Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation
Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation
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DOI：
10.2139/ssrn.926577
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发表时间：
2006-08
影响因子：
2.1
通讯作者：
Hillary Anger Elfenbein;M. Foo;Judith B. White;H. Tan;V. C. Aik
中科院分区：
文献类型：
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作者：
Hillary Anger Elfenbein;M. Foo;Judith B. White;H. Tan;V. C. Aik
通过元分析，我们发现情绪识别准确率(ERA)与目标导向绩效之间存在一致的正相关。然而，现有的研究主要依赖于对绩效的主观感知。本研究在买方和卖方混合动机的谈判过程中，测试了电子逆向拍卖对客观绩效的影响。对姿势面部表情的更高认知度预示着，扮演卖家角色的新加坡参与者将获得更好的客观结果，无论是在创造价值方面，还是在为自己争取更大份额方面。本研究不同于以往关于个体差异对谈判结果影响的研究，因为它使用的是基于表现的测试，而不是自我报告的测量。这些结果进一步证明了情绪识别测量对实际结果的预测有效性。
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.