Journal Articles (in English)

Koning, L. F., Van Dijk, E., Steinel, W., & Van Beest, I. (in press). Power and deception in ultimatum bargaining. Organizational Behavior and Human Decision Processes.

Van Beest, I., Steinel, W., & Murnighan, J. K. (in press) Honesty pays: On the benefits of having and disclosing information in coalition bargaining. Journal of Experimental Social Psychology.

Lelieveld, G.-J., Van Dijk, E., Van Beest, I., Steinel, W., & Van Kleef, G. A. (2011). Disappointed in you, angry about your offer: Distinct negative emotions induce concessions via different mechanisms. Journal of Experimental Social Psychology, 47, 635-641.

Steinel, W., Utz, S., & Koning, L. (2010). The good, the bad and the ugly thing to do when sharing information: Revealing, concealing and lying depend on social motivation, distribution and importance of information. Organizational Behavior and Human Decision Processes, 113, 85-96.

Steinel, W., Van Kleef, G. A., Van Knippenberg, D., Hogg, M. A., Homan, A. C., & Moffitt, G. (2010). How intragroup dynamics affect behavior in intergroup conflict: The role of group norms, prototypicality, and need to belong. Group Processes and Intergroup Relations, 13, 779-794.

Koning, L., Van Dijk, E., Van Beest, I., & Steinel, W. (2010). An instrumental account of deception and reactions to deceit in bargaining. Business Ethics Quarterly , 20, 57-73.

Steinel, W., De Dreu, C. K. W., Ouwehand, E. & Ramirez-Marin, J. Y. (2009). When constituencies speak in multiple tongues: The relative persuasiveness of hawkish minorities in representative negotiation. Organizational Behavior and Human Decision Processes, 109, 67-78.

Steinel, W., Van Kleef, G. A., & Harinck, F. (2008). Are you talking to me?! Separating the people from the problem when expressing emotion in negotiation. Journal of Experimental Social Psychology, 44, 362-369.

Van Dijk, E., Van Kleef, G. A., Steinel, W., & Van Beest, I. (2008). A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires. Journal of Personality and Social Psychology, 94, 600-614.

Van Kleef, G. A., Van Dijk, E., Steinel, W., Harinck, F., & Van Beest, I. (2008). Anger in social conflict: Cross-situational comparisons and suggestions for the future. Group Decision and Negotiation, 17, 13-30.

Steinel, W., Abele, A. E., & De Dreu, C. K. W. (2007). Effects of experience and advice on process and performance in negotiations. Group Processes and Intergroup Relations, 10, 533-550.

Steinel, M. P., Hulstijn, J. H., & Steinel, W. (2007). Second-language idiom learning in a paired-associate paradigm: Effects of direction of learning, direction of testing, idiom imageability, and idiom transparency. Studies in Second Language Acquisition, 29, 449-484.

Van Kleef, G. A., Steinel, W., Van Knippenberg, D., Hogg, M. A., & Svensson, A. (2007). Group member prototypicality and intergroup negotiation: How one's standing in the group affects negotiation behaviour. British Journal of Social Psychology, 46, 129-152.

Steinel, W., & De Dreu, C. K. W. (2004). Social motives and strategic misrepresentation in social decision making. Journal of Personality and Social Psychology, 86, 419-434.

De Dreu, C. K. W., Koole, S., & Steinel, W. (2000). Unfixing the fixed pie: A motivated information processing approach to integrative negotiation. Journal of Personality and Social Psychology, 79, 975-987.

Other Publications

Koning, L. F., Steinel, W., Van Beest, I., & Van Dijk, E. (2009). Macht en misleiding: Leidt absolute macht tot absolute eerlijkheid? [Power and deception: Does absolute power lead to absolute honesty?] In R. Custers, B. Beersma, H. Van den Berg, F. Harinck, & M. Van Zomeren (Eds.), Jaarboek sociale psychologie 2008 (pp. 195-202). Groningen, The Netherlands: ASPO Pers.

Pietroni, D., Van Kleef, G. A., Steinel, W., & Alparone, F. R. (2008). Gli effetti della rabbia nei giochi di coordinamento [The effects of anger in coordination games]. Sistemi Intelligenti, 20, 57-77.

Pietroni, D., Van Kleef, G. A., Steinel, W., & Rumiati, R. (2008). Chiudo la porta e m'arrabio! Gli interpersonali delle emozioni nelle trattative pubbliche e private. [Shut the door and then get angry: The interpersonal effects of emotions in public and privat negotiations]. Psicologia Sociale, 3, 409-424.

De Dreu, C. K. W., Beersma, B., Steinel, W., & Van Kleef, G. A. (2007). The psychology of negotiation: Principles and basic processes. In A. W. Kruglanski & E. T. Higgins (Eds.), Handbook of basic principles in social psychology (2nd ed., pp. 608-629). New York: Guilford.

Koning, L. F., Van Dijk, E., Van Beest, I., & Steinel, W. (2007). Afhankelijkheid en misleiding in ultimatum onderhandelingen [Dependency and deception in ultimatum bargaining]. In C. Van Laar, R. Ruijter, J. Karremans, W. Van Rijswijk, & F. Van Harreveld (Eds.), Jaarboek sociale psychologie 2006 (pp. 225-232). Groningen, The Netherlands: ASPO Pers.

De Dreu, C. K. W., & Steinel, W. (2006). Social decision-making in fuzzy situations: Motivated information-processing and strategic choice. In D. De Cremer, M. Zeelenberg, & J. K. Murnighan (Eds.), Social psychology and economics (pp. 55-77). Mahwah, NJ: Lawrence Erlbaum.

Steinel, W., & De Dreu, C. K. W. (2002). Liegen en misleiden: De rol van eigen en anderman's sociale waarde oriëntatie [Lying and misleading: The role of own and other's social value orientation]. In D. A. Stapel, M. Hagedoorn, & E. Van Dijk (Eds.), Jaarboek sociale psychologie 2001 (pp. 201-214). Delft, The Netherlands: Eburon.