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|Title:||Reading your counterpart: The benefit of emotion recognition accuracy for effectiveness in negotiation||Authors:||Elfenbein, H.A.
|Issue Date:||2007||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||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|
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