Social Psychology Network

Maintained by Scott Plous, Wesleyan University

Wolfgang Steinel

Wolfgang Steinel

My main research focus is on lying and deception in negotiation, with special attention to the role of motivational orientations. Additional research interests concern the role of reputation in negotiation and of social identity processes in intergroup negotiation.

Primary Interests:

  • Aggression, Conflict, Peace
  • Emotion, Mood, Affect
  • Intergroup Relations
  • Interpersonal Processes
  • Judgment and Decision Making
  • Motivation, Goal Setting
  • Organizational Behavior

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Journal Articles:

Other Publications:

  • 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). New York: 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.
  • 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.
  • Steinel, W. (2004). Misleading in social decision-making: A motivational approach. Unpublished dissertation, University of Amsterdam, The Netherlands.

Courses Taught:

  • Social Psychology of Organizational Behavior
  • Phone: +3171-527 3634

Wolfgang Steinel
Social and Organizational Psychology
Leiden University
P.O. Box 9555
2300 RB Leiden
The Netherlands

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