Please use this identifier to cite or link to this item:
https://doi.org/10.1007/s10919-007-0033-7
DC Field | Value | |
---|---|---|
dc.title | Reading your counterpart: The benefit of emotion recognition accuracy for effectiveness in negotiation | |
dc.contributor.author | Elfenbein, H.A. | |
dc.contributor.author | Foo, M.D. | |
dc.contributor.author | White, J. | |
dc.contributor.author | Tan, H.H. | |
dc.contributor.author | Aik, V.C. | |
dc.date.accessioned | 2013-10-09T09:15:05Z | |
dc.date.available | 2013-10-09T09:15:05Z | |
dc.date.issued | 2007 | |
dc.identifier.citation | 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 | |
dc.identifier.issn | 01915886 | |
dc.identifier.uri | http://scholarbank.nus.edu.sg/handle/10635/44590 | |
dc.description.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. | |
dc.description.uri | http://libproxy1.nus.edu.sg/login?url=http://dx.doi.org/10.1007/s10919-007-0033-7 | |
dc.source | Scopus | |
dc.subject | Accuracy | |
dc.subject | Decoding | |
dc.subject | Emotion recognition | |
dc.subject | Emotional intelligence | |
dc.subject | Negotiation | |
dc.subject | Performance | |
dc.subject | Workplace | |
dc.type | Article | |
dc.contributor.department | MANAGEMENT AND ORGANISATION | |
dc.description.doi | 10.1007/s10919-007-0033-7 | |
dc.description.sourcetitle | Journal of Nonverbal Behavior | |
dc.description.volume | 31 | |
dc.description.issue | 4 | |
dc.description.page | 205-223 | |
dc.identifier.isiut | 000250342900001 | |
Appears in Collections: | Staff Publications |
Show simple item record
Files in This Item:
There are no files associated with this item.
Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.