Wolfgang Steinel

Leiden University - Social and Organizational Psychology

Leiden, 2300 RA

Netherlands

SCHOLARLY PAPERS

17

DOWNLOADS
Rank 23,218

SSRN RANKINGS

Top 23,218

in Total Papers Downloads

1,646

CITATIONS
Rank 27,091

SSRN RANKINGS

Top 27,091

in Total Papers Citations

9

Scholarly Papers (17)

1.

The Influence of Group Norms on Representatives' Behavior in Intergroup Negotiations: The Role of Standing and Need to Belong

IACM 2006 Meetings Paper
Number of pages: 30 Posted: 14 Jun 2006
Leiden University - Social and Organizational Psychology, University of Amsterdam - Department of Psychology, Erasmus University Rotterdam (EUR), Claremont Colleges - Claremont Graduate University, University of Amsterdam - Department of Work and Organizational Psychology and University of Birmingham
Downloads 193 (125,532)

Abstract:

2.

Self-Protection or Moral Outrage: Reasons Underlying Lying and Deception in Competitive Interaction

IACM 15th Annual Conference
Number of pages: 30 Posted: 29 Mar 2002
Wolfgang Steinel and Carsten K. W. De Dreu
Leiden University - Social and Organizational Psychology and University of Amsterdam - Department of Psychology
Downloads 182 (132,842)

Abstract:

Lying, deception, competitive interaction

3.

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

IACM 23rd Annual Conference Paper
Number of pages: 31 Posted: 25 May 2010
Wolfgang Steinel, Lukas Koning and Sonja Utz
Leiden University - Social and Organizational Psychology, Leiden University and VU University Amsterdam
Downloads 142 (136,910)
Citation 1

Abstract:

4.

Group Member Prototypicality and Intergroup Negotiation: How One's Standing in the Group Affects Negotiation Behavior

IACM 17th Annual Conference Paper
Number of pages: 32 Posted: 25 Oct 2004
University of Amsterdam - Department of Psychology, Leiden University - Social and Organizational Psychology, Erasmus University Rotterdam (EUR), Claremont Colleges - Claremont Graduate University and University of Queensland
Downloads 140 (166,548)
Citation 4

Abstract:

prototypicality, intergroup negotiation, standing

5.

Goals and the Use of Deception: Lying for the Greater Good

IACM 23rd Annual Conference Paper
Number of pages: 24 Posted: 21 May 2010
Lukas Koning, Wolfgang Steinel, Ilja van Beest and Eric van Dijk
Leiden University, Leiden University - Social and Organizational Psychology, Tilburg University and Leiden University
Downloads 116 (172,312)

Abstract:

6.

Reputation Concerns Limit Misrepresentation in Social Decision Making

IACM 17th Annual Conference Paper
Number of pages: 32 Posted: 25 Oct 2004
Wolfgang Steinel and Carsten K. W. De Dreu
Leiden University - Social and Organizational Psychology and University of Amsterdam - Department of Psychology
Downloads 106 (203,098)

Abstract:

Reputation, Deception, Strategic Misleading

7.

Group Member Prototypicality and Intergroup Negotiation: How One's Standing in the Group Affects Negotiation Behaviour

ERIM Report Series Reference No. ERS-2006-070-ORG
Number of pages: 51 Posted: 02 Feb 2007
University of Amsterdam - Department of Psychology, Leiden University - Social and Organizational Psychology, Erasmus University Rotterdam (EUR), Claremont Colleges - Claremont Graduate University and University of Queensland
Downloads 81 (244,090)
Citation 4

Abstract:

Group Member Prototypicality, Intergroup Negotiation, Negotiation Behaviour, Representatives Bahaviour

8.

Dependency and Deception in Ultimatum Bargaining

IACM 2007 Meetings Paper
Number of pages: 20 Posted: 27 Jan 2008
Lukas Koning, Wolfgang Steinel, Ilja van Beest and Eric van Dijk
Leiden University, Leiden University - Social and Organizational Psychology, University of Amsterdam (UVA), Faculty of Social and Behavioral Sciences - Communication Science Department and Leiden University
Downloads 79 (245,811)

Abstract:

9.

Negotiating for Better or Worse: Changing Pie Sizes Affect Negotiation Relationships

IACM 2007 Meetings Paper
Number of pages: 14 Posted: 23 Mar 2008
University of Amsterdam, University of Seville - Department of Social Psychology and Leiden University - Social and Organizational Psychology
Downloads 75 (235,596)

Abstract:

10.

On Being Peripheral and Paying Attention: Prototypicality and Information Processing in Intergroup Conflict

IACM 23rd Annual Conference Paper
Number of pages: 31 Posted: 24 May 2010
Gerben A. van Kleef, Astrid C. Homan and Wolfgang Steinel
University of Amsterdam - Department of Psychology, University of Amsterdam - Department of Work and Organizational Psychology and Leiden University - Social and Organizational Psychology
Downloads 65 (273,236)

Abstract:

11.

Interpersonal Comparison for Better or for Worse: The Effects of Social Motivation in Negotiations Over Time

IACM 23rd Annual Conference Paper
Number of pages: 20 Posted: 23 May 2010
University of Seville, University of Seville - Department of Social Psychology and Leiden University - Social and Organizational Psychology
Downloads 64 (271,164)

Abstract:

12.

When Constituencies Speak in Multiple Tongues: The Relative Persuasiveness of Hawkish Minorities in Representative Negotiation

IACM 2007 Meetings Paper
Number of pages: 36 Posted: 05 Dec 2007
Leiden University - Social and Organizational Psychology, University of Amsterdam - Department of Psychology, University of Amsterdam and University of Amsterdam
Downloads 52 (305,877)

Abstract:

Representative Negotiation, Intergroup Negotiation, Homogeneous or Heterogeneous Constituency, Intragroup Conflict, Social Influence, Decision Rules

13.

Too Good to Be True - Suspicion-Based Rejections of Ultimatum Offers

IACM 2007 Meetings Paper
Number of pages: 19 Posted: 25 Jan 2008
Wolfgang Steinel, Ilja van Beest and Eric van Dijk
Leiden University - Social and Organizational Psychology, University of Amsterdam (UVA), Faculty of Social and Behavioral Sciences - Communication Science Department and Leiden University
Downloads 47 (313,763)

Abstract:

14.

Honesty Pays: On the Benefits of Disclosing Information in Coalition Formation

IACM 21st Annual Conference Paper
Number of pages: 32 Posted: 15 Dec 2008
Ilja van Beest, Wolfgang Steinel and J. Keith Murnighan
University of Amsterdam (UVA), Faculty of Social and Behavioral Sciences - Communication Science Department, Leiden University - Social and Organizational Psychology and Northwestern University - Kellogg School of Management
Downloads 45 (325,011)

Abstract:

15.

Improving and Worsening Sequences Shape Negotiators' Relationship

IACM 21st Annual Conference Paper
Number of pages: 28 Posted: 11 Nov 2008
University of Seville, University of Seville - Department of Social Psychology and Leiden University - Social and Organizational Psychology
Downloads 33 (355,679)

Abstract:

16.

What Makes a Dove Being Heard? How and When Representative Negotiators are Influenced By Cooperative Minorities in Their Constituency

Intl. Association for Conflict Management, IACM 25th Annual Conference
Number of pages: 25 Posted: 01 Jul 2012
Leiden University - Social and Organizational Psychology, Universiteit Leiden, University of Amsterdam and affiliation not provided to SSRN
Downloads 31 (369,404)

Abstract:

Intra- and Inter-Group Conflict, Power and Status in Conflict, Conflict Frames and Dimensions, Decision Processes in Conflict

17.

Deception and False Expectations

IACM 24th Annual Conference Paper
Posted: 27 Jun 2011
Lukas Koning, Wolfgang Steinel, Ilja van Beest and Eric van Dijk
Leiden University, Leiden University - Social and Organizational Psychology, Tilburg University and Leiden University

Abstract: