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

• Main Authors: ELFERBEIN, Hillary Anger, FOO, Maw Der, WHITE, Judith, TAN, Hwee Hoon, AIK, Voon Chuan
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2010
• Subjects: Emotion recognition; Accuracy; Decoding; Negotiation; Workplace; Performance; Emotional intelligence; Industrial and Organizational Psychology; Organizational Behavior and Theory
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/2515; https://ink.library.smu.edu.sg/context/lkcsb_research/article/3514/viewcontent/Reading_Counterpart_pv.pdf
• Institution: Singapore Management University

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.