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

Elfenbein, Hillary Anger; Foo, Maw‐Der; White, Judith B.; Tan, Hwee Hoon; Aik, Voon Chuan

doi:10.1007/s10919-007-0033-7

Cited by 270 publications

(167 citation statements)

References 49 publications

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“…In terms of implications for vocational practices, training emotional skill is becoming more and more important in business and in work organizations (Elfenbein, Foo, White, Tan, & Aik, 2007). Previous research on training has identified a number of individual factors which promote training success, such as general mental ability, conscientiousness (Schmidt & Hunter, 1998), low anxiety, internal locus of control, and self-efficacy (Colquitt, LePine, & Noe, 2000).…”

Section: Practical Implicationsmentioning

confidence: 99%

Political skill and emotional cue learning via voices: a training study

Momm

Blickle

Liu

2013

J Applied Social Pyschol

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The ability to discern emotional expressive cues represents an important interpersonal emotional skill at the workplace. In a training study with 123 employee–peer dyads, we examined whether political skill enhances the learning of emotional expressive cues via voices. Controlling for the effects of extraversion and self‐monitoring, it was found that political skill was significantly related to the accurate recognition of emotions via voices after a training session. As predicted, other‐reported political skill was found to be a stronger predictor of such learning than self‐reported political skill. In addition, social astuteness and networking ability were the most predictive of emotional cue learning among the different dimensions of political skill. Implications and limitations are discussed.

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Section: Practical Implicationsmentioning

confidence: 99%

Political skill and emotional cue learning via voices: a training study

Momm

Blickle

Liu

2013

J Applied Social Pyschol

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“…Past research has presented evidence for the performance-enhancing effect of both overall EI and specific EI abilities (e.g., Cô té & Miners, 2006;Elfenbein, Foo, White, Tan, & Aik, 2007;Lam & Kirby, 2002;Law et al, 2004). For example, Cô té and Miners (2006) showed that EI, as measured by MSCEIT (Mayer et al, 2002), predicts task performance after controlling both for personality traits and general mental ability (GMA).…”

Section: Relationship To Job Performance Ratingsmentioning

confidence: 99%

Construct and Criterion‐Related Validation of a Measure of Emotional Reasoning Skills: A two‐study investigation

Blickle

Momm

Kramer

et al. 2009

Int J Selection Assessment

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In a two-study investigation, the construct and criterion-related validities of the Test of Emotional Intelligence, an ability-based measure of emotional reasoning skills, were examined. In Study 1, as hypothesized, emotional reasoning skills were related to emotion recognition ability (i.e., as measured by Diagnostic Analysis of Nonverbal Accuracy), emotional empathy, and three measures of successful social functioning (i.e., social astuteness, interpersonal influence, and apparent sincerity) assessed by peers, after controlling for personality and occupational environment characteristics. In Study 2, results from a predictive validation study demonstrated that Emotional Intelligence explained additional variance in overall job performance ratings beyond general mental ability and personality traits. Contributions and implications of this research investigation, limitations, and directions for future research are discussed.

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“…To Elfenbein, Foo, White, Tan and Aik (2007), negotiating skills are also crucial to entrepreneurial success. Entrepreneurs must negotiate with their suppliers, vendors, distributors and employees.…”

Section: Discussionmentioning

confidence: 99%

The role of trait emotional intelligence in predicting networking behavior

Torres-Coronas

Vidal-Blasco

2017

RBGN

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Purpose -The purpose of this paper is to obtain evidence of the relation between entrepreneur proactive networking behavior and trait emotional intelligence to support transition towards entrepreneurial careers.Design/methodology/approach -The Trait Emotional Intelligence Questionnaire-Short form (TEIQue-SF), developed by Petrides (2001Petrides ( , 2009, was used to test hypotheses on the factors that define a proactive use of a professional network and their relationship with the individual level of trait emotional intelligence and its four components (wellbeing, self-control, emotionality and sociability). A questionnaire was sent to local entrepreneurs to verify whether trait emotional intelligence acts as a predictor of proactive networking behavior.Findings -Final findings partially confirm the research hypothesis, with some components of EI (well-being and sociability factors) showing a significant positive correlation with proactive networking behavior. This indicates that entrepreneurs' ability to regulate emotions influences their networking behavior helping them to succeed in their business relationships.Originality/value -The present study provides a clear direction for further research by focusing on how trait emotional intelligence affects social networking behavior amongst entrepreneurs, thus demonstrating the utility of using trait EI to evaluate high potential entrepreneurs.

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

Cited by 270 publications

References 49 publications

Political skill and emotional cue learning via voices: a training study

Political skill and emotional cue learning via voices: a training study

Construct and Criterion‐Related Validation of a Measure of Emotional Reasoning Skills: A two‐study investigation

The role of trait emotional intelligence in predicting networking behavior

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