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Negotiation and Social Decision Making


Entry requirements

Only open to Master’s students Psychology with specialisation Social and Organisational Psychology or Occupational Health Psychology or Research master track Social and Organisational Psychology


Individual decision-making and decision-making by dyads or groups are the basic building blocks of team work and organisational behaviour. Performance of teams depends on how groups share, store, and process information, how individuals negotiate with others, how group members interact and cooperate, how groups come up with creative ideas or solve problems, and how people in groups pursue their own goals or contribute to the collective success. This course aims to integrate recent developments in social psychology with insights derived from organisational and economic psychology. The emphasis will be on the relevance of social psychological insights for the understanding of individual and group decision-making. Topics covered will include the rationality of decisions, negotiation, information-sharing in teams, decision-making in groups and ethical decision-making.

Course objectives

Upon completion of this course, students will:

  • Have acquired advanced knowledge and insights about social psychological issues in organisational behaviour and about the methodological underpinnings of these insights;

  • Know how to apply this knowledge by analysing and conceptualizing real-life issues in organisational settings and to present their analyses orally as well as in writing; and

  • Have acquired negotiation skills and understand how to create value and reach mutually beneficial agreements.


For the timetable of this course please refer to MyTimetable



Students must register themselves for all course components (lectures, tutorials and practicals) they wish to follow. You can register up to 5 days prior to the start of the course.


It is mandatory for all students to register for each exam and to confirm registration for each exam in My Studymap. This is possible up to and including 10 calendar days prior to the examination. You cannot take an exam without a valid pre-registration and confirmation in My Studymap. Carefully read all information about the procedures and deadlines for registering for courses and exams.

Exchange students and external guest students will be informed by the education administration about the current registration procedure.

Mode of instruction

The course is given in 8 2-hour work group sessions.

Assessment method

The final grade is based on:

  • Rated oral presentations (33,33%)

  • Weekly preparatory assignments (33,33%)

  • Exam (33,33%)

All literature mentioned in the reading list will be examined during the written exam.

The Institute of Psychology follows the policy of the Faculty of Social and Behavioural Sciences to systematically check student papers for plagiarism with the help of software. Disciplinary measures will be taken when fraud is detected. Students are expected to be familiar with and understand the implications of this fraud policy

Reading list

Fisher, R., Ury, W., & Patton, B. (2012). Getting to yes: Negotiating an agreement without giving in (3rd Edition). New York: Random House.
Steinel & Harinck (in press). Negotiation and Bargaining. In: Oxford research encyclopedia of psychology. Oxford University Press.
Van Dijk, E., & De Dreu, C. K. W. (in press). Experimental games and social decision-making. Annual Review of Psychology.

Journal articles (available from the library and via Blackboard), among which:

  • Molenmaker, W. E., De Kwaadsteniet, E. W., & Van Dijk, E. (2019). The effect of decision timing on the willingness to costly reward cooperation and punish noncooperation: Sanctioning the past, the present, or the future. Journal of Behavioral Decision Making. doi: 10.1002/bdm.2110

  • Steinel, W, Utz, S, & Koning, L. (2010). 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. Organizational Behavior and Human Decision Processes, 113, 85-96.

Contact information

Dr. Wolfgang Steinel