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Social and Behavioral Sciences Commons™
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Full-Text Articles in Social and Behavioral Sciences
Reading Your Counterpart: The Benefit Of Emotion Recognition Accuracy For Effectiveness In Negotiation, Hillary Anger Elferbein, Maw Der Foo, Judith White, Hwee Hoon Tan, Voon Chuan Aik
Reading Your Counterpart: The Benefit Of Emotion Recognition Accuracy For Effectiveness In Negotiation, Hillary Anger Elferbein, Maw Der Foo, Judith White, Hwee Hoon Tan, Voon Chuan Aik
Research Collection Lee Kong Chian School Of Business
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 …
The Effects Of Ethnic Diversity, Perceived Similarity, And Trust On Collaborative Behavior And Performance, Jessica Wildman
The Effects Of Ethnic Diversity, Perceived Similarity, And Trust On Collaborative Behavior And Performance, Jessica Wildman
Electronic Theses and Dissertations
Recent issues such as global economic crises, terrorism, and conservation efforts are making international collaboration a critical topic. While cultural diversity often brings with it new perspectives and innovative solutions, diversity in collaborative settings can also lead to misunderstandings and interaction problems. Therefore, there is a pressing need to understand the processes and influences of intercultural collaboration and how to manage the collaborative process to result in the most effective outcomes possible. In order to address this need, the current study examines the effect of ethnic diversity, perceived deep-level similarity, trust, and distrust on collaborative behavior and performance in decision-making …
Performance Differences In Diverse Contexts: The Role Of Personality, Daniel Karl Cashmore
Performance Differences In Diverse Contexts: The Role Of Personality, Daniel Karl Cashmore
Theses Digitization Project
This study seeks to explain performance differences in demographically diverse settings by examing introverted and extraverted individuals and using the Inverted-U-Theory developed by Hans J. Eysenck.