Narrow search
Showing 1 - 3 of 3
Cover Image
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
Steinel, Wolfgang; Utz, Sonja; Koning, Lukas - In: Organizational behavior and human decision processes : … 113 (2010) 2, pp. 85-96
Persistent link: https://www.econbiz.de/10008668755
Cover Image
When constituencies speak in multiple tongues : the relative persuasiveness of hawkish minorities in representative negotiation
Steinel, Wolfgang; Dreu, Carsten K. W. de; Ouwehand, Elsje - In: Organizational behavior and human decision processes : … 109 (2009) 1, pp. 67-78
Persistent link: https://www.econbiz.de/10003849221
Cover Image
Group Member Prototypicality and Intergroup Negotiation : How One's Standing in the Group Affects Negotiation Behavior
van Kleef, Gerben A.; Steinel, Wolfgang; Knippenberg, … - 2004
How does a representative's position in the group influence behavior in intergroup negotiation? Applying insights from social identity theory, the effects of group member prototypicality, process accountability, and group attractiveness on competitiveness in intergroup bargaining were...
Persistent link: https://www.econbiz.de/10014068936