Wolfgang Steinel

Leiden University - Social and Organizational Psychology

Leiden, 2300 RA

Netherlands

SCHOLARLY PAPERS

17

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1,746

CITATIONS

3

Scholarly Papers (17)

1.

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 215 (140,946)

Abstract:

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2.

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 211 (143,444)

Abstract:

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3.

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 193 (155,983)

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Lying, deception, competitive interaction

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 153 (191,164)
Citation 2

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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 151 (193,271)

Abstract:

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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 119 (233,105)

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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 100 (263,515)

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

8.

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 96 (270,603)

Abstract:

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9.

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 92 (278,198)
Citation 1

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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 80 (303,331)

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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 76 (312,600)

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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 62 (348,875)

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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 57 (363,616)

Abstract:

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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 54 (373,087)

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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 44 (406,953)

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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 43 (410,664)

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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

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