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Results: 16
Number of items: 16
  • Koning, L., Steinel, W., van Beest, I., & van Dijk, E. (2011). Power and deception in ultimatum bargaining. Organizational Behavior and Human Decision Processes, 115(1), 35-42. https://doi.org/10.1016/j.obhdp.2011.01.007
  • 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(3), 635-641. https://doi.org/10.1016/j.jesp.2010.12.015
  • Lelieveld, G.-J., van Dijk, E., van Beest, I., Steinel, W., & van Kleef, G. A. (2009). Wanneer teleurstelling beter werkt in onderhandelingen dan boosheid: de interpersoonlijke effecten van boosheid en teleurstelling in onderhandelingen. Jaarboek Sociale Psychologie, 2009, 13-21.
  • Steinel, W., de Dreu, C. K. W., Ouwehand, E., & Ramírez-Marín, 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(1), 67-78. https://doi.org/10.1016/j.obhdp.2008.12.002
  • Pietroni, D., van Kleef, G. A., Steinel, W., & Rumiati, R. (2008). Chiudo la porta e m' arrabio! Gli effetti interpersonali delle emozioni nelle trattative pubbliche e private [I close the door and get angry! The interpersonal effects of emotions in public and private negotiations]. Psicologia Sociale, 3, 407-422. https://doi.org/10.1482/28380
  • Pietroni, D., van Kleef, G. A., Steinel, W., & Alparone, F. R. (2008). Gli effetti della rabbia nei giochi di coordinamento. Sistemi Intelligenti, 20(1), 57-77. https://doi.org/10.1422/26717
  • Open Access
    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. https://doi.org/10.1007/s10726-007-9092-8
  • Open Access
    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(4), 600-614. https://doi.org/10.1037/0022-3514.94.4.600
  • Open Access
    Steinel, W., van Kleef, G. A., & Harinck, F. (2008). Are you talking to me?! Separating the people from the problem when expressing emotions in negotiation. Journal of Experimental Social Psychology, 44, 362-369. https://doi.org/10.1016/j.jesp.2006.12.002
  • van Kleef, G. A., Steinel, W., van Knippenberg, D., Hogg, M., & 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. https://doi.org/10.1348/014466605X89353
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