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Journal of Nonverbal Behavior

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01.12.2007 | Original Paper

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

verfasst von: Hillary Anger Elfenbein, Maw Der Foo, Judith White, Hwee Hoon Tan, Voon Chuan Aik

Erschienen in: Journal of Nonverbal Behavior | Ausgabe 4/2007

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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.

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We thank an anonymous reviewer for this point.

The authors gratefully acknowledge Abigail Marsh’s contribution to this discussion.

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Titel: Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation
verfasst von: Hillary Anger Elfenbein
Maw Der Foo
Judith White
Hwee Hoon Tan
Voon Chuan Aik
Publikationsdatum: 01.12.2007
Verlag: Springer US
Erschienen in: Journal of Nonverbal Behavior / Ausgabe 4/2007
Print ISSN: 0191-5886
Elektronische ISSN: 1573-3653
DOI: https://doi.org/10.1007/s10919-007-0033-7