Reading Your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation
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.
Emotion recognition, Accuracy, Decoding, Negotiation, Workplace, Performance, Emotional intelligence
Industrial and Organizational Psychology | Organizational Behavior and Theory
Organisational Behaviour and Human Resources
Journal of Nonverbal Behavior
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. Research Collection Lee Kong Chian School Of Business.
Available at: http://ink.library.smu.edu.sg/lkcsb_research/2515