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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
Emotion recognition
Emotional intelligence
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.
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
ISSN: 01915886
DOI: 10.1007/s10919-007-0033-7
Appears in Collections:Staff Publications

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