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

Hillary Anger Elfenbein
Washington University in St. Louis, Olin School of Business

Maw-Der Foo
University of Colorado at Boulder

Judith B. White
Tuck School of Business at Dartmouth

Hwee Hoon Tan
National University of Singapore

Voon-Chuan Aik
National University of Singapore (NUS)

August 25, 2006

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.

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

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