Journal of Nonverbal Behavior

, Volume 31, Issue 4, pp 205–223

Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation

  • Hillary Anger Elfenbein
  • Maw Der Foo
  • Judith White
  • Hwee Hoon Tan
  • Voon Chuan Aik
Original Paper

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.

Keywords

Emotion recognition Accuracy Decoding Negotiation Workplace Performance Emotional intelligence 

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Copyright information

© Springer Science+Business Media, LLC 2007

Authors and Affiliations

  • Hillary Anger Elfenbein
    • 1
  • Maw Der Foo
    • 2
    • 3
  • Judith White
    • 4
  • Hwee Hoon Tan
    • 3
  • Voon Chuan Aik
    • 3
  1. 1.Organizational Behavior and Industrial Relations, Haas School of BusinessUniversity of CaliforniaBerkeleyUSA
  2. 2.University of Colorado at BoulderBoulderUSA
  3. 3.National University of SingaporeSingaporeRepublic of Singapore
  4. 4.Dartmouth College HanoverUSA

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