The authors address the longstanding mystery of individual differences in negotiation performance. Using Kenny's (1994) Social Relations Model to examine the role of individual consistency in this dyadic process, analyses showed 52% of the variance in performance resulted from individual...

Negotiations are inherently dyadic. Negotiators' individual-level characteristics may not only make them perform better or worse in general, but also may make them particularly well- or poorly-suited to negotiate with a particular counterpart. The present research estimates the extent to which...

The authors address the longstanding mystery of individual differences in negotiation performance. Using Kenny’s (1994) Social Relations Model to examine the role of individual consistency in this dyadic process, analyses showed 52% of the variance in performance resulted from individual...

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...

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...

We examine the social perception of emotional intelligence (EI) through the use of observer ratings. Individuals often 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 tests...

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 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...