Conflict and Decision Making Lab

Group Decision Making and Negotiation

Many decisions are made in groups. Political action is the result of decisions made by groups of politicians and advisors, international dispute resolution involves teams of negotiators, and top management teams jointly decide on business strategies affecting the lives of numerous employees and customers. But even many more mundane decisions are the result of group processes. Think about what marketing strategy a cross-functional product team proposes to upper management, or what type of party to organize for a retiring colleague. For more,download the publication on Motivated Information Processing in Groups

In addition to making decisions, individuals and groups often face social conflict and engage negotiations to manage perceived or real divergence of interests. Social conflict often had devastating consequences, although it also serves as a catalyst for change, innovation, and creativity. For more on social conflict, download the publication in the Handbook of Social Psychology (2010)

Motivated Information Processing in Groups Model: Download Publication

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Download the Review Chapter on Social Conflict

Recent Publications

De Dreu, C.K.W., Greer, L.L., Van Kleef, G.A., Shalvi, S., & Handgraaf, M.J.J. (2011). Oxytocin promotes human ethnocentrism. Proceedings National Academy of Sciences USA .

De Dreu, C.K.W., Greer, L.L., Handgraaf. M.J.J., Shalvi, S., Van Kleef, G.A., Baas,M., Ten Velden, F.S., Van Dijk, E., & Feith, S.W.W. (2010). The neuropeptide oxytocin regulates parochial altruism in intergroup conflict among humans. Science, 328, 1408 - 1411

De Dreu, C.K.W., Giacomantonio, M., Shalvi, S., & Sligte, D.J. (2009). Getting stuck or stepping back: Effects of obstacles and construal level in the negotiation of creative solutions. Journal of Experimental Social Psychology, 45, 542 – 548.

De Dreu, C.K.W. (2008). The vice and virtue of workplace  conflict: Food for (pessimistic) thought. Journal of Organizational Behavior, 29, 5 – 18.

De Dreu, C.K.W. (2007). Cooperative outcome interdependence, task reflexivity and team effectiveness: A motivated information processing approach. Journal of Applied Psychology, 92, 628-638.

De Dreu, C.K.W., Beersma, B., Stroebe, K., & Euwema, M.C. (2006). M otivated information processing, strategic choice, and the quality of negotiated agreement. Journal of Personality and Social Psychology , 90, 927 – 943.

De Dreu, C.K.W., & Van Knippenberg, D. (2005). The possessive self as a barrier to constructive conflict management: Effects of mere ownership, process accountability, and self-concept clarity on competitive cognitions and behavior. Journal of Personality and Social Psychology, 89, 345-357.

Students, Postdocs, Collaborators

Mariska Kret, Postdoc (started 2011)

Keywords: Emotion perception, affect regulation, social neuroscience

Adi Amit, Postdoc (started 2011)

Keywords: Group decision making, social conflict, negotiation

Hillie Aaldering, PhD Student (started 2010)

Keywords: Conflicts between groups, integrative negotiation, agency theory, representative bargaining, laboratory experiments

OzumSaygi, PhD Student (started 2010)

Keywords: Conflict between groups, representative negotiation, intergroup perceptions, laboratory experiments

Shaul Shalvi, Postdoc (started 2010)

Shalvi, S., Handgraaf, M.J.J., & De Dreu, C.K.W. (in press). Ethical manoeuvring: Why people avoid both major and minor lies. British Journal of Management.

Femke Ten Velden, Postdoc (started 2009)

Ten Velden, F.S., Beersma, B., & De Dreu, C.K.W. (in press). It takes one to tango: Epistemic motivation and information in integrative negotiation. Personality and Social Psychology Bulletin .

Ten Velden, F., Beersma, B., & De Dreu, C.K.W. (2007). Majority and minority influence in group negotiation: The moderating effectsof social motivation and decision rules. Journal of Applied Psychology, 92, 259-268.

Lindy Greer, Assistant Professor

Keywords: Power and leadership, Social Conflict, Diversity in Teams; Top Management Teams

Michel Handgraaf, Assistant Professor

Handgraaf, M.J.J., Van Dijk, E., Vermunt, R., Wilke, H.A.M., & De Dreu, C.K.W. (2008). Less power or powerless? Egocentric empathy gaps and the irony of having little versus no power insocial decision making. Journal of Personality and Social Psychology, 95, 1136 – 1149.

Bianca Beersma, Associate Professor

Van der Schalk, J., Beersma, B., Van Kleef, G.A., & De Dreu, C.K.W. (2010). The more (complex) the better: The influence of epistemic motivation on integrative bargaining in complex negotiation. European Journal of Social Psychology, 40, 355 – 365.

Beersma, B., & De Dreu, C.K.W. (2005). Conflict’s consequences: Effects of social motives on postnegotiation creative and convergent group functioning and performance. Journal of Personality and Social Psychology, 89, 358 - 374.

Gerben Van Kleef, Associate Professor (social psychology)

Van Kleef, G.A., De Dreu, C.K.W., & Manstead, A.S.R. (2010). Emotions in social decision making: An interpersonal approach. In M.P. Zanna (Ed.), Advances in Experimental Social Psychology (vol. 42, pp. 45-96). New York : Academic Press.

Van Kleef, G.A., & De Dreu, C.K.W. (2010). Long-term consequences of anger expression in negotiation:Retaliation or spill-over? Journal of Experimental Social Psychology , 46, 753 – 760.

Van Kleef, G.A., De Dreu, C.K.W., Pietroni, D., & Manstead, A.S.R. (2006). Power and emotions in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making. European Journal of Social Psychology, 36, 557 – 581.

Recent Students and Postdocs

Astrid Homan, Completed PhD, 2007; Assistant Professor at Free University Amsterdam

Homan, A.C., Van Knippenberg, D., Van Kleef, G.A., & DeDreu,C.K.W. (2007). Bridging faultlines by valuing diversity: The effects of diversity beliefs on information elaboration and performance in diverse workgroups. Journal of Applied Psychology, 92, 1189-1199.

Homan, A. C., van Knippenberg, D., Van Kleef, G. A., & De Dreu, C. K. W. (2007). Interacting dimensions of diversity: Cross-categorization and the functioning of diverse work groups. Group Dynamics: Theory, Research, and Practice, 11, 79-94.

Van Knippenberg, D., De Dreu, C.K.W., & Homan, A.C. (2004). Work group diversity and performance: An integrative review and research agenda. Journal of Applied Psychology, 89, 1008-1022.

Mauro Giacomantonio, Completed PhD, 2009 (Postdoc in SapienzaUniversity, Rome)

Giacomantonio, M., De Dreu, C.K.W., Shalvi, S., Sligte, D.J., & Leder, S. (2010). Psychological Distance boosts value-behavior correspondence in ultimatum bargaining and integrative negotiation. Journal of Experimental Social Psychology, 46, 824 – 829.

Giacomantonio, M., De Dreu, C.K.W., & Manneti, L. (2010). Now you see it, now you don’t: Interests, issues, and psychological distance in integrative negotiation. Journal of Personality and Social Psychology, 98, 761 – 774.

Myriam Bechtoldt, Postdoc (2007 - 2009); Assistant Professor in Frankfurt, Germany.

Bechtoldt,M.N., De Dreu, C.K.W., Nijstad, B.A., & Choi, H-S. (2010). Motivated information processing, epistemic social tuning,andgroup creativity. Journal of Personality and Social Psychology.

Bechtoldt, M.N., De Dreu, C.K.W., & Nijstad, B.A. (2010). Self-concept clarity and the management of social conflict. Journal of Personality, 78, 539 – 574.