Please use this identifier to cite or link to this item: https://doi.org/10.1007/s10919-007-0033-7
Title: Reading your counterpart: The benefit of emotion recognition accuracy for effectiveness in negotiation
Authors: Elfenbein, H.A.
Foo, M.D. 
White, J.
Tan, H.H. 
Aik, V.C.
Keywords: Accuracy
Decoding
Emotion recognition
Emotional intelligence
Negotiation
Performance
Workplace
Issue Date: 2007
Source: Elfenbein, H.A., Foo, M.D., White, J., Tan, H.H., Aik, V.C. (2007). Reading your counterpart: The benefit of emotion recognition accuracy for effectiveness in negotiation. Journal of Nonverbal Behavior 31 (4) : 205-223. ScholarBank@NUS Repository. https://doi.org/10.1007/s10919-007-0033-7
Abstract: Using meta-analysis, we find a consistent positive correlation between emotion recognition accuracy (ERA) and goal-oriented performance. However, this existing research relies primarily on subjective perceptions of performance. The current study tested the impact of ERA on objective performance in a mixed-motive buyer-seller negotiation exercise. Greater recognition of posed facial expressions predicted better objective outcomes for participants from Singapore playing the role of seller, both in terms of creating value and claiming a greater share for themselves. The present study is distinct from past research on the effects of individual differences on negotiation outcomes in that it uses a performance-based test rather than self-reported measure. These results add to evidence for the predictive validity of emotion recognition measures on practical outcomes. © 2007 Springer Science+Business Media, LLC.
Source Title: Journal of Nonverbal Behavior
URI: http://scholarbank.nus.edu.sg/handle/10635/44590
ISSN: 01915886
DOI: 10.1007/s10919-007-0033-7
Appears in Collections:Staff Publications

Show full item record
Files in This Item:
There are no files associated with this item.

SCOPUSTM   
Citations

95
checked on Dec 7, 2017

WEB OF SCIENCETM
Citations

90
checked on Nov 22, 2017

Page view(s)

93
checked on Dec 10, 2017

Google ScholarTM

Check

Altmetric


Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.