The commonsense notion that personal characteristics influence how effectively we negotiate has presented researchers with a mystery: Throughout the decades, scholars have concluded there are few reliable findings to support it. This paper reviews existing research as well as new research in...

We examine the social perception of emotional intelligence (EI) through the use of observer ratings. Individuals frequently judge others’ emotional abilities in real-world settings, yet we know little about the properties of such ratings. This paper examines the social perception of EI and...

Emotion has become one of the most popular - and popularized - areas within organizational scholarship. This chapter attempts to review and bring together within a single framework the wide and often disjointed literature on emotion in organizations. The integrated framework includes processes...

The rapidly growing body of research on the effect of emotional expressions in negotiation has been the subject of several narrative reviews. Through meta-analysis, we combine relevant findings, compare and integrate moderators, and examine the mediating mechanisms quantitatively. The analysis...

The authors address the long-standing mystery of stable individual differences in negotiation performance, for which intuition and conventional wisdom have clashed with inconsistent empirical findings. The present study used the Social Relations Model to examine individual differences directly...

Using Kenny's (1994) Social Relations Model, a block-round robin design provided the first reported evidence for dyadic effects in nonverbal communication. That is, some dyads were systematically more or less accurate than the individual-level skill of perceivers and expressors would predict....

This study presents data on training to improve the accuracy of judging facial expressions of emotion, a core component of emotional intelligence. Feedback following judgments of angry, fearful, sad, and surprised states indicated the correct answers as well as difficulty level of stimuli....

Four studies support the development and validation of a framework for understanding the range of social psychological outcomes valued subjectively as consequences of negotiations. Study 1 inductively elicited and coded elements of subjective value among students, community members, and...

The authors address the decades-old mystery of the association between individual differences in the display and perception of nonverbal cues of affect. Prior theories predicted positive, negative, and zero correlations in performance - given empirical results ranging from r=-.80 to r= .64. A...

We integrate two complementary streams of research on "fit" that document the positive impacts of similarity and the negative effects of dissimilarity. Fit with the organization's culture typically focuses on similarity in values while relational demography examines similarity or dissimilarity...