Publications

2012

• C.K.W. de Dreu, L.L. Greer, M.J.J. Handgraaf, S. Shalvi & G.A. van Kleef (2012). Oxytocin modulates selection of allies in intergroup conflict. Proceedings of the Royal Society B-Biological Sciences, in press.

2011

• S. Côté, K. DeCelles, J. McCarthy, G.A. van Kleef & I. Hideg (2011). The Jekyll and Hyde of emotional intelligence: Emotion regulation knowledge facilitates prosocial and interpersonally deviant behavior. Psychological Science, 22, 1073-1080.
• M. Sinaceur, G.A. van Kleef, M.A. Neale, H. Adam & C. Haag (2011). Hot or cold: Is communicating anger or threats more effective in negotiation? Journal of Applied Psychology, 96, 1018-1032.
• J. Marguc, J. Förster & G.A. van Kleef (2011). Stepping back to see the big picture: When obstacles elicit global processing. Journal of Personality and Social Psychology, 101, 883-901.
• G.-J. Lelieveld, E. van Dijk, I. van Beest, W. Steinel & G.A. van Kleef (2011). Disappointed in you, angry about your offer: Distinct negative emotions induce concessions via different mechanisms. Journal of Experimental Social Psychology, 47, 635-641.
• C.K.W. de Dreu, L.L. Greer, G.A. van Kleef, S. Shalvi & M.J.J. Handgraaf (2011). Reply to Chen et al: Perhaps goodwill is unlimited, but oxytocin-induced goodwill is not. Proceedings of the National Academy of Sciences of the United States of America, 108, E46.
• G.A. van Kleef, E.A. van Doorn, M.W. Heerdink & L.F. Koning (2011). Emotion is for influence. European Review of Social Psychology, 22, 114-163.
• S.T. Hawk, A.H. Fischer & G.A. van Kleef (2011). Taking your place or matching your face: Two paths to empathic embarrassment. Emotion, 11, 502-513.
• B. Beersma & G.A. van Kleef (2011). How the grapevine keeps you in line: Gossip increases contributions to the group. Social Psychological and Personality Science, 2, 642-649.
• C.K.W. de Dreu, L.L. Greer, M.J.J. Handgraaf, G.A. van Kleef & S. Shalvi (2011). Oxytocin promotes human ethnocentrism. Proceedings of the National Academy of Sciences of the United States of America, 108(4), 1262-1266.
• B. Beersma & G.A. van Kleef (2011). How the grapevine keeps you in line: Gossip increases contributions to the group. Social Psychological and Personality Science, 2, 642-649.
• G.A. van Kleef, A.C. Homan, C. Finkenauer, S. Gündemir & E. Stamkou (2011). Breaking the rules to rise to power: How norm violators gain power in the eyes of others. Social Psychological and Personality Science, 2, 500-507.

2010

• J. van der Schalk, B. Beersma, G.A. van Kleef & C.K.W. de Dreu (2010). The more (complex), the better? The influence of epistemic motivation on integrative bargaining in complex negotiation. European Journal of Social Psychology, 40(2), 355-365.
• G.A. van Kleef (2010). The emerging view of emotion as social information. Social and Personality Psychology Compass, 4(5), 331-343.
• W. Steinel, G.A. van Kleef, D. van Knippenberg, M.A. Hogg, A.C. Homan & G. Moffit (2010). How intragroup dynamics affect behavior in intergroup conflict: the role of group norms, prototypicality, and need to belong. Group Processes & Intergroup Relations, 13(6), 779-794.
• G.A. van Kleef, C. Anastasopoulou & B.A. Nijstad (2010). Can expressions of anger enhance creativity? A test of the emotions as social information (EASI) model. Journal of Experimental Social Psychology, 46, 1042-4048.
• G.A. van Kleef, A.C. Homan, B. Beersma & D. van Knippenberg (2010). On angry leaders and agreeable followers: How leader emotion and follower personality shape motivation and team performance. Psychological Science, 21(12), 1827-1834.
• C.K.W. de Dreu, L.L. Greer, M.J.J. Handgraaf, S. Shalvi, G.A. van Kleef, M. Baas, F.S. ten Velden, E. van Dijk & S.W.W. Feith (2010). The neuropeptide oxytocin regulates parochial altruism in intergroup conflict among humans. Science, 328(5984), 1408-1411.
• L.L. Greer & G.A. van Kleef (2010). Equality versus differentiation: the effects of power dispersion on group interaction. Journal of Applied Psychology, 95(6), 1032-1044.
• A.H. Fischer & G.A. van Kleef (2010). Where have all the people gone? A plea for including social interaction in emotion research. Emotion Review, 2(3), 208-211.
• G.A. van Kleef & C.K.W. de Dreu (2010). Longer-term consequences of anger expression in negotiation: retaliation or spill-over? Journal of Experimental Social Psychology, 46(5), 753-760.
• G.A. van Kleef, C.K.W. de Dreu & A.S.R. Manstead (2010). An interpersonal approach to emotion in social decision making: the emotions as social information model. Advances in Experimental Social Psychology, 42, 45-96.

2009

• D. Pietroni, G.A. van Kleef, E. Rubaltelli & R. Rumiati (2009). When happiness pays in negotiation: the interpersonal effects of 'exit option' directed emotions. Mind & Society, 8(1), 77-92.
• S.T. Hawk, G.A. van Kleef, A.H. Fischer & J. van der Schalk (2009). Worth a thousand words: absolute and relative decodability of nonlinguistic affect vocalizations. Emotion, 9(3), 293-305.
• G.A. van Kleef (2009). How emotions regulate social life: the emotions as social information (EASI) model. Current Directions in Psychological Science, 18(3), 184-188.
• D. de Cremer & G.A. van Kleef (2009). When being overpaid makes me feel good about myself: It depends on how the other feels. Journal of Economic Psychology, 30(5), 793-802.
• G.A. van Kleef, A.C. Homan, B. Beersma, D. van Knippenberg, B. van Knippenberg & F. Damen (2009). Searing sentiment or cold calculation? the effects of leader emotional displays on team performance depend on follower epistemic motivation. Academy of Management Journal, 52(3), 562-580.

2008

• G.A. van Kleef, C. Oveis, I. van der Löwe, A. LuoKogan, J. Goetz & D. Keltner (2008). Power, distress, and compassion: Turning a blind eye to the suffering of others. Psychological Science, 19(12), 1315-1322.
• A.C. Homan, J.R. Hollenbeck, S.E. Humphrey, D. van Knippenberg, D.R. Ilgen & G.A. van Kleef (2008). Facing differences with an open mind: Openness to experience, salience of intra-group differences, and performance of diverse work groups. Academy of Management Journal, 51(6), 1204-1222.
• G.A. van Kleef & P.A.M. van Lange (2008). What other's disappointment may do to selfish people: Emotion and social value orientation in a negotiation context. Personality and Social Psychology Bulletin, 34, 1084-1095.
• I. van Beest, G.A. van Kleef & E. van Dijk (2008). Get angry, get out: The interpersonal effects of anger communication in multiparty negotiation. Journal of Experimental Social Psychology, 44, 993-1002.
• D. Keltner, G.A. van Kleef, S. Chen & M. Kraus (2008). A reciprocal influence model of social power: Emerging principles and lines of inquiry. Advances in Experimental Social Psychology, 40, 151-192.
• E. van Dijk, G.A. van Kleef, W. Steinel & I. van Beest (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.
• D. Pietroni, G.A. van Kleef, C.K.W. de Dreu & S. Pagliaro (2008). Emotions as strategic information: Effects of other's emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation. Journal of Experimental Social Psychology, 44(6), 1444-1454.
• D. Pietroni, G.A. van Kleef & C.K.W. de Dreu (2008). Response modes in negotiation. Group Decision and Negotiation, 17, 31-49.
• W. Steinel, G.A. van Kleef & F. Harinck (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.
• G.A. van Kleef, E. van Dijk, W. Steinel, F. Harinck & I. van Beest (2008). Anger in social conflict: Cross-situational comparisons and suggestions for the future. Group Decision and Negotiation, 17, 13-30.

2007

• G.A. van Kleef, W. Steinel, D. van Knippenberg, M. Hogg & A. Svensson (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.
• A.C. Homan, D. van Knippenberg, G.A. van Kleef & C.K.W. de Dreu (2007). Bridging faultlines by valuing diversity: Diversity beliefs, information elaboration, and performance in diverse work groups. Journal of Applied Psychology, 92, 1189-1199.
• A.C. Homan, D. van Knippenberg, G.A. van Kleef & C.K.W. de Dreu (2007). Interacting dimensions of diversity: Cross-categorization and the functioning of diverse work groups. Group Dynamics: Theory Research And Practice, 11, 79-94.
• S. Zebel, S.F. Pennekamp, M. van Zomeren, B. Doosje, G.A. van Kleef, M.L.W. Vliek & J. van der Schalk (2007). Vessels with gold or guilt: Emotional reactions to family involvement associated with glorious or gloomy aspects of the colonial past. Group Processes & Intergroup Relations, 10, 71-86.
• G.A. van Kleef & S. Côté (2007). Expressing anger in conflict: When it helps and when it hurts. Journal of Applied Psychology, 92, 1557-1569.

2006

• G.A. van Kleef, C.K.W. de Dreu, D. Pietroni & A.S.R. Manstead (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.
• B.A. Nijstad, G.A. van Kleef & J. de Jonge (2006). Emoties in arbeid en organisaties: Introductie op het thema. Gedrag en Organisatie, 19, 313-322.
• G.A. van Kleef, C.K.W. de Dreu & A.S.R. Manstead (2006). Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt and regret. Journal of Personality and Social Psychology, 91, 124-142.

2004

• C.K.W. de Dreu & G.A. van Kleef (2004). The influence of power on the information search, impression formation, and demands in negotiation. Journal of Experimental Social Psychology, 40(3), 303-319.
• G.A. van Kleef, C.K.W. de Dreu & A.S.R. Manstead (2004). The interpersonal effects of anger and happiness in negotiations. Journal of Personality and Social Psychology, 86, 57-76.
• G.A. van Kleef, C.K.W. de Dreu & A.S.R. Manstead (2004). The interpersonal effects of emotions in negotiations: A motivated information processing approach. Journal of Personality and Social Psychology, 87(4), 510-528.
• C.K.W. de Dreu & G.A. van Kleef (2004). The influence of power on information search, impression formation, and demands in negotiation. Journal of Experimental Social Psychology, 40(3), 303-319.

2002

• G.A. van Kleef & C.K.W. de Dreu (2002). Social value orientation and impression formation: A test of two competing hypotheses about information search in negotiation. International Journal of Conflict Management, 13, 59-77.

2011

• K. Dijkstra, J. van der Pligt & G.A. van Kleef (2011). Oordeelsvorming en verwerkingsstijl. In B. Derks, R.J. Renes, K. Ruys, V. Van de Ven & M. Vliek (Eds.), Jaarboek Sociale Psychologie 2010 (pp. 131-138). Groningen: ASPO Press.

2010

• J. Marguc, G.A. van Kleef & J. Förster (2010). Obstacles: their impact on thinking and beyond thinking. In D.A. Contreras (Ed.), Psychology of thinking (pp. 97-120). New York: Nova Publishers.
• G.A. van Kleef (2010). Don't worry, be angry? Effects of anger on feelings, thoughts, and actions in conflict and negotiation. In M. Potegal, G. Stemmler & C. Spielberger (Eds.), International handbook of anger: constituent and concomitant biological, psychological, and social processes (pp. 545-559). New York: Springer.

2008

• G.A. van Kleef (2008). Emotion in conflict and negotiation: introducing the emotions as social information (EASI) model. In N.M. Ashkanasy & C.L. Cooper (Eds.), Research companion to emotion in organizations (New horizons in management) (pp. 392-404). Cheltenham: Edward Elgar.
• D. van Knippenberg, B. van Knippenberg, G.A. van Kleef & F. Damen (2008). Leadership, affect, and emotions. In N.M. Ashkanasy & C.L. Cooper (Eds.), Research companion to emotion in organizations (New horizons in management) (pp. 465-475). Cheltenham: Edward Elgar.

2007

• D. de Cremer, G.A. van Kleef & M.J.J. Wubben (2007). Do the emotions of others shape justice effects? An interpersonal approach. In D. de Cremer (Ed.), Advances in the psychology of justice and affect (pp. 35-57). Greenwich, CT: Information Age.
• C.K.W. de Dreu, B. Beersma, W. Steinel & G.A. van Kleef (2007). The psychology of negotiation: Principles and basic processes. In A.W. Kruglanski & E.T. Higgins (Eds.), Social psychology: Handbook of basic principles, 2nd edition (pp. 608-629). New York: Guilford Press.

2004

• C.K.W. de Dreu & G.A. van Kleef (2004). Power, social categorization, and social motivation in negotiation: Implications for managers and organizational leaders. In D. van Knippenberg & M.A. Hogg (Eds.), Leadership and power (pp. 153-168). London, UK: Sage.
• B. Barry, I.S. Fulmer & G.A. van Kleef (2004). I laughed, I cried, I settled: The role of emotions in negotiation. In M.J. Gelfand & J.M. Brett (Eds.), The handbook of negotiation and culture (pp. 71-94). Palo Alto, CA: Stanford University Press.

2008

• G.A. van Kleef (2008). Emoties in onderhandelingen: Spuien of slikken? Forum voor Conflictmanagement, 3, 101-105.

2004

• G.A. van Kleef (2004, November 26). Emotion in social conflict: The interpersonal effects of emotions in negotiations. UvA Universiteit van Amsterdam (208 pag.). Supervisor(s): prof.dr. C.K.W. de Dreu & prof.dr. A.S.R. Manstead.