Please use this identifier to cite or link to this item: https://doi.org/10.1007/s10919-007-0033-7
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dc.titleReading your counterpart: The benefit of emotion recognition accuracy for effectiveness in negotiation
dc.contributor.authorElfenbein, H.A.
dc.contributor.authorFoo, M.D.
dc.contributor.authorWhite, J.
dc.contributor.authorTan, H.H.
dc.contributor.authorAik, V.C.
dc.date.accessioned2013-10-09T09:15:05Z
dc.date.available2013-10-09T09:15:05Z
dc.date.issued2007
dc.identifier.citationElfenbein, 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.issn01915886
dc.identifier.urihttp://scholarbank.nus.edu.sg/handle/10635/44590
dc.description.abstractUsing 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.urihttp://libproxy1.nus.edu.sg/login?url=http://dx.doi.org/10.1007/s10919-007-0033-7
dc.sourceScopus
dc.subjectAccuracy
dc.subjectDecoding
dc.subjectEmotion recognition
dc.subjectEmotional intelligence
dc.subjectNegotiation
dc.subjectPerformance
dc.subjectWorkplace
dc.typeArticle
dc.contributor.departmentMANAGEMENT AND ORGANISATION
dc.description.doi10.1007/s10919-007-0033-7
dc.description.sourcetitleJournal of Nonverbal Behavior
dc.description.volume31
dc.description.issue4
dc.description.page205-223
dc.identifier.isiut000250342900001
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