Wolfgang Steinel

Social Motives and Strategic Misrepresentation in Social Decision Making.

Wolfgang Steinel, Carsten K. W. De Dreu · Journal of Personality and Social Psychology · 2004 · 240 citations · Full text

Social Sciences, Psychology, Social Psychology +17

Unfixing the fixed pie: A motivated information-processing approach to integrative negotiation.

Carsten K. W. De Dreu, Sander L. Koole, Wolfgang Steinel · Journal of Personality and Social Psychology · 2000 · 232 citations · Full text

Management, Psychology, Social Psychology +16

A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires.

Eric van Dijk, Gerben A. van Kleef, Wolfgang Steinel et al. · Journal of Personality and Social Psychology · 2008 · 219 citations · Full text

Social Sciences, Psychology, Social Psychology +10

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

Wolfgang Steinel, Sonja Utz, Lukas Koning · Organizational Behavior and Human Decision Processes · 2010 · 154 citations

Social Sciences, Communication, Social Psychology +12

Are you talking to me?! Separating the people from the problem when expressing emotions in negotiation

Wolfgang Steinel, Gerben A. van Kleef, Fieke Harinck · Journal of Experimental Social Psychology · 2006 · 140 citations · Full text

Management, Communication, Social Psychology +10