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

Author

Hillary Anger ELFERBEIN, University of California, Berkeley
Maw Der FOO, National University of Singapore
Judith WHITE, Dartmouth College
Hwee Hoon TAN, Singapore Management UniversityFollow
Voon Chuan AIK, National University of Singapore

Publication Type

Journal Article

Version

publishedVersion

Publication Date

12-2010

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

Discipline

Industrial and Organizational Psychology | Organizational Behavior and Theory

Research Areas

Organisational Behaviour and Human Resources

Publication

Journal of Nonverbal Behavior

Volume

31

Issue

4

First Page

205

Last Page

224

ISSN

0191-5886

Identifier

10.1007/s10919-007-0033-7

Publisher

Springer

Citation

ELFERBEIN, Hillary Anger; FOO, Maw Der; WHITE, Judith; TAN, Hwee Hoon; and AIK, Voon Chuan. Reading Your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation. (2010). Journal of Nonverbal Behavior. 31, (4), 205-224.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/2515

Copyright Owner and License

Publisher

Creative Commons License

This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.

Additional URL

https://doi.org/10.1007/s10919-007-0033-7