Please use this identifier to cite or link to this item:
|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|
Show full item record
Files in This Item:
There are no files associated with this item.
checked on Oct 24, 2020
WEB OF SCIENCETM
checked on Oct 16, 2020
checked on Oct 25, 2020
Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.