Fotograaf: Oerlemans

dhr. prof. dr. G.A. (Gerben) van Kleef


  • Faculteit der Maatschappij- en Gedragswetenschappen
    Programmagroep: Social Psychology
  • Bezoekadres
    REC G
    Nieuwe Achtergracht 129  Amsterdam
    Kamernummer: 2.24
  • Postadres:
    Postbus  15900
    1001 NK  Amsterdam
  • G.A.vanKleef@uva.nl
    T: 0205256894
    T: 0205256890

Biographical Sketch

Gerben van Kleef (1977) is professor of social psychology. He conducted his dissertation research at the department of Work and Organizational Psychology of the University of Amsterdam (PhD in 2004, cum laude ). He then moved to the department of Social Psychology. In 2005 he received the bi-annual Best Dissertation Award of the International Association for Conflict Management (IACM) and the Best Dissertation Award of the Dutch Association for Social Psychology (ASPO) for his dissertation on the role of emotions in social conflict. In 2006 he received a 3-year research grant ("Veni") from the Innovational Research Incentives Scheme of the Netherlands Organisation for Scientific Research (NWO), which enabled him to work as a visiting scholar at the University of California, Berkeley. In 2008 he received the early career award of the European Association of Social Psychology (EASP). Back in Amsterdam, his research was supported by a "Vidi" grant from the Netherlands Organisation for Scientific Research. Between 2012 and 2016 he held an extraordinary professorship of prosocial behavior on behalf of the Royal Netherlands Academy of Arts and Sciences, and in 2014 he was a visiting professor at Columbia University. Gerben van Kleef is currently chair of the social psychology department of the University of Amsterdam, associate editor of Social Psychological and Personality Science, and research director of the Kurt Lewin Graduate School. 

Research interests

Gerben van Kleef's primary research interests revolve around emotion, power, and conflict. In studying these topics he looks at basic social psychological processes and effects, and explores their implications for organizational behavior and society. His research on emotion centers around the interpersonal effects of discrete emotions in various social and organizational contexts, including personal relationships, conflict, negotiation, leadership, persuasion, and sports. His research on power is aimed at understanding how people acquire power, and how (lack of) power influences social information processing, interpersonal sensitivity, and morality. His work on conflict spans different levels of analysis, including negotiation dynamics at the dyadic level, diversity and conformity at the group level, and social identity processes at the intergroup level.

Selected Publications (see Publications page for full list)

Van Kleef, G. A., Wanders, F., Stamkou, E., & Homan, A. C. (2015). The social dynamics of breaking the rules: Antecedents and consequences of norm-violating behavior. Current Opinion in Psychology, 6, 25-31.

Van Kleef, G. A., Van den Berg, H., & Heerdink, M. W. (2015). The persuasive power of emotions: Effects of emotional expressions on attitude formation and change. Journal of Applied Psychology, 100, 1124-1142.

Van Kleef, G. A., Oveis, C., Homan, A. C., Van der Löwe, I., & Keltner, D. (2015). Power gets you high: The powerful are more inspired by themselves than by others. Social Psychological and Personality Science, 6, 472-480.

Heerdink, M. W., Van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2013). On the social influence of emotions in groups: Interpersonal effects of anger and happiness on conformity versus deviance. Journal of Personality and Social Psychology, 105, 262-284.

Van Kleef, G. A., Homan, A. C., Finkenauer, C., Gündemir, S., & Stamkou, E. (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.

Côté, S., DeCelles, K., McCarthy, J., Van Kleef, G. A., & Hideg, I. (2011). The Jekyll and Hyde of emotional intelligence: Emotion regulation knowledge facilitates prosocial and interpersonally deviant behavior. Psychological Science, 22, 1073-1080.

De Dreu, C. K. W., Greer, L. L., Van Kleef, G. A., Shalvi, S., & Handgraaf, M. J. J. (2011). Oxytocin promotes human ethnocentrism. Proceedings of the National Academy of Sciences of the United States of America, 108, 1262-1266.

Van Kleef, G. A., Homan, A. C., Beersma, B., & van Knippenberg, D. (2010). On angry leaders and agreeable followers: How leaders' emotions and followers' personalities shape motivation and team performance. Psychological Science, 21, 1827-1834.

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.

Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2010). An interpersonal approach to emotion in social decision making: The emotions as social information model. Advances in Experimental Social Psychology, 42, 45-96.

Van Kleef, G. A. (2009). How emotions regulate social life: The emotions as social information (EASI) model. Current Directions in Psychological Science, 18, 184-188.

Van Kleef, G. A., Homan, A. C., Beersma, B., van Knippenberg, D., van Knippenberg, B., & Damen, F. (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, 562-580.

Van Kleef, G. A., Oveis, C., Van der Löwe, I., LuoKogan, A., Goetz, J., & Keltner, D. (2008). Power, distress, and compassion: Turning a blind eye to the suffering of others. Psychological Science, 19, 1315-1322.

Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (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.

Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004). The interpersonal effects of emotions in negotiations: A motivated information processing approach. Journal of Personality and Social Psychology, 87, 510-528.

 

Academic Positions

2016 - present: Professor and Chair of Social Psychology, University of Amsterdam

2014: Visiting Professor, Columbia University, Columbia Business School

2012 - 2016: Van der Gaag Professor of Prosocial Behavior, Royal Netherlands Academy of Arts and Sciences 

2008 - 2016: Associate Professor of Social Psychology, University of Amsterdam

2007: Visiting Scholar, University of California at Berkeley, Department of Psychology

2004 - 2007: Assistant Professor of Social Psychology, University of Amsterdam

 

Education

2004 - Ph.D. in Psychology (cum laude ), University of Amsterdam,The Netherlands

2000 - M.Sc. in Social Psychology (cum laude ), University of Amsterdam, The Netherlands

2000 - M.Sc.in Work and Organizational Psychology (cum laude ), University of Amsterdam, The Netherlands

1996 - B.Sc. in Psychology, University of Amsterdam, The Netherlands


Research Grants

2012 - 2015: Research talent grant (€168.076) from the Netherlands Organisation for Scientific Research (NWO) for the project "Climbing the ladder or falling from grace: How norm violations shape social hierarchies" (with Eftychia Stamkou, Astrid Homan, and Adam Galinsky)

2010 - 2015: Vidi grant from the Innovative Research Incentives Scheme (€800.000) of the Netherlands Organisation for Scientific Research (NWO) for the project "Emotion is for influence: Development and test of a new theory"

2009 - 2013: Co-applicant on research grant from the Netherlands Organisation for Scientific Research (NWO) Conflict & Security Theme (€600.000) for the project "Representative negotiation: Cross-level influences in inter-group conflict" (with Carsten de Dreu, Lindy Greer, and Naomi Ellemers)

2009 - 2012: Co-applicant on research grant from the Social Sciences and Humanities Research Council of Canada ($57.680) for the project "Emotion regulation and conflict resolution" (with Stéphane Côté)

2006 - 2009: Veni grant from the Innovative Research Incentives Scheme (€208.000) of the Netherlands Organisation for Scientific Research (NWO) for the project "Understanding the role of anger in conflict: Toward a dual-process contingency model"
 

Awards and Honors

2016 - Elected Fellow of the Society for Personality and Social Psychology

2011 - Emerald Outstanding Reviewer Award

2010 - Most Influential Paper Award (2002-2005) of the Academy of Management (Conflict Management Division) for Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004), "The interpersonal effects of anger and happiness in negotiations," published in the Journal of Personality and Social Psychology

2009 - Best Paper Award of the Dutch Association for Social Psychologists (ASPO) for Lelieveld, G., Van Dijk, E., Van Beest, I., Steinel, W., & Van Kleef, G. A., "Wanneer teleurstelling beter werkt in onderhandelingen dan boosheid: De interpersoonlijke effecten van boosheid en teleurstelling in onderhandelingen"

2009 - Award for Distinguished Scientific Early Career Contributions to Social Psychology and Its Applications, awarded by the Department of Social Psychology of the University of Amsterdam

2008 - Best Paper Award of the European Group for Organizational Studies (EGOS; finalist) for Beersma, B., & Van Kleef, G. A., "Why people gossip: Antecedents, consequences, and social functions"

2008 - Jos Jaspars Early Career Award of the European Association of Experimental Social Psychology (EAESP)

2008 - Best Paper Award of the International Association for Conflict Management (IACM) for Van Kleef, G. A., & De Dreu, C. K. W., "Longer-term consequences of anger expression in negotiation: Retaliation or spill-over?"

2006 - Best Student Paper Award of the International Association for Conflict Management (IACM) for Homan, A. C., van Knippenberg, D., Van Kleef, G. A., & De Dreu, C. K. W., "Breaking down faultlines by valuing diversity: The effects of diversity beliefs on the functioning of diverse work groups"

2006 - Best Paper Award of the Kurt Lewin Graduate School for Social Psychology and its Applications (KLI; runner up) for Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004), "The interpersonal effects of anger and happiness in negotiations"

2005 - Best Dissertation Award of the Dutch Association for Social Psychologists (ASPO) for Van Kleef, G. A., "Emotion in social conflict: The interpersonal effects of emotions in negotiations"

2005 - Best Dissertation Award of the Society of Experimental Social Psychologists (SESP; finalist) for Van Kleef, G. A., "Emotion in social conflict: The interpersonal effects of emotions in negotiations"

2005 - Best Dissertation Award of the International Association forConflict Management (IACM) for Van Kleef, G. A., "Emotion in social conflict: The interpersonal effects of emotions in negotiations"

2004 - Best Student Paper Award of the International Association for Conflict Management (IACM) for Van Kleef, G. A., Steinel, W., van Knippenberg, D., Hogg, M. A., & Svensson, A., "Group member prototypicality and intergroup negotiation: How one's standing in the group affects negotiation behavior"

2002 - Best Student Paper Award of the International Association for Conflict Management (IACM) for Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R., "The interpersonal effects of anger and happiness on negotiation behavior and outcomes"
 

Membership in Professional Organizations

  • Academy of Management (AOM)
  • Association for Psychological Science (APS)
  • Consortium of European Research on Emotion (CERE)
  • Dutch Association for Social Psychology (ASPO)
  • European Association of Social Psychology (EASP)
  • International Association for Conflict Management (IACM)
  • International Society for Research on Emotions (ISRE)
  • Kurt Lewin Graduate SchoolforSocial Psychology and its Applications (KLI)
  • Society of Experimental Social Psychology (SESP)
  • Society for Personality and Social Psychology (SPSP)

 

Editorships

2012 - present: Associate Editor, Social Psychological and Personality Science

2014 - 2016: Guest Editor, Cognition & Emotion, special issue on emotional collectives

2014 - 2016: Guest Editor, Frontiers in Psychology, research topic on the social nature of emotion

2006: Guest Editor, Gedrag & Organisatie, special issue on affect in organizations

 

Membership of Editorial Boards

2011 - present: Psychological Science

2009 - present: Organizational Psychology Review

2009 - present: Social Influence

2006 - present: International Journal of Conflict Management

2009 - 2012: British Journal of Social Psychology

2009 - 2011: Social Psychological and Personality Science

2007 - 2010: Journal of Organizational Behavior

2007 - 2010: Organizational Behavior and Human Decision Processes

 

PhD Supervision

  • Skyler Hawk (University of Amsterdam, defense in 2010)
  • Koen Dijkstra (University of Amsterdam, defense in 2012)
  • Janina Marguc (University of Amsterdam, defense in 2012, cum laude)
  • Gert-Jan Lelieveld (Leiden University, defense in 2013)
  • Evert-Jan van Doorn (University of Amsterdam, defense in 2013)   
  • Victoria Visser (Erasmus University Rotterdam, defense in 2013)
  • Hillie Aaldering (University of Amsterdam, defense scheduled in 2014)
  • Özüm Saygi (University of Amsterdam, defense scheduled in 2015)
  • Marc Heerdink (University of Amsterdam, expected defense in 2015)
  • Eftychia Stamkou (University of Amsterdam, expected defense in 2017)
  • Xia Fang (University of Amsterdam, expected defense in 2018)
  • Lisanne Pauw (University of Amsterdam, expected defense in 2018)
  • Florian Wanders (University of Amsterdam, expected defense in 2019)

 

Teaching (current and past)

  • Emotional Influence (master)
  • Current Debates in Emotion Research (research master)
  • The Social Psychology of Emotions (master)
  • Advanced Topics in Affect and Emotion (research master)
  • Social Categorization (bachelor)
  • Applied Social Psychology (bachelor)
  • Interpersonal, Intra- and Intergroup Processes (bachelor)

 

Service

Social Psychology Department, University of Amsterdam

2015 - present: Chair

2008 - 2012: Board Member

2007 - 2013: Internship Coordinator

2004 - 2007: International Speaker Series Coordinator


Psychology Department, University of Amsterdam 

2007 - 2015: Scientific Council


International Association for Conflict Management (IACM)

2007 - 2009: Board Member

2007: Best Dissertation Award Committee

2006: Best Empirical Paper Award Committee

2005: External Conference Program Advisor

2004: Best Graduate Student Paper Award Committee


Dutch Association for Social Psychologists (ASPO)

2006 - 2010: Secretary

2005 - 2010: Board Member


Kurt Lewin Graduate School for Social Psychology and its Applications (KLI)

2012 - present: Research Director

2008 - present: Board Member Research Committee


Netherlands Organisation for Scientific Research (NWO)

2010: Selection Committee of the Innovative Research Incentives Scheme (Veni program)

International Journal Publications (93)

Dijkstra, K. A., Van der Pligt, J., & Van Kleef, G. A. (in press). Fit between decision mode and processing style predicts subjective value of chosen alternatives. European Journal of Social Psychology.

Stamkou, E., Van Kleef, G. A., Homan, A. C., & Galinsky, A. D. (2016). How norm violations shape social hierarchies: Those who stand on top block norm violators from rising up. Group Processes and Intergroup Relations, 19, 608-629.

Van Kleef, G. A., Cheshin, A., Fischer, A. H., & Schneider, I. K. (2016). Editorial: The social nature of emotions. Frontiers in Psychology, 7(896), 1-5.

Stamkou, E., Van Kleef, G. A., Fischer, A. H., & Kret, M. E. (2016). Are the powerful really blind to the feelings of others? How hierarchical concerns shape attention to emotions. Personality and Social Psychology Bulletin, 42, 755-768.

Gabriel, A. S., Cheshin, A., Moran, C. M., & Van Kleef, G. A. (2016). Enhancing emotional performance and customer service through human resources practices: A systems perspective. Human Resource Management Review, 26, 14-24.

Cheshin, A., Heerdink, M. W., Kossakowski, J. J., & Van Kleef, G. A. (2016). Pitching emotions: The interpersonal effects of emotions in professional baseball. Frontiers in Psychology, 7(178), 1-13.

Van Kleef, G. A., & Fischer, A. H. (2016). Emotional collectives: How groups shape emotions and emotions shape groups. Cognition & Emotion, 30, 3-19.

Homan, A. C., Van Kleef, G. A., & Sanchez-Burks, J. (2016). Team members' emotional displays as indicators of team functioning. Cognition & Emotion, 30, 134-149.

van Knippenberg, D., & Van Kleef, G. A. (2016). Leadership and affect: Moving the hearts and minds of followers. Academy of Management Annals, 10, 799-840.

Van Kleef, G. A., Wanders, F., Stamkou, E., & Homan, A. C. (2015). The social dynamics of breaking the rules: Antecedents and consequences of norm-violating behavior. Current Opinion in Psychology, 6, 25-31.

Saygi, O, Greer, L. L., Van Kleef, G. A., & De Dreu, C. K. W. (2015). Bounded benefits of representative cooperativeness in intergroup negotiations. Group Decision and Negotiation, 24, 993-1014.

Koning, L. F., & Van Kleef, G. A. (2015). How leaders' emotional displays shape followers' organizational citizenship behavior. The Leadership Quarterly, 26, 489-501.

Van Doorn, E. A., Van Kleef, G. A., & Van der Pligt, J. (2015). Deriving meaning from others' emotions: Attribution, appraisal, and the use of emotions as social information. Frontiers in Psychology, 6, 1077.

Van Kleef, G. A., Van den Berg, H., & Heerdink, M. W. (2015). The persuasive power of emotions: Effects of emotional expressions on attitude formation and change. Journal of Applied Psychology, 100, 1124-1142.

Heerdink, M. W., Van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2015). Emotional reactions to deviance in groups: The relation between number of angry reactions, felt rejection, and conformity. Frontiers in Psychology, 6, 830.

Marguc, J., Förster, J. A., & Van Kleef, G. A. (2015). Welcome interferences: Dealing with obstacles promotes creative thought in goal pursuit. Creativity and Innovation Management, 24, 207-216.

Van Kleef, G. A., Oveis, C., Homan, A. C., Van der Löwe, I., & Keltner, D. (2015). Power gets you high: The powerful are more inspired by themselves than by others. Social Psychological and Personality Science, 6, 472-480.

Netzer, L., Van Kleef, G. A., & Tamir, M. (2015). Interpersonal instrumental emotion regulation. Journal of Experimental Social Psychology, 58, 124-135.

Van Doorn, E. A., Van Kleef, G. A., & Van der Pligt, J. (2015). How emotional expressions shape prosocial behavior: Interpersonal effects of anger and disappointment on compliance with requests. Motivation and Emotion, 39, 128-141.

Heerdink, M. W., Van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2015). Emotional expressions as cues of rejection and acceptance: Evidence from the affect misattribution paradigm. Journal of Experimental Social Psychology, 56, 60-68.

Van Kleef, G. A. (2014). Understanding the positive and negative effects of emotional expressions in organizations: EASI does it. Human Relations, 67, 1145-1164.

Van Doorn, E. A., Van Kleef, G. A., & Van der Pligt, J. (2014). How instructors' emotional expressions shape students' learning performance: The role of anger, happiness, and regulatory focus. Journal of Experimental Psychology: General, 143, 980-984.

Saygi, O., Greer, L. L., Van Kleef, G. A., & De Dreu, C. K. W. (2014). Competitive representative negotiations worsen intergroup relations. Group Processes and Intergroup Relations, 17, 143-160 .

Dijkstra, K. A., Van der Pligt, J., & Van Kleef, G. A. (2014). Effects of processing style on responsiveness to affective stimuli and processing fluency. Cognition & Emotion, 28, 959-970.

Lelieveld, G.-J., Van Dijk, E., Van Beest, I., & Van Kleef, G. A. (2013). Does communicating disappointment in negotiations help or hurt? Solving an apparent inconsistency in the social-functional approach to emotions. Journal of Personality and Social Psychology, 105, 605-620.

Heerdink, M. W., Van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2013). On the social influence of emotions in groups: Interpersonal effects of anger and happiness on conformity versus deviance. Journal of Personality and Social Psychology, 105, 262-284.

Beersma, B., De Dreu, C. K. W., Van Kleef, G. A., & Homan, A. C. (2013). Outcome interdependence shapes the effects of prevention focus on team processes and performance. Organizational Behavior and Human Decision Processes, 121, 194-203.

Dijkstra, K. A., Van der Pligt, J., & Van Kleef, G. A. (2013). Deliberation versus intuition: Decomposing the role of expertise in judgment and decision making. Journal of Behavioral Decision Making, 26, 285-294

Visser, V., Van Knippenberg, D., Van Kleef, G. A., & Wisse, B. M. (2013). How leader displays of happiness and sadness influence follower performance: Emotional contagion and creative versus analytical performance. The Leadership Quarterly, 24, 172-188.

Aaldering, H., Greer, L. L., & Van Kleef, G. A., & De Dreu, C. K. W. (2013). Interest (mis)alignments in representative negotiations: Do pro-social agents fuel or reduce inter-group conflict and cooperation? Organizational Behavior and Human Decision Processes, 120, 240-250 .

Sinaceur, M., Adam, H., Van Kleef, G. A., & Galinsky, A. D. (2013). The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation. Journal of Experimental Social Psychology, 49, 498-508.

Lelieveld, G.-J., Van Dijk, E., Güroglu, B., Van Beest, I., Van Kleef, G. A., Rombouts, S. A. R. B., & Crone, E. A. (2013). Behavioral and neural reactions to emotions of others in the distribution of resources. Social Neuroscience, 8, 52-62.

Van Kleef, G. A., Steinel, W., & Homan, A. C. (2013). On being peripheral and paying attention: Prototypicality and information processing in intergroup conflict. Journal of Applied Psychology, 98, 63-79.

Côté, S., Hideg, I., & Van Kleef, G. A. (2013). The consequences of faking anger in negotiations. Journal of Experimental Social Psychology, 49, 453-463.

Beersma, B., & Van Kleef, G. A. (2012). Why people gossip: An empirical analysis of social motives, antecedents, and consequences. Journal of Applied Social Psychology, 42, 2640-2670.

Harinck, F., & Van Kleef, G. A. (2012). Be hard on the interests and soft on the values: Conflict issue moderates the interpersonal effects of anger in negotiations. British Journal of Social Psychology, 51, 741-752.

Van Kleef, G. A., Homan, A. C., & Cheshin, A. (2012). Emotional influence at work: Take it EASI. Organizational Psychology Review, 2, 311-339.

De Dreu, C. K. W., Shalvi, S., Greer, L. L., Van Kleef, G. A., Handgraaf, M. J. J. (2012). Oxytocin motivates non-cooperation in intergroup conflict to protect vulnerable in-group members. PLoS ONE, 7, e46751.

Lelieveld, G.-J., Van Dijk, E., Van Beest, I., & Van Kleef, G. A. (2012). Why anger and disappointment affect bargaining behavior differently: The moderating role of power and the mediating role of reciprocal and complementary emotions. Personality and Social Psychology Bulletin, 38, 1209-1221.

Dijkstra, K. A., Van der Pligt, J., Van Kleef, G. A., & Kerstholt, J. H. (2012). Deliberation versus intuition: Global versus local processing in judgment and choice. Journal of Experimental Social Psychology, 48, 1156-1161.

Wang, L., Northcraft, G., & Van Kleef, G. A. (2012). Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation. Organizational Behavior and Human Decision Processes, 119, 54-63.

Van Kleef, G. A., Homan, A. C., Finkenauer, C., Blaker, N. M., & Heerdink, M. W. (2012). Prosocial norm violations fuel power affordance. Journal of Experimental Social Psychology, 48, 937-942.

Marguc, J., Van Kleef, G. A., & Förster, J. (2012). Stepping back while staying engaged: When facing an obstacle increases psychological distance. Social Psychological and Personality Science, 3, 379-386.

Wiersema, D. V., Van der Schalk, J., & Van Kleef, G. A. (2012). Who's afraid of red, yellow and blue? Need for cognitive closure predicts aesthetic preferences. Psychology of Aesthetics, Creativity, and the Arts, 6, 168-174.

Hawk, S. T., Fischer, A. H., & Van Kleef, G. A. (2012). Face the noise: Embodied responses to nonverbal vocalizations of discrete emotions. Journal of Personality and Social Psychology, 102, 796-814.

Van Doorn, E. A., Heerdink, M. W., & Van Kleef, G. A. (2012). Emotion and the construal of social situations: Inferences ofcooperation versus competition from expressions of anger, happiness, and disappointment. Cognition & Emotion, 12, 442-461.

De Dreu, C. K.W., Greer, L. L., Handgraaf, M. J. J., Shalvi, S., & Van Kleef, G. A. (2012). Oxytocin modulates selection of allies in intergroup conflict. Proceedings of the Royal Society B: Biological Sciences, 279, 1150-1154.

Beersma, B., & Van Kleef, G. A. (2011). How the grapevine keeps you in line: Gossip increases contributions to the group. Social Psychological and Personality Science, 2, 642-649.

Van Kleef, G. A., Van Doorn, E. A., Heerdink, M. W., & Koning, L. F. (2011). Emotion is for influence. European Review of Social Psychology, 22, 114-163.

Marguc, J., Förster, J., & Van Kleef, G. A. (2011). Stepping back to see the big picture: When obstacles elicit global processing. Journal of Personality and Social Psychology, 101, 883-901.

Côté, S., DeCelles, K., McCarthy, J., & Van Kleef, G. A., & Hideg, I. (2011). The Jekyll and Hyde of emotional intelligence: Emotion regulationknowledge facilitates prosocial and interpersonally deviant behavior. Psychological Science, 22, 1073-1080.

Sinaceur, M., Van Kleef, G. A., Neale, M. A., Adam, H., & Haag, C. (2011). Hot or cold: Is communicating anger or threats more effective in negotiation? Journal of Applied Psychology, 96, 1018-1032.

Van Kleef, G. A., Homan, A. C., Finkenauer, C., Gündemir, S., & Stamkou, E. (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.

De Dreu, C. K. W., Greer, L. L., Van Kleef, G.A., Shalvi, S., & Handgraaf, M. J. J. (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.

Hawk, S. T., Fischer, A. H., & Van Kleef, G. A. (2011). Taking your place or matching your face: Two routes to empathic embarrassment. Emotion, 11, 502-513.

Lelieveld, G.-J., Van Dijk, E., Van Beest, I., Steinel, W., & Van Kleef, G. A. (2011). Disappointed in you, angry about your offer: Distinct negative emotions induce concessions via different mechanisms. Journal of Experimental Social Psychology, 47, 635-641.

De Dreu, C. K. W., Greer, L. L., Van Kleef, G. A., Shalvi, S., & Handgraaf, M. J. J. (2011). Oxytocin promotes human ethnocentrism. Proceedings of the National Academy of Sciences of the United States of America, 108, 1262-1266.

Van Kleef, G. A., Homan, A. C., Beersma, B., & Van Knippenberg, D. (2010). On angry leaders and agreeable followers: How leaders' emotions and followers' personalities shape motivation and team performance. Psychological Science, 21, 1827-1834.

Greer, L. L., & Van Kleef, G. A. (2010). Equality versus differentiation: The effects of power dispersion on group interaction. Journal of Applied Psychology, 95, 1032-1044.

Van Kleef, G. A., Anastasopoulou, C., & Nijstad, B. A. (2010). Can expressions of anger enhance creativity? A test of the emotions as social information (EASI) model. Journalof Experimental Social Psychology, 46, 1042-1048.

Steinel, W., Van Kleef, G. A., Van Knippenberg, D., Hogg, M. A., Homan, A. C., & Moffit, G. (2010). How intragroup dynamics affect behavior in intergroup conflict: The role of group norms, prototypicality, and need to belong. Group Processes and Intergroup Relations, 13, 779-794.

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

Fischer, A. H., & Van Kleef, G. A. (2010). Where have all the people gone? A plea for includingsocial interaction in emotion research. Emotion Review, 2, 208-211.

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.

Van Kleef, G. A. (2010). The emerging view of emotion as social information. Social and Personality Psychology Compass, 4/5, 331-343.

Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2010). An interpersonal approach to emotion in social decision making: The emotions as social information model. Advances in Experimental Social Psychology, 42, 45-96.

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, 42, 355-365.

De Cremer, D., & Van Kleef, G. A. (2009). When being overpaid makes me feel good about myself: It depends on how the other feels. Journal of Economic Psychology, 30, 793-802.

Van Kleef, G. A. (2009). How emotions regulate social life: The emotions as social information (EASI) model. Current Directions in Psychological Science, 18, 184-188.

Pietroni, D., Van Kleef, G. A., Rubaltelli, E., & Rumiati, R. (2009). When happiness pays in negotiation: The interpersonal effects of exit-option directed emotions. Mind and Society, 8, 77-92.

Van Kleef, G. A., Homan, A. C., Beersma, B., Van Knippenberg, D., Van Knippenberg, B., & Damen, F. (2009). Searing sentiment or cold calculation? The effects of leader emotional displays on team performance depend on follower epistemicmotivation. Academy of Management Journal, 52, 562-580.

Hawk, S. T., Van Kleef, G. A., Fischer, A. H., & Van der Schalk, J. (2009). Worth a thousand words: Absolute and relative decodability of nonlinguistic affect vocalizations. Emotion, 9, 293-305.

Van Kleef, G. A., Oveis, C., Van der Löwe, I., LuoKogan, A., Goetz, J., & Keltner, D. (2008). Power, distress,and compassion: Turning a blind eye to the suffering of others. Psychological Science, 19, 1315-1322.

Homan, A. C., Hollenbeck, J. R., Humphrey, S. E., Van Knippenberg, D., Ilgen, D. R., & Van Kleef, G. A. (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, 1204-1222.

Pietroni, D., Van Kleef, G. A., De Dreu, C. K. W., & Pagliaro, S. (2008). Emotions as strategic information: Effects of other's emotions on fixed-pie perception, demands and integrative behavior in negotiation. Journal of Experimental Social Psychology, 44, 1444-1454.

Van Kleef, G. A., & Van Lange, P. A. M. (2008). What other's disappointment may do to selfish people: Emotion and social value orientationin a negotiation context. Personality and Social Psychology Bulletin, 34, 1084-1095.

Van Beest, I., Van Kleef, G. A., & Van Dijk, E. (2008). Get angry, get out: The interpersonal effects of anger communication in multiparty negotiation. Journal of Experimental Social Psychology, 44, 993-1002.

Keltner, D., Van Kleef, G. A., Chen, S., & Kraus, M. (2008). A reciprocal influence model of social power: Emerging principles and lines of inquiry. Advances in Experimental Social Psychology, 40, 151-192.

Van Dijk, E., Van Kleef, G. A., Steinel, W., & Van Beest, I. (2008). A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires. Journal of Personality and Social Psychology, 94, 600-614.

Steinel, W., Van Kleef, G. A., & Harinck, F. (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.

Van Kleef, G. A., Van Dijk, E., Steinel, W., Harinck, F., & Van Beest, I. (2008). Anger in social conflict: Cross-situational comparisons and suggestions for the future. Group Decision and Negotiation [Special Issue on Emotions in Negotiation], 17, 13-30.

Pietroni, D., Van Kleef, G. A., & De Dreu, C. K. W. (2008). Response modes in negotiation. Group Decision and Negotiation [Special Issue on Emotions in Negotiation], 17, 31-49.

Van Kleef, G. A., & Côté, S. (2007). Expressing anger in conflict: When it helps and when it hurts. Journal of Applied Psychology, 92, 1557-1569.

Homan, A. C., Van Knippenberg, D., Van Kleef, G. A., & De Dreu, C. K. W. (2007). Bridging faultlines by valuing diversity: Diversity beliefs, information elaboration, and performance in diverse work groups. Journal of Applied Psychology, 92, 1189-1199.

Homan, A. C., van Knippenberg, D., Van Kleef, G. A., & DeDreu, 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 Kleef, G. A., Steinel, W., Van Knippenberg, D., Hogg, M., & Svensson, A. (2007). Group member prototypicality and intergroup negotiation: How one's standing in the group affects negotiation behaviour. British Journal of Social Psychology, 46, 129-154.

Zebel, S., Pennekamp, S. F., Van Zomeren, M., Doosje, B., Van Kleef, G. A., Vliek, M. L. W., & Van der Schalk, J. (2007). Vessels of gold or guilt: Emotional reactions to family involvement associated with glorious or gloomy aspects of the colonial past. Group Processes and Intergroup Relations, 10, 71-86.

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

Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (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.

Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004). The interpersonal effects of emotions in negotiations: A motivated information processing approach. Journal of Personality and Social Psychology, 87, 510-528.

De Dreu, C. K. W., & Van Kleef, G. A. (2004). The influence of power on the information search,impression formation, and demands in negotiation. Journal of Experimental Social Psychology, 40, 303-319.

Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004). The interpersonal effects of anger and happiness in negotiations. Journal of Personality and Social Psychology, 86, 57-76.

Van Kleef, G. A., & De Dreu, C. K. W. (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.

Books (3) 

Van Kleef, G. A. (2016). The interpersonal dynamics of emotion: Toward an integrative theory of emotions as social information. Cambridge: Cambridge University Press.

Van Kleef, G. A. (2012). Op het gevoel: Hoe we elkaar beïnvloeden met onze emoties. Amsterdam: Atlas-Contact. [Dutch popular science book]

Van Kleef, G. A., Cheshin, A., Fischer, A. H., & Schneider, I. K. (Eds.) (2016). The social nature of emotions. Lausanne: Frontiers Media. [Edited e-book]

International Book Chapters (14)

Van Kleef, G. A. (in press). Emotions as agents of social influence: Insights from Emotions as Social Information (EASI) theory. In S. G. Harkins, K. D. Williams, & J. M. Burger (Eds.), The Oxford handbook of social influence. Oxford University Press.

Van Kleef, G. A., & Côté, S. (in press). On the social influence of negative emotional expressions. In W. G. Parrott (Ed.), The positive side of negative emotions. New York: Guilford Press.

Stamkou, E., & Van Kleef, G. A. (2014). Do we give power to the right people? When and how norm violators rise to the top. In J.-W. van Prooijen & P. A. M. van Lange (Eds.), Power, politics, and paranoia: Why people are suspicious about their leaders (pp. 33-52). Cambridge, UK: Cambridge University Press.

Van Kleef, G. A., & Sinaceur, M. (2013). The demise of the "rational" negotiator: Emotional forces in conflict and negotiation. In M. Olekalns & W. L. Adair (Eds.), Handbook of research on negotiation (pp. 103-130). Cheltenham, UK: Edward Elgar.

Galinsky, A. D., Halevy, N., Chou, E., & Van Kleef, G. A. (2012). The far reaching effects of power: At the individual, dyadic, and group levels. In E. Mannix & M. A. Neale (Eds.), Research on managing groups and teams (Vol. 15, pp. 81-113). Amsterdam: Elsevier.

Côté, S., Van Kleef, G. A., & Sy, T. (2013). The social effects of emotion regulation in organizations. In A. A. Grandey, J. M. Diefendorff, & D. E. Rupp (Eds.), Emotional labor in the 21st century: Diverse perspectives on emotion regulation at work (pp. 79-100). New York: Routledge.

Marguc, J., Van Kleef, G. A., & Förster, J. (2010). Obstacles: Their impact on thinking and beyond. In D. A. Contreras (Ed.), Psychology of thinking . New York: Nova Publishers.

Van Kleef, G. A. (2010). Don't worry, be angry? Effects of anger on feelings, thoughts, and actions in conflict andnegotiation. 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.

Van Knippenberg, D., Van Knippenberg, B., Van Kleef, G. A., & Damen, F. (2008). Leadership, affect, and emotions. In N. M. Ashkanasy & C. L. Cooper (Eds.), Research companion to emotion in organizations (pp. 465-475). London: Edward Elgar.

Van Kleef, G. A. (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 (pp. 392-404). London: Edward Elgar.

De Cremer, D., & Van Kleef, G. A., & Wubben, M. J. J. (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 . Greenwich, CT: Information Age.

De Dreu, C. K. W., Beersma, B., Steinel , W., & Van Kleef, G. A. (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.

Barry, B., Fulmer, I.S., & Van Kleef,G.A. (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.

De Dreu, C. K.W., & Van Kleef, G. A. (2003).Power, social categorization, and social motives in negotiation: Implications for management and organizational leadership. In D. van Knippenberg & M. A. Hogg (Eds.), Leadership and power: Identity processes in groups and organizations (pp. 153-168). London: Sage.

Professional Publications (5)

Van Kleef, G. A. (2014). Exploring the social nature of emotion. Emotion Researcher, August 2014.

Van Kleef, G. A. (2013). Emotie is invloed: Over de sociale functies van emoties. De Psycholoog, 48(4), 48-57.

Van Kleef, G. A. (2013). Leve de emotionele leider! De invloed van emoties op teamprestaties. Tijdschrift voor Coaching, 9(1), 76-81.

Van Kleef, G. A. (2012). Kiezer snakt naar beleving. De Psycholoog, 47(9), 31.

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

National Journal Publications (14)

Aaldering, H., Van Kleef, G. A., & De Dreu, C. K. W. (in press). Oorsprong en gevolgen van parochiale en universele coöperatie in intergroepsconflicten. Gedrag & Organisatie.

Aaldering, H., Van Kleef, G. A., Greer, L. L., & De Dreu, C. K. W. (2013). Opofferingsgezindheid in intergroeps conflict: Vooral pro-sociale vertegenwoordigers volgen emotie signalen uit de eigen groep. Jaarboek Sociale Psychologie 2013, 13-16.

Aaldering, H., Greer, L. L., Van Kleef, G. A., & De Dreu, C. K. W. (2012). Tegenstrijdige belangen in vertegenwoordigd onderhandelen: Versterken of verminderen pro-sociale vertegenwoordigers intergroeps conflicten? Jaarboek Sociale Psychologie 2012, 13-16.

Lelieveld, G.-J., Van Dijk, E., Van Beest, I., & Van Kleef, G. A. (2012). De communicatie van teleurstelling in onderhandelingen. Wanneer gecommuniceerde zwakte loont en averechts werkt. Jaarboek Sociale Psychologie 2012, 121-125.

Steinel, W., Van Kleef, G. A., & Homan, A. C. (2012). En wie niet springt... is waarschijnlijk geen perifeer groepslid met een hoge need to belong. Jaarboek Sociale Psychologie 2011, 215-218.

Heerdink, M. W., Van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2012). Conformiteit aan een boze meerderheid: De relatie tussen emoties van een meerderheid, waargenomen acceptatie en conformiteit. Jaarboek Sociale Psychologie 2011, 71-74.

Dijkstra, K., Van der Pligt, J., & Van Kleef, G. A. (2011). Oordeelsvorming en verwerkingsstijl [Judgment and processing style]. Jaarboek Sociale Psychologie, 2010 , 131-138.

Lelieveld, G., Van Dijk, E., Van Beest, I., Steinel, W., & Van Kleef, G. A.(2010). Wanneer teleurstelling beter werkt in onderhandelingen dan boosheid: De interpersoonlijke effecten van boosheid en teleurstelling in onderhandelingen [When disappointment works better in negotiations than anger: The interpersonal effects of anger and disappointment in negotiations]. Jaarboek Sociale Psychologie, 2009 , 13-21.

Marguc, J., Van Kleef, G. A., & Förster, J. (2010). Doel, boom,weg: Hoe past alles bij elkaar? De effecten van fysieke obstakels op conceptuele breedte [Goal, tree, road: How does it all fit together? The effectsof physical obstacles on conceptual breadth]. Jaarboek Sociale Psychologie, 2009 , 245-252.

Lelieveld, G., Van Dijk,E., & Van Kleef, G. A. (2009). "Ik ben niet boos, maar teleurgesteld": De interpersoonlijke effecten van boosheid en teleurstelling in onderhandelingen ["I'm not angry, I'm disappointed: The interpersonal effects of anger and disappointment in negotiations]. Jaarboek Sociale Psychologie, 2008 , 245-252.

Pietroni, D., Van Kleef, G.A., Steinel, W., & Rumiati, R. (2008). Chiudo la porta e m'arrabio! Gli effetti interpersonali delle emozioninelle trattativepubbliche eprivate [I close the door and get angry! The interpersonal effects of emotions in public and private negotiations]. Psicologia Sociale, 3 , 407-422.

Pietroni, D., VanKleef, G. A., Steinel, W.,& Alparone, F. R. (2008).Gli effetti della rabbia nei giochi di coordinamento [The effects of anger in coordination games]. Sistemi Intelligenti, 20 , 57-77.

Nijstad, B. A., Van Kleef, G. A., & De Jonge, J. (2006). Emoties in arbeid en organisaties: Introductie op het thema [Emotions in work and organizations: An introduction to the theme]. Gedrag & Organisatie, 19 , 313-322.

Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A.S. R. (2002). Emoties in onderhandelingen: De interpersoonlijke effecten van boosheid en blijdschap [Emotions in negotiations: The interpersonal effects of anger and happiness]. Jaarboek Sociale Psychologie, 2001, 297-310.

Dissertation (1)

Van Kleef, G. A.(2004). Emotion in social conflict . Ridderkerk, the Netherlands: Ridderprint.

Research

Currently, my main research interests are in the areas of emotion, power, conflict, and (inter)group processes. In all these areas my interest is in fundamental social-psychological influence processes and their implications for prosocial behavior, morality, organizational life, and society at large. Below I describe the basic questions that guide my research, highlight some of the key findings and conclusions emerging from this work, and list some illustrative publications in the respective research programs.

Emotion

My work on emotion focuses on the social effects of emotional expressions. Traditionally, research on emotion has focused primarily on intrapersonal effects. In my own research I study emotions at the interpersonal level of analysis. The central question in this research program is: How do one person's emotional expressions influence other people's feelings, thoughts, and behavior?

I have developed Emotions as Social Information (EASI) theory to enhance understanding of how emotions regulate social life. Social life is ambiguous. People therefore turn to others' emotions to inform their behavior. Emotional expressions shape behavior and regulate social life by eliciting affective reactions in targets (e.g., reciprocal and complementary emotions, sentiments about the expresser) and by triggering inferential processes (e.g., inferences about the source, meaning, and implications of the expresser's emotion). The relative strength of the two processes depends on the target's information processing and on social-contextual factors that shape the perceived appropriateness of the emotional display.

Together with my collaborators, I study the interpersonal effects of emotions in a variety of social and organizational settings, such as persuasion, compliance, conformity, conflict, negotiation, leadership, team performance, personal relationships, and sports. For instance, we demonstrated that expressing anger can help negotiators to get a better deal, provided that the counterpart is sufficiently motivated to consider the implications of the anger (Van Kleef, De Dreu, & Manstead, 2004, JPSP) and provided that the anger is perceived as appropriate in light of the social context (Van Kleef & Côté, 2007, JAP). We also found that expressing disappointment can help to extract concessions whereas expressing guilt invites exploitation (Van Kleef, De Dreu, & Manstead, 2006, JPSP), and we documented several contingencies of the effects of disappointment (Lelieveld, Van Dijk, Van Beest, & Van Kleef, 2013, JPSP).

In another study that is illustrative of this research program my colleagues and I investigated the effects of emotional expressions of leaders on the motivation and performance of followers. We showed that followers who score low on agreeableness perform better with an angry leader than with a happy leader, whereas followers high on agreeableness function poorly when their leader gets angry because the anger undermines the social harmony that they strive for (Van Kleef, Homan, Beersma, & van Knippenberg, 2010, Psych. Science). Recent studies focused on the effects of emotional expressions in groups. We have demonstrated, among other things, that expressions of anger are associated with rejection whereas expressions of happiness are associated with acceptance (Heerdink, Van Kleef, Homan, & Fischer, 2015, JESP). By triggering inferences regarding acceptance versus rejection, expressions of happiness versus anger help regulate conformity and deviance in groups (Heerdink, Van Kleef, Homan, & Fischer, 2013, JPSP).

Illustrative publications

  • Van Kleef, G. A. (2016). The interpersonal dynamics of emotion: Toward an integrative theory of emotions as social information. Cambridge, UK: Cambridge University Press.
  • Heerdink, M. W., Van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2013). On the social influence of emotions in groups: Interpersonal effects of anger and happiness on conformity versus deviance. Journal of Personality and Social Psychology, 105, 262-284.
  • Van Kleef, G. A., Homan, A. C., Beersma, B., & Van Knippenberg, D. (2010). On angry leaders and agreeable followers: How leaders' emotions and followers' personalities shape motivation and team performance. Psychological Science, 21 , 1827-1834.
  • Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (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.
  • Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004). The interpersonal effects of anger and happiness in negotiations. Journal of Personality and Social Psychology, 86 , 57-76.

Power

My research on power addresses three broad questions. The first question is how the experience of power shapes responsiveness to other individuals. Across a variety of social settings, my colleagues and I have demonstrated that power diminishes such responsiveness. For instance, one study revealed that power dampens compassionate and empathic responses to other people's suffering (Van Kleef, Oveis, Van der Löwe, LuoKogan, Goetz, & Keltner, 2008, Psych. Science). The study showed that the powerful are less motivated to make social connections with others. When confronted with another person's distress, an autonomic emotion regulation system (tempering of the heart rate by the nervus vagus) insulates them from the other's distress, thereby dampening emotional responsiveness. Shifting attention to the domain of positive emotion, a recent study revealed that whereas powerless individuals can be inspired by the uplifting experiences of other people, powerful individuals are primarily inspired by their own experiences as opposed to those of others (Van Kleef, Oveis, Homan, Van der Löwe, & Keltner, 2015, SPPS).

The second broad question is how power regulates social interaction in groups. In the reciprocal influence model of social power (Keltner, Van Kleef, Chen, & Kraus, 2008, Adv. in Exp. Soc. Psych. ) we postulate that power serves as a heuristic solution to conflict by prioritizing the goals and needs of those higher in the hierarchy over those lower in the hierarchy. Accordingly, we have shown that hierarchy can be beneficial for group functioning (Greer & Van Kleef, 2010, JAP).

The third broad research question is how people attain power. In this research program, my collaborators and I currently investigate how norm violations shape power perceptions and status conferral. This research revealed that norm violators can gain power in the eyes of others because their behavior signals that they feel free to act as they please despite normative constrains (Van Kleef, Homan, Finkenauer, Gündermir, & Stamkou, 2011, SPPS). We have further demonstrated that prosocial norm violations - those that benefit others - fuel power affordance (Van Kleef, Homan, Finkenauer, Blaker, & Heerdink, in 2012, JESP). A recent series of studies further revealed that high-ranking individuals are less inclined to grant power to norm violators than low-ranking individuals are, because the former are motivated to protect the status quo from which they benefit  (Stamkou, Van Kleef, Homan, & Galinsky, in press, GPIR). 

Illustrative publications

  • Van Kleef, G. A., Oveis, C., Homan, A. C., Van der Löwe, I., & Keltner, D. (2015). Power gets you high: The powerful are more inspired by themselves than by others. Social Psychological and Personality Science, 6, 472-480.
  • Van Kleef, G. A., Homan, A. C., Finkenauer, C., Blaker, N. M., & Heerdink, M. W. (2012). Prosocial norm violations fuel power affordance. Journal of Experimental Social Psychology, 48, 937-942.
  • Greer, L. L., & Van Kleef, G. A. (2010). Equality versus differentiation: The effects of power dispersion on group interaction. Journal of Applied Psychology, 95, 1032-1044.
  • Van Kleef, G. A., Oveis, C., Van der Löwe, I., LuoKogan, A., Goetz, J., & Keltner, D. (2008). Power, distress, and compassion: Turning a blind eye to the suffering of others. Psychological Science, 19 , 1315-1322.
  • Keltner, D., Van Kleef, G. A., Chen, S., & Kraus, M. (2008). A reciprocal influence model of social power: Emerging principles and lines of inquiry. Advances in Experimental Social Psychology, 40 , 151-192.

Conflict and (inter)group processes

My third broad research interest is in conflict and (inter)group processes. Within this research program we address several questions. One question is how a person's standing in the group shapes his or her behavior vis-à-vis outgroups. We found that individuals who occupy a peripheral position in their group behave more in accordance with group norms than those who have a more stable and secure position (Steinel, Van Kleef, van Knippenberg, Hogg, Homan, & Moffitt, 2010, GPIR ). Because intergroup relations are often characterized by competitive norms and expectations, representatives in intergroup conflict who feel insecure in their own group are more likely to adopt a competitive stance towards the outgroup (Van Kleef, Steinel, van Knippenberg, Hogg, & Svensson, 2007, BJSP). We also found that peripheral group members engage in more effortful information processing in intergroup conflict (Van Kleef, Steinel, & Homan, 2013, JAP).

In another line of research we explore the biological basis of intergroup bias. In one study we showed that oxytocin drives parochial altruism in intergroup conflict. Oxytocin makes individuals more trusting and cooperative towards ingroup members, but it also promotes defensive aggression towards outgroup members (De Dreu et al., 2010, Science). In addition, we found that oxytocin promotes ethnocentrism (De Dreu, Greer, Van Kleef, Shalvi, & Handgraaf, 2011, PNAS).

Another project explores the role of gossip in regulating group behavior. We have identified four distinct motivations for gossip: information search and validation, social enjoyment, negative influence, and group protection (Beersma & Van Kleef, 2012, JASP). Our current efforts are aimed at understanding when individuals use gossip as a means to warn their group against norm violators, and how such gossip shapes group members' adherence to group norms (e.g., Beersma & Van Kleef, 2011, SPPS ).

Illustrative publications

  • Van Kleef, G. A., Steinel, W., & Homan, A. C. (2013). On being peripheral and paying attention: Social information processing in intergroup conflict. Journal of Applied Psychology, 98, 63-79.
  • Aaldering, H., Greer, L. L., & Van Kleef, G. A., & De Dreu, C. K. W. (2013). Interest (mis)alignments in representative negotiations: Do pro-social agents fuel or reduce inter-group conflict and cooperation? Organizational Behavior and Human Decision Processes, 120, 240-250 .
  • Beersma, B., & Van Kleef, G. A. (2011). How the grapevine keeps you in line: Gossip increases contributions to the group. Social Psychological and Personality Science, 2 , 642-649.
  • De Dreu, C. K. W., Greer, L. L., Van Kleef, G. A., Shalvi, S., & Handgraaf, M. J. J. (2011). Oxytocin promotes human ethnocentrism. Proceedings of the National Academy of Sciences of the United States of America, 108, 1262-1266.
  • 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.

EASI lab

EASI lab is dedicated to the study of emotion in social interaction, with particular emphasis on the role of emotion in social influence. Social influence is a defining feature of life. Wherever people interact, they influence each other's attitudes, judgments, and behaviors. This is often an emotional enterprise. Consider how easily a conversation about politics can turn into a heated debate...

We know little about the interpersonal effects of emotions in social influence situations. This is striking if we consider how often people (attempt to) engender social influence by expressing emotions. Through our emotional expressions we influence other people in our social environment -- whether deliberately or inadvertently, in politics, propaganda, in close relationships, or at work.

How do emotions shape various forms of social influence, such as persuasion, compliance,and conformity? According to Emotions as Social Information (EASI) theory (Van Kleef, 2009, 2010, 2014, 2016; Van Kleef et al., 2010, 2011, 2012), emotional expressions wield social influence by providing information and/or by eliciting affective reactions in targets. Which process takes precedence depends on the observer's information processing motivation and ability and on social-contextual factors.

EASI lab attempts to enhance scientific understanding of the role of emotion in social influence by systematically investigating the effects of discrete emotional expressions on various forms of social and organizational behavior.

Current members (in chronological order):

Alumni:

Illustrative publications

  • Van Kleef, G. A. (2016). The interpersonal dynamics of emotion: Toward an integrative theory of emotions as social information. Cambridge: Cambridge University Press.
  • Van Kleef, G. A., Homan, A. C., & Cheshin, A. (2012). Emotional influence at work: Take it EASI. Organizational Psychology Review, 2, 311-339.
  • Van Kleef, G. A., Van Doorn, E. A., Heerdink, M. W., & Koning, L. F. (2011). Emotion is for influence. European Review of Social Psychology, 22, 114-163.
  • Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2010). An interpersonal approach to emotion in social decision making: The emotions as social information model. Advances in Experimental Social Psychology, 42, 45-96.
  • Van Kleef, G. A. (2009). How emotions regulate social life: The emotions as social information (EASI) model. Current Directions in Psychological Science, 18, 184-188.

2016

  • Aaldering, H., van Kleef, G. A., & de Dreu, C. K. W. (2016). ). Oorsprong en gevolgen van parochiale en universele coöperatie in intergroepsconflicten. Gedrag en Organisatie, 29(3), 232-250. [details]
  • Cheshin, A., Heerdink, M. W., Kossakowski, J. J., & van Kleef, G. A. (2016). Pitching Emotions: The Interpersonal Effects of Emotions in Baseball. Frontiers in Psychology, 7, [178]. DOI: 10.3389/fpsyg.2016.00178 [details]
  • Dijkstra, K. A., van der Pligt, J., & van Kleef, G. A. (2016). Fit between decision mode and processing style predicts subjective value of chosen alternatives. European Journal of Social Psychology[details]
  • Homan, A. C., van Kleef, G. A., & Sanchez-Burks, J. (2016). Team members' emotional displays as indicators of team functioning. Cognition & Emotion, 30(1), 134-149. DOI: 10.1080/02699931.2015.1039494 [details]
  • Stamkou, E., van Kleef, G. A., Fischer, A. H., & Kret, M. E. (2016). Are the powerful really blind to the feelings of others? How hierarchical concerns shape attention to emotions. Personality and Social Psychology Bulletin, 42, 755-768. DOI: 10.1177/0146167216636632 [details]
  • Stamkou, E., van Kleef, G. A., Fischer, A. H., & Kret, M. E. (2016). The social dynamics of breaking the rules: antecedents and consequences of norm-violating behavior. Personality and Social Psychology Bulletin, 42, 755-768. DOI: 10.1177/0146167216636632 [details]
  • Stamkou, E., van Kleef, G. A., Homan, A. C., & Galinsky, A. D. (2016). How norm violations shape social hierarchies: Those who stand on top block norm violators from rising up. Group Processes & Intergroup Relations, 19, 608-629. DOI: 10.1177/1368430216641305 [details]
  • Stamkou, E., van Kleef, G. A., Homan, A. C., & Galinsky, A. D. (2016). Those who stand on top block norm violators from rising up. Group Processes & Intergroup Relations, 19, 608-629. DOI: 10.1177/1368430216641305 [details]
  • van Kleef, G. A., & Fischer, A. H. (2016). Emotional collectives: How groups shape emotions and emotions shape groups. Cognition & Emotion, 30, 3-19. DOI: 10.1080/02699931.2015.1081349 [details]
  • van Kleef, G. A., Cheshin, A., Fischer, A. H., & Schneider, I. K. (2016). Editorial: The social nature of emotions. Frontiers in Psychology, 7(896), 1-5. [details]
  • van Knippenberg, D., & van Kleef, G. A. (2016). Leadership and affect: Moving the hearts and minds of followers. Academy of Management Annals, 10, 799-840. DOI: 10.1080/19416520.2016.1160515 [details]
  • Gabriel, A. S., Cheshin, A., Moran, C. M., & van Kleef, G. A. (2016). Enhancing emotional performance and customer service through human resources practices: A systems perspective. Human Resource Management Review, 26, 14-24. DOI: 10.1016/j.hrmr.2015.09.003 [details]

2015

  • Heerdink, M. W., van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2015). Emotional expressions as social signals of rejection and acceptance: evidence from the Affect Misattribution Paradigm. Journal of Experimental Social Psychology, 56, 60-68. DOI: 10.1016/j.jesp.2014.09.004 [details]
  • Heerdink, M. W., van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2015). Emotional reactions to deviance in groups: the relation between number of angry reactions, felt rejection, and conformity. Frontiers in Psychology, 6, [830]. DOI: 10.3389/fpsyg.2015.00830 [details] [PDF]
  • Koning, L. F., & van Kleef, G. A. (2015). How leaders' emotional displays shape followers' organizational citizenship behavior. The Leadership Quarterly, 26, 489-501. DOI: 10.1016/j.leaqua.2015.03.001 [details]
  • Marguc, J., van Kleef, G. A., & Förster, J. (2015). Welcome interferences: dealing with obstacles promotes creative thought in goal pursuit. Creativity and Innovation Management, 24(2), 207-216. DOI: 10.1111/caim.12071 [details]
  • Saygı, Ö., Greer, L. L., van Kleef, G. A., & de Dreu, C. K. W. (2015). Bounded benefits of representative cooperativeness in intergroup negotiations. Group Decision and Negotiation, 24(6), 993-1014. DOI: 10.1007/s10726-014-9426-2 [details] [PDF]
  • van Doorn, E. A., van Kleef, G. A., & van der Pligt, J. (2015). Deriving meaning from others' emotions: Attribution, appraisal, and the use of emotions as social information. Frontiers in Psychology, 6, [1077]. DOI: 10.3389/fpsyg.2015.01077 [details] [PDF]
  • van Doorn, E. A., van Kleef, G. A., & van der Pligt, J. (2015). How emotional expressions shape prosocial behavior: Interpersonal effects of anger and disappointment on compliance with requests. Motivation and Emotion, 39, 128-141. DOI: 10.1007/s11031-014-9421-6 [details]
  • van Kleef, G. A., Oveis, C., Homan, A. C., van der Löwe, I., & Keltner, D. (2015). Power gets you high: the powerful are more inspired by themselves than by others. Social Psychological and Personality Science, 6(4), 472-480. DOI: 10.1177/1948550614566857 [details]
  • van Kleef, G. A., Wanders, F., Stamkou, E., & Homan, A. C. (2015). The social dynamics of breaking the rules: antecedents and consequences of norm-violating behavior. Current Opinion in Psychology, 6, 25-31. DOI: 10.1016/j.copsyc.2015.03.013 [details]
  • van Kleef, G. A., van den Berg, H., & Heerdink, M. W. (2015). The persuasive power of emotions: Effects of emotional expressions on attitude formation and change. Journal of Applied Psychology, 100(4), 1124-1142. DOI: 10.1037/apl0000003 [details]
  • Netzer, L., van Kleef, G. A., & Tamir, M. (2015). Interpersonal instrumental emotion regulation. Journal of Experimental Social Psychology, 58, 124-135. DOI: 10.1016/j.jesp.2015.01.006 [details]

2014

  • Dijkstra, K. A., van der Pligt, J., & van Kleef, G. A. (2014). Effects of processing style on responsiveness to affective stimuli and processing fluency. Cognition & Emotion, 28(6), 959-970. DOI: 10.1080/02699931.2013.865597 [details]
  • Saygı, Ö., Greer, L. L., van Kleef, G. A., & de Dreu, C. K. W. (2014). Competitive representative negotiations worsen intergroup relations. Group Processes & Intergroup Relations, 17(2), 143-160. DOI: 10.1177/1368430213507321 [details]
  • Van Doorn, E. A., van Kleef, G. A., & van der Pligt, J. (2014). How instructors' emotional expressions shape students' learning performance: The roles of anger, happiness, and regulatory focus. Journal of Experimental Psychology. General, 143(3), 980-984. DOI: 10.1037/a0035226 [details]
  • van Kleef, G. A. (2014). Understanding the positive and negative effects of emotional expressions in organizations: EASI does it. Human Relations, 67(9), 1145-1164. DOI: 10.1177/0018726713510329 [details]
  • van Kleef, G. A., & Coté, S. (2014). On the social influence of negative emotional expressions. In W. G. Parrott (Ed.), The positive side of negative emotions. (pp. 126-145). New York: Guilford Press. [details]

2013

  • Aaldering, H., Greer, L. L., van Kleef, G. A., & de Dreu, C. K. W. (2013). Interest (mis)alignments in representative negotiations: Do pro-social agents fuel or reduce inter-group conflict? Organizational Behavior and Human Decision Processes, 120(2), 240-250. DOI: 10.1016/j.obhdp.2012.06.001 [details]
  • Aaldering, H., van Kleef, G. A., Greer, L. L., & de Dreu, C. K. W. (2013). Opofferingsgezindheid in intergroepsconflict: Vooral pro-sociale vertegenwoordigers volgen emotie signalen uit de eigen groep. Jaarboek Sociale Psychologie, 2013[details]
  • Beersma, B., Homan, A. C., van Kleef, G. A., & de Dreu, C. K. W. (2013). Outcome interdependence shapes the effects of prevention focus on team processes and performance. Organizational Behavior and Human Decision Processes, 121(2), 194-203. DOI: 10.1016/j.obhdp.2013.02.003 [details]
  • Dijkstra, K. A., van der Pligt, J., & van Kleef, G. A. (2013). Deliberation versus intuition: decomposing the role of expertise in judgment and decision making. Journal of Behavioral Decision Making, 26(3), 285-294. DOI: 10.1002/bdm.1759 [details]
  • Heerdink, M. W., van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2013). On the social influence of emotions in groups: Interpersonal effects of anger and happiness on conformity versus deviance. Journal of Personality and Social Psychology, 105(2), 262-284. DOI: 10.1037/a0033362 [details]
  • van Kleef, G. A., & Sinaceur, M. (2013). The demise of the 'rational' negotiator: emotional forces in conflict and negotiation. In M. Olekalns, & W. L. Adair (Eds.), Handbook of research on negotiation. (pp. 103-130). (Elgar original reference). Cheltenham: Edward Elgar. DOI: 10.4337/9781781005903.00013 [details]
  • van Kleef, G. A., Steinel, W., & Homan, A. C. (2013). On being peripheral and paying attention: prototypicality and information processing in intergroup conflict. Journal of Applied Psychology, 98(1), 63-79. DOI: 10.1037/a0030988 [details]
  • Côté, S., Hideg, I., & van Kleef, G. A. (2013). The consequences of faking anger in negotiations. Journal of Experimental Social Psychology, 49(3), 453-463. DOI: 10.1016/j.jesp.2012.12.015 [details]
  • Côté, S., van Kleef, G. A., & Sy, T. (2013). The social effects of emotion regulation in organizations. In A. A. Grandey, J. M. Diefendorff, & D. E. Rupp (Eds.), Emotional labor in the 21st century: diverse perspectives on emotion regulation at work. (pp. 79-100). (Series in organization and management; No. 48). New York [etc.]: Routledge. [details]
  • Lelieveld, G-J., van Dijk, E., Güroglu, B., van Beest, I., van Kleef, G. A., Rombouts, S. A. R. B., & Crone, E. A. (2013). Behavioral and neural reactions to emotions of others in the distribution of resources. Social Neuroscience, 8(1), 52-62. DOI: 10.1080/17470919.2012.735621 [details]
  • Lelieveld, G-J., van Dijk, E., van Beest, I., & van Kleef, G. A. (2013). Does communicating disappointment in negotiations help or hurt? Solving an apparent inconsistency in the social-functional approach to emotions. Journal of Personality and Social Psychology, 105(4), 605-620. DOI: 10.1037/a0033345 [details]
  • Sinaceur, M., Adam, H., van Kleef, G. A., & Galinsky, A. D. (2013). The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation. Journal of Experimental Social Psychology, 49(3), 498-508. DOI: 10.1016/j.jesp.2013.01.007 [details]
  • Visser, V. A., van Knippenberg, D., van Kleef, G. A., & Wisse, B. (2013). How leader displays of happiness and sadness influence follower performance: Emotional contagion and creative versus analytical performance. The Leadership Quarterly, 24(1), 172-188. DOI: 10.1016/j.leaqua.2012.09.003 [details]

2012

  • Aaldering, H., Greer, L. L., Van Kleef, G. A., & De Dreu, C. K. W. (2012). Tegenstrijdige belangen in vertegenwoordigd onderhandelen: Versterken of verminderen pro-sociale vertegenwoordigers intergroeps conflicten. Jaarboek Sociale Psychologie, 2012, 13-16. [details]
  • Beersma, B., & Van Kleef, G. A. (2012). Why people gossip: An empirical analysis of social motives, antecedents, and consequences. Journal of Applied Social Psychology, 42(11), 2640-2670. DOI: 10.1111/j.1559-1816.2012.00956.x [details]
  • De Dreu, C. K. W., Greer, L. L., Handgraaf, M. J. J., Shalvi, S., & Van Kleef, G. A. (2012). Oxytocin modulates selection of allies in intergroup conflict. Proceedings of the Royal Society B-Biological Sciences, 279(1731), 1150-1154. DOI: 10.1098/rspb.2011.1444 [details]
  • Dijkstra, K. A., van der Pligt, J., van Kleef, G. A., & Kerstholt, J. H. (2012). Deliberation versus intuition: global versus local processing in judgment and choice. Journal of Experimental Social Psychology, 48(5), 1156-1161. DOI: 10.1016/j.jesp.2012.05.001 [details]
  • Hawk, S. T., Fischer, A. H., & Van Kleef, G. A. (2012). Face the noise: Embodied responses to nonverbal vocalizations of discrete emotions. Journal of Personality and Social Psychology, 102(4), 796-814. DOI: 10.1037/a0026234 [details]
  • Marguc, J., Van Kleef, G. A., & Förster, J. (2012). Stepping back while staying engaged: When facing an obstacle increases psychological distance. Social Psychological and Personality Science, 3(3), 379-386. DOI: 10.1177/1948550611423842 [details]
  • Van Doorn, E. A., Heerdink, M. W., & Van Kleef, G. A. (2012). Emotion and the construal of social situations: Inferences of cooperation versus competition from expressions of anger, happiness, and disappointment. Cognition & Emotion, 26(3), 442-461. DOI: 10.1080/02699931.2011.648174 [details]
  • Van Kleef, G. A., Homan, A. C., & Cheshin, A. (2012). Emotional Influence at work: Take it EASI. Organizational Psychology Review, 2(4), 311-339. DOI: 10.1177/2041386612454911 [details] [PDF]
  • Wang, L., Northcraft, G. B., & Van Kleef, G. A. (2012). Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation. Organizational Behavior and Human Decision Processes, 119(1), 54-63. DOI: 10.1016/j.obhdp.2012.05.002 [details]
  • Wiersema, D. V., van der Schalk, J., & van Kleef, G. A. (2012). Who's afraid of red, yellow and blue? Need for cognitive closure predicts aesthetic preferences. Psychology of Aesthetics, Creativity, and the Arts, 6(2), 168-174. DOI: 10.1037/a0025878 [details]
  • de Dreu, C. K. W., Shalvi, S., Greer, L. L., van Kleef, G. A., & Handgraaf, M. J. J. (2012). Oxytocin motivates non-cooperation in intergroup conflict to protect vulnerable in-group members. PLoS One, 7(11), [e46751]. DOI: 10.1371/journal.pone.0046751 [details] [PDF]
  • van Kleef, G. A., Homan, A. C., Finkenauer, C., Blaker, N. M., & Heerdink, M. W. (2012). Prosocial norm violations fuel power affordance. Journal of Experimental Social Psychology, 48(4), 937-942. DOI: 10.1016/j.jesp.2012.02.022 [details] [PDF]
  • Galinsky, A. D., Chou, E. Y., Halevy, N., & Van Kleef, G. A. (2012). The far-reaching effects of power: at the individual, dyadic, and group levels. In M. A. Neale, & E. A. Mannix (Eds.), Looking back, moving forward: a review of group and team-based research. (pp. 81-113). (Research on managing groups and teams; No. 15). Bradford: Emerald Group. DOI: 10.1108/S1534-0856(2012)0000015007 [details]
  • Harinck, F., & Van Kleef, G. A. (2012). Be hard on the interests and soft on the values: Conflict issue moderates the effects of anger in negotiations. British Journal of Social Psychology, 51(4), 741-752. DOI: 10.1111/j.2044-8309.2011.02089.x [details]
  • Lelieveld, G-J., Van Dijk, E., Van Beest, I., & Van Kleef, G. A. (2012). Why anger and disappointment affect other's bargaining behavior differently: the moderating role of power and the mediating role of reciprocal and complementary emotions. Personality and Social Psychology Bulletin, 38(9), 1209-1221. DOI: 10.1177/0146167212446938 [details]
  • Lelieveld, G-J., van Dijk, E., van Beest, I., & Van Kleef, G. A. (2012). De communicatie van teleurstelling in onderhandelingen: Wanneer gecommuniceerde zwakte loont en averechts werkt. Jaarboek Sociale Psychologie, 2012, 121-126. [details]

2011

  • Beersma, B., & van Kleef, G. A. (2011). How the grapevine keeps you in line: gossip increases contributions to the group. Social Psychological and Personality Science, 2(6), 642-649. DOI: 10.1177/1948550611405073 [details]
  • Hawk, S. T., Fischer, A. H., & van Kleef, G. A. (2011). Taking your place or matching your face: two paths to empathic embarrassment. Emotion, 11(3), 502-513. DOI: 10.1037/a0022762 [details]
  • Heerdink, M. W., van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2011). Conformiteit aan een boze meerderheid: De relatie tussen emoties van een meerderheid, waargenomen acceptatie en conformiteit. Jaarboek Sociale Psychologie, 2011, 71-74. [details]
  • Marguc, J., Förster, J., & van Kleef, G. A. (2011). Stepping back to see the big picture: when obstacles elicit global processing. Journal of Personality and Social Psychology, 101(5), 883-901. DOI: 10.1037/a0025013 [details]
  • de Dreu, C. K. W., Greer, L. L., van Kleef, G. A., Shalvi, S., & Handgraaf, M. J. J. (2011). Oxytocin promotes human ethnocentrism. Proceedings of the National Academy of Sciences of the United States of America, 108(4), 1262-1266. DOI: 10.1073/pnas.1015316108 [details]
  • de Dreu, C. K. W., Greer, L. L., van Kleef, G. A., Shalvi, S., & Handgraaf, M. J. J. (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(13), E46. DOI: 10.1073/pnas.1102269108 [details]
  • van Kleef, G. A., Homan, A. C., Finkenauer, C., Gündemir, S., & Stamkou, E. (2011). Breaking the rules to rise to power: how norm violators gain power in the eyes of others. Social Psychological and Personality Science, 2(5), 500-507. DOI: 10.1177/1948550611398416 [details]
  • van Kleef, G. A., van Doorn, E. A., Heerdink, M. W., & Koning, L. F. (2011). Emotion is for influence. European Review of Social Psychology, 22(1), 114-163. DOI: 10.1080/10463283.2011.627192 [details]
  • Côté, S., DeCelles, K. A., McCarthy, J. M., van Kleef, G. A., & Hideg, I. (2011). The Jekyll and Hyde of emotional intelligence: emotion-regulation knowledge facilitates both prosocial and interpersonally deviant behavior. Psychological Science, 22(8), 1073-1080. DOI: 10.1177/0956797611416251 [details]
  • Lelieveld, G-J., van Dijk, E., van Beest, I., Steinel, W., & van Kleef, G. A. (2011). Disappointed in you, angry about your offer: distinct negative emotions induce concessions via different mechanisms. Journal of Experimental Social Psychology, 47(3), 635-641. DOI: 10.1016/j.jesp.2010.12.015 [details]
  • Sinaceur, M., van Kleef, G. A., Neale, M. A., Adam, H., & Haag, C. (2011). Hot or cold: is communicating anger or threats more effective in negotiation? Journal of Applied Psychology, 96(5), 1018-1032. DOI: 10.1037/a0023896 [details]
  • Steinel, W., Van Kleef, G. A., & Homan, A. C. (2011). "En wie niet springt..." ...is waarschijnlijk geen perifeer groepslid met een hoge need to belong. Jaarboek Sociale Psychologie, 2011, 215-218. [details]

2010

  • Fischer, A. H., & van Kleef, G. A. (2010). Where have all the people gone? A plea for including social interaction in emotion research. Emotion Review, 2(3), 208-211. DOI: 10.1177/1754073910361980 [details]
  • Greer, L. L., & van Kleef, G. A. (2010). Equality versus differentiation: the effects of power dispersion on group interaction. Journal of Applied Psychology, 95(6), 1032-1044. DOI: 10.1037/a0020373 [details]
  • de Dreu, C. K. W., Greer, L. L., Handgraaf, M. J. J., Shalvi, S., van Kleef, G. A., Baas, M., ... Feith, S. W. W. (2010). The neuropeptide oxytocin regulates parochial altruism in intergroup conflict among humans. Science, 328(5984), 1408-1411. DOI: 10.1126/science.1189047 [details]
  • van Kleef, G. A. (2010). The emerging view of emotion as social information. Social and Personality Psychology Compass, 4(5), 331-343. DOI: 10.1111/j.1751-9004.2010.00262.x [details] [PDF]
  • van Kleef, G. A., Anastasopoulou, C., & Nijstad, B. A. (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. DOI: 10.1016/j.jesp.2010.05.015 [details]
  • van Kleef, G. A., & de Dreu, C. K. W. (2010). Longer-term consequences of anger expression in negotiation: retaliation or spill-over? Journal of Experimental Social Psychology, 46(5), 753-760. DOI: 10.1016/j.jesp.2010.03.013 [details]
  • van Kleef, G. A., Homan, A. C., Beersma, B., & van Knippenberg, D. (2010). On angry leaders and agreeable followers: How leader emotion and follower personality shape motivation and team performance. Psychological Science, 21(12), 1827-1834. DOI: 10.1177/0956797610387438 [details] [PDF]
  • van Kleef, G. A., de Dreu, C. K. W., & Manstead, A. S. R. (2010). An interpersonal approach to emotion in social decision making: the emotions as social information model. Advances in Experimental Social Psychology, 42, 45-96. DOI: 10.1016/S0065-2601(10)42002-X [details] [PDF]
  • 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(2), 355-365. DOI: 10.1002/ejsp.633 [details / files]
  • Steinel, W., van Kleef, G. A., van Knippenberg, D., Hogg, M. A., Homan, A. C., & Moffit, G. (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. DOI: 10.1177/1368430210375702 [details]

2009

  • Hawk, S. T., van Kleef, G. A., Fischer, A. H., & van der Schalk, J. (2009). Worth a thousand words: absolute and relative decodability of nonlinguistic affect vocalizations. Emotion, 9(3), 293-305. DOI: 10.1037/a0015178 [details]
  • Pietroni, D., van Kleef, G. A., Rubaltelli, E., & Rumiati, R. (2009). When happiness pays in negotiation: the interpersonal effects of 'exit option' directed emotions. Mind & Society, 8(1), 77-92. DOI: 10.1007/s11299-008-0047-9 [details]
  • van Kleef, G. A. (2009). How emotions regulate social life: the emotions as social information (EASI) model. Current Directions in Psychological Science, 18(3), 184-188. DOI: 10.1111/j.1467-8721.2009.01633.x [details]
  • van Kleef, G. A., Homan, A. C., Beersma, B., van Knippenberg, D., van Knippenberg, B., & Damen, F. (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. [details]
  • de Cremer, D., & van Kleef, G. A. (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. DOI: 10.1016/j.joep.2009.05.008 [details]

2008

  • Homan, A. C., Hollenbeck, J. R., Humphrey, S. E., van Knippenberg, D., Ilgen, D. R., & van Kleef, G. A. (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. [details] [PDF]
  • Pietroni, D., van Kleef, G. A., & de Dreu, C. K. W. (2008). Response modes in negotiation. Group Decision and Negotiation, 17, 31-49. DOI: 10.1007/s10726-007-9089-3 [details] [PDF]
  • Pietroni, D., van Kleef, G. A., de Dreu, C. K. W., & Pagliaro, S. (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. DOI: 10.1016/j.jesp.2008.06.007 [details] [PDF]
  • Steinel, W., van Kleef, G. A., & Harinck, F. (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. DOI: 10.1016/j.jesp.2006.12.002 [details] [PDF]
  • van Beest, I., van Kleef, G. A., & van Dijk, E. (2008). Get angry, get out: The interpersonal effects of anger communication in multiparty negotiation. Journal of Experimental Social Psychology, 44, 993-1002. DOI: 10.1016/j.jesp.2008.02.008 [details]
  • van Kleef, G. A., & van Lange, P. A. M. (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. DOI: 10.1177/0146167208318402 [details] [PDF]
  • van Kleef, G. A., Oveis, C., van der Löwe, I., LuoKogan, A., Goetz, J., & Keltner, D. (2008). Power, distress, and compassion: Turning a blind eye to the suffering of others. Psychological Science, 19(12), 1315-1322. DOI: 10.1111/j.1467-9280.2008.02241.x [details]
  • van Kleef, G. A., van Dijk, E., Steinel, W., Harinck, F., & van Beest, I. (2008). Anger in social conflict: Cross-situational comparisons and suggestions for the future. Group Decision and Negotiation, 17, 13-30. DOI: 10.1007/s10726-007-9092-8 [details] [PDF]
  • Keltner, D., van Kleef, G. A., Chen, S., & Kraus, M. (2008). A reciprocal influence model of social power: Emerging principles and lines of inquiry. Advances in Experimental Social Psychology, 40, 151-192. DOI: 10.1016/S0065-2601(07)00003-2 [details] [PDF]
  • van Dijk, E., van Kleef, G. A., Steinel, W., & van Beest, I. (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. DOI: 10.1037/0022-3514.94.4.600 [details] [PDF]

2007

  • Homan, A. C., van Knippenberg, D., van Kleef, G. A., & de Dreu, C. K. W. (2007). Bridging faultlines by valuing diversity: Diversity beliefs, information elaboration, and performance in diverse work groups. Journal of Applied Psychology, 92, 1189-1199. DOI: 10.1037/0021-9010.92.5.1189 [details]
  • 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. DOI: 10.1037/1089-2699.11.2.79 [details]
  • Zebel, S., Pennekamp, S. F., van Zomeren, M., Doosje, B., van Kleef, G. A., Vliek, M. L. W., & van der Schalk, J. (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. DOI: 10.1177/1368430207071342 [details]
  • van Kleef, G. A., & Côté, S. (2007). Expressing anger in conflict: When it helps and when it hurts. Journal of Applied Psychology, 92, 1557-1569. DOI: 10.1037/0021-9010.92.6.1557 [details]
  • van Kleef, G. A., Steinel, W., van Knippenberg, D., Hogg, M., & Svensson, A. (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. DOI: 10.1348/014466605X89353 [details]

2006

  • Nijstad, B. A., van Kleef, G. A., & de Jonge, J. (2006). Emoties in arbeid en organisaties: Introductie op het thema. Gedrag en Organisatie, 19, 313-322. [details]
  • van Kleef, G. A., de Dreu, C. K. W., & Manstead, A. S. R. (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. DOI: 10.1037/0022-3514.91.1.124 [details]
  • 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. DOI: 10.1002/ejsp.320 [details]

2004

  • de Dreu, C. K. W., & van Kleef, G. A. (2004). The influence of power on information search, impression formation, and demands in negotiation. Journal of Experimental Social Psychology, 40(3), 303-319. DOI: 10.1016/j.jesp.2003.07.004 [details]
  • de Dreu, C. K. W., & van Kleef, G. A. (2004). The influence of power on the information search, impression formation, and demands in negotiation. Journal of Experimental Social Psychology, 40(3), 303-319. DOI: 10.1016/j.jesp.2003.07.004 [details]
  • van Kleef, G. A., de Dreu, C. K. W., & Manstead, A. S. R. (2004). The interpersonal effects of anger and happiness in negotiations. Journal of Personality and Social Psychology, 86(1), 57-76. DOI: 10.1037/0022-3514.86.1.57 [details]
  • van Kleef, G. A., de Dreu, C. K. W., & Manstead, A. S. R. (2004). The interpersonal effects of emotions in negotiations: A motivated information processing approach. Journal of Personality and Social Psychology, 87(4), 510-528. DOI: 10.1037/0022-3514.87.4.510 [details]

2002

  • van Kleef, G. A., & de Dreu, C. K. W. (2002). Social value orientation and impression formation: a test of two competing hypotheses about information search in negotiation. The International Journal of Conflict Management, 13(1), 59-77. DOI: 10.1108/eb022867 [details]

2014

  • Stamkou, E., & van Kleef, G. (2014). Do we give power to the right people? When and how norm violators rise to the top. In J. W. van Prooijen, & P. A. M. van Lange (Eds.), Power, politics, and paranoia: why people are suspicious of their leaders. (pp. 33-52). Cambridge: Cambridge University Press. DOI: 10.1017/CBO9781139565417.005 [details]

2013

  • Homan, A. C., & van Kleef, G. A. (2013). Obtaining power by breaking the rules is not for everyone: the importance of group membership. In 2013 Annual Meeting of the Academy of Management. Orlando, FL. [details]

2010

  • Marguc, J., van Kleef, G. A., & Förster, J. (2010). Obstacles: their impact on thinking and beyond thinking. In D. A. Contreras (Ed.), Psychology of thinking. (pp. 97-120). New York: Nova Publishers. [details]
  • van Kleef, G. A. (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. DOI: 10.1007/978-0-387-89676-2_31 [details]
  • Dijkstra, K., van der Pligt, J., & van Kleef, G. (2010). Oordeelsvorming en verwerkingsstijl. Jaarboek Sociale Psychologie, 2010, 131-138. [details]

2008

  • van Kleef, G. A. (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. (pp. 392-404). (New horizons in management). Cheltenham: Edward Elgar. [details] [PDF]
  • van Knippenberg, D., van Knippenberg, B., van Kleef, G. A., & Damen, F. (2008). Leadership, affect, and emotions. In N. M. Ashkanasy, & C. L. Cooper (Eds.), Research companion to emotion in organizations. (pp. 465-475). (New horizons in management). Cheltenham: Edward Elgar. [details]

2007

  • de Dreu, C. K. W., Beersma, B., Steinel, W., & van Kleef, G. A. (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. [details]
  • de Cremer, D., van Kleef, G. A., & Wubben, M. J. J. (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. [details]

2004

  • de Dreu, C. K. W., & van Kleef, G. A. (2004). The influence of power on the information search, impression formation, and demands in negotiation. Journal of Experimental Social Psychology, 40(3), 303-319. DOI: 10.1016/j.jesp.2003.07.004 [details]
  • de Dreu, C. K. W., & van Kleef, G. A. (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. [details]
  • van Kleef, G. A., & de Dreu, C. K. W. (2004). The interpersonal effects of anger and happines in negotiations. Journal of Personality and Social Psychology, 86(1), 57-76. DOI: 10.1037/0022-3514.86.1.57 [details]
  • van Kleef, G. A., & de Dreu, C. K. W. (2004). The interpersonal effects of emotions in negotiations: a motivated information processing approach. Journal of Personality and Social Psychology, 87(4), 510-528. DOI: 10.1037/0022-3514.87.4.510 [details]
  • Barry, B., Fulmer, I. S., & van Kleef, G. A. (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. [details]

2014

  • van Kleef, G. A. (Author). (2014). Exploring the social nature of emotion. Emotion Researcher. [details]

2013

  • van Kleef, G. (2013). Emotie is invloed: over de sociale functies van emoties. De Psycholoog, 48(4), 48-57. [details]
  • van Kleef, G. (2013). Leve de emotionele leider! De invloed van emoties op teamprestaties. Tijdschrift voor coaching, 2013(1), 77-81. [details]

2008

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

2013

  • Beersma, B., & van Kleef, G. A. (2013). Gossip for better or for worse: How both proself and prosocial motives can drive gossip behavior.[details]

2012

  • van Kleef, G. A. (2012). Emotie is invloed. (Oratiereeks). Amsterdam: Vossiuspers UvA. [details] [PDF]

2004

  • van Kleef, G. A. (2004). Emotion in social conflict : the interpersonal effects of emotions in negotiations [details / files]
This list of publications is extracted from the UvA-Current Research Information System. Questions? Ask the library or the Pure staff of your faculty / institute. Log in to Pure to edit your publications.
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