Works by Wolfgang Steinel

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  1.  8
    An Instrumental Account of Deception and Reactions to Deceit in Bargaining.Lukas Koning, Eric van Dijk, Ilja van Beest & Wolfgang Steinel - 2010 - Business Ethics Quarterly 20 (1):57-73.
    In the current paper we present an instrumental approach to deception. This approach incorporates the notion that bargainers (a) will use deception as a means to reach their goals in bargaining but (b) will refrain from using deception when they have alternative means to reach their goals. We demonstrate that different goals can lead to differences in the use of deception (Experiment 1). Furthermore, we demonstrate that reactions to deceit can also be understood from an instrumental perspective (Experiment 2).
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  2.  72
    Determinants of Prosocial Behavior in Included Versus Excluded Contexts.Esther Cuadrado, Carmen Tabernero & Wolfgang Steinel - 2015 - Frontiers in Psychology 6.
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  3.  31
    An Instrumental Account of Deception and Reactions to Deceit in Bargaining.Lukas Koning, Eric van Dijk, Ilja van Beest & Wolfgang Steinel - 2010 - Business Ethics Quarterly 20 (1):57-73.
    In the current paper we present an instrumental approach to deception. This approach incorporates the notion that bargainers (a) will use deception as a means to reach their goals in bargaining but (b) will refrain from using deception when they have alternative means to reach their goals. We demonstrate that different goals can lead to differences in the use of deception (Experiment 1). Furthermore, we demonstrate that reactions to deceit can also be understood from an instrumental perspective (Experiment 2).
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