nl en

Negotiation and Social Decision Making


Entry requirements

Master’s students Psychology with specialisation Social and Organisational Psychology or Occupational Health 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;

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

  • be challenged to reflect on their academic attitude in anticipation of their work as a professional in organisational settings.


For the timetables of your lectures, work groups and exams, please select your study programme in:
Psychology timetables



Students need to enroll for lectures and work group sessions.
Master’s course registration


Students are not automatically enrolled for an examination. They can register via uSis from 100 to 10 calendar days before the date. Students who are not registered will not be permitted to take the examination.
Registering for exams

Mode of instruction

The course is given in 7 work group sessions of 3 hours each.

Assessment method

  • Rated oral presentations

  • Preparatory assignments

  • Exam with multiple choice questions

The Faculty of Social and Behavioural Sciences has instituted that instructors use a software programme for the systematic detection of plagiarism in students’ written work. In case of fraud disciplinary actions will be taken. Please see the information concerning fraud.

Reading list

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

  • Gunia, B. C., Sivanathan, N., & Galinsky, A. D. (2009). Vicarious entrapment: Your sunk costs, my escalation of commitment. Journal of Experimental Social Psychology, 45(6), 1238-1244.

  • Wit, A. P., & Kerr, N. L. (2002). “Me versus just us versus us all” categorization and cooperation in nested social dilemmas. Journal of Personality and Social Psychology, 83, 616-637.

  • 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.

  • De Dreu, C. K. W., Weingart, L., & Kwon, S. (2000). Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. Journal of Personality and Social Psychology, 78, 889-905.

Contact information

Dr. Wolfgang Steinel