Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation |
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| Authors: | Hillary Anger Elfenbein Maw Der Foo Judith White Hwee Hoon Tan Voon Chuan Aik |
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| Institution: | (1) Organizational Behavior and Industrial Relations, Haas School of Business, University of California, Berkeley, CA 94720-1900, USA;(2) University of Colorado at Boulder, Boulder, CO, USA;(3) National University of Singapore, Singapore, Republic of Singapore;(4) Dartmouth College, Hanover, NH, USA |
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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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| Keywords: | Emotion recognition Accuracy Decoding Negotiation Workplace Performance Emotional intelligence |
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