26. IDC (2023)Take another look: knowledge management today drives better business outcomesNeedham, MA: International Data Corporation
  27. Ipsos MORI and Nationwide (2021)Youth in the workplace pollLondon: Ipsos MORI
  28. Koenig, M.E.D. (2018)What is KM? Knowledge management explainedKMWorld, 4 May
  29. Lake, S. (2025)Almost 40% of Gen Z and millennial workers will take a pay cut for remote or hybrid work, LinkedIn survey showsFortune, 9 May
  30. Lavadoux, F., Brown, O. and Delmeire, M. (2021)What do you think they meant by that? Making sense of social codes in online negotiationsEuropean Institute of Public Administration (EIPA), 5 May
  31. Lavadoux, F., Brown, O. and Delmeire, M. (2021)F2F vs online negotiations: different venues, same principlesEuropean Institute of Public Administration (EIPA), 26 March
  32. Le Poidevin, J. (2020)New generation prefer technology to face-to-face negotiationWorkplace Insight, 21 January
  33. Leclerc, D. (2023)Cross-cultural communication in a post-COVID world: the basics are as important as everThunderbird School of Global Management: Arizona State University, 22 August
  34. Marston, C. (2022)Managing multi-generational communication in the workplaceSHRM: All Things Work, 14 November
  35. McKinsey & Company (2020)These eight charts show how COVID-19 has changed B2B sales foreverMcKinsey & Company, 14 October
  36. McKinsey & Company (2023)Investing in a better workplace for all agesMcKinsey Re:think. Written by A. Reich. New York: McKinsey & Company
  37. McKinsey & Company (2024)An unconstrained future: how generative AI could reshape B2B salesNew York: McKinsey & Company
  38. McKinsey & Company (2024)Flexible work’s enduring appeal affects workers, employers, and real estate, McKinsey American Opportunity SurveyWritten by N. Gardner, V. Gujral et al. New York: McKinsey & Company
  39. McKinsey Global Institute (2021)The future of work after COVID-19New York: McKinsey & Company
  40. Meta AI (2022)CICERO: an AI agent that negotiates, persuades and cooperates with peopleMenlo Park, CA: Meta AI
  41. MetLife (2021)19th annual U.S. employee benefit trends study 2021New York: MetLife
  42. Microsoft (2021)The next great disruption is hybrid work – are we ready?, 2021 Work Trend IndexRedmond, WA: Microsoft
  43. Morning Consult for Bloomberg (2021)Poll on remote-work flexibilityWashington, DC: Morning Consult
  44. Office for National Statistics (2024)Characteristics of homeworkers, Great BritainNewport: Office for National Statistics
  45. Parker, K., Horowitz, J.M. and Minkin, R. (2020)How the coronavirus outbreak has – and hasn’t – changed the way Americans workWashington, DC: Pew Research Center
  46. Patel, N. (2024)Microsoft AI chief Mustafa Suleyman says conversational AI is the next web browserThe Verge, 1 October
  47. Pew Research Center (2015)The whys and hows of generations researchWashington, DC: Pew Research Center
  48. Pew Research Center (2020)How the pandemic has shaped work and well-beingWashington, DC: Pew Research Center
  49. PON Staff (2017)How secure is your negotiation?Program on Negotiation: Harvard Law School, 28 September
  50. PON Staff (2020)How video conferencing affects negotiation dynamicsProgram on Negotiation: Harvard Law School, 11 June
  51. PON Staff (2021)What is virtual negotiation?Program on Negotiation: Harvard Law School, 22 November
  52. PON Staff (2025)Building trust in negotiationsProgram on Negotiation: Harvard Law School, 2 January
  53. PON Staff (2025)Framing in negotiation: managing expectationsProgram on Negotiation: Harvard Law School, 10 April
  54. PON Staff (2025)Managing hybrid negotiationsProgram on Negotiation: Harvard Law School, 12 May
  55. PON Staff (2025)Negotiation skills for win-win negotiations (active listening)Program on Negotiation: Harvard Law School, 13 January
  56. Prilepok, M. (2021)How to negotiate virtuallyHarvard Business Review, 7 May
  57. Pyn Team (2021)How different generations feel about remote workPyn, 24 June
  58. Scotwork (2023)Virtual negotiations: pros and pitfallsBrackley: Scotwork
  59. Shonk, K. (2020)Face-to-face negotiations: why they still matterProgram on Negotiation: Harvard Law School, 15 October
  60. Shonk, K. (2025)What is distributive negotiation?Program on Negotiation: Harvard Law School, 5 January
  61. Shonk, K. (2025)From agent to advisor: how AI is transforming negotiationProgram on Negotiation: Harvard Law School, 18 March
  62. Shonk, K. (2025)Negotiation preparation strategiesProgram on Negotiation: Harvard Law School, 19 January
  63. Shonk, K. (2025)AI in negotiation: seven lessonsProgram on Negotiation: Harvard Law School, 24 February
  64. SHRM (2022)Managing multi-generational communication in the workplaceAlexandria, VA: Society for Human Resource Management
  65. Silver, S (2021)Why some Boomers are leaning into remote work as they approach retirementPyn, 14 October
  66. Spangler, B. (2012)Best alternative to a negotiated agreement (BATNA)Beyond Intractability. Boulder, CO: Conflict Information Consortium, University of Colorado
  67. Szepesi, S. (2021)The trust factor in virtual negotiationsNegotiation and Public Service, 8 November
  68. Upwork (2019)Future workforce report 2019Santa Clara, CA: Upwork
  69. Van Hoek, R., DeWitt, M., Lacity, M. and Johnson, T. (2022)How Walmart automated supplier negotiationsHarvard Business Review, 8 November
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