Hillary Anger Elfenbein
Biographic Data
| ID | 101385 |
|---|---|
| NAME | Hillary Anger Elfenbein |
| GIVEN NAMES | Hillary Anger |
| FAMILY NAME | Elfenbein |
| SIGNATURE | ELFENBEIN H A |
| AFFILIATIONS | Washington University in St. Louis |
| ORCID | 0000-0002-3973-1447 |
| VERIFIED | Yes |
| TOTAL WORKS | 31 |
| TOTAL CITATIONS | 195 |
| AUTHOR COUNT | 31 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 2002 |
| LATEST PUBLICATION YEAR | 2025 |
| H-INDEX | 7 |
From Preparation to Performance: Conscientiousness Predicts Negotiation Planning and Value Claiming
Individual difference researchers observe that conscientiousness predicts job but not negotiation performance. This may reflect a genuine absence of this trait's impact on negotiation. But this could also be due to methodological choices in studies to date. Most studies relied on small sample sizes and highly structured negotiation problems that limit opportunities for preparation. This paper takes a novel approach to examining conscientiousness …
Foreign language effect in negotiations: Negotiation language and framing effect on contract terms and subjective outcomes
Purpose This study aims to test negotiation outcomes when bilinguals negotiate in a foreign rather than their native language. Decision research on the foreign language effect indicates that bilingual individuals may be less susceptible to framing bias when using a foreign language because they make less emotional and biased choices. With increasing international business activity, there is a pressing need to examine the effect of language on bil…
Who succeeds in a leadership course? Achievement is predicted by ability-tested but not self-reported emotional intelligence
We examine Emotional Intelligence (EI) as a predictor of academic performance in business school leadership coursework. Leadership requires competent interaction with subordinates on an interpersonal level. This requires interpersonal skills, such as engaging in difficult conversations. We argue that performance in a course that develops these skills is facilitated by EI. We report data from two studies (Study 1 N = 609; Study 2 N = 529) in which…
Negotiator Consistency, Counterpart Consistency, and Reciprocity in Behavior Across Partners: A Round-Robin Study
This research takes a new perspective on the long-standing mystery of personality in negotiation, which has seen decades of null and inconsistent findings. Grounded in interactionist theories defining personality as consistency in behaviors when placed multiple times in the same situation, the investigation examines consistency in individuals’ behavioral profiles across negotiation partners. Such consistency supports efforts to identify enduring …
What Do We Hear in the Voice? An Open-Ended Judgment Study of Emotional Speech Prosody
The current study investigated what can be understood from another person’s tone of voice. Participants from five English-speaking nations (Australia, India, Kenya, Singapore, and the United States) listened to vocal expressions of nine positive and nine negative affective states recorded by actors from their own nation. In response, they wrote open-ended judgments of what they believed the actor was trying to express. Responses cut across the ch…
The (mostly) robust influence of initial trustworthiness beliefs on subsequent behaviors and perceptions
Do initial trustworthiness beliefs only have a short-term, temporary effect on one’s behavior and perceptions? Or might these initial beliefs have a lasting, robust effect that persists over time and in subsequent interactions? Trust development theories do not provide a consistent answer. Some research predicts the initial trustworthiness belief will be fleeting, whereas other research suggests it will have a more lasting role. We reconcile thes…
Cross-Cultural Emotion Recognition and In-Group Advantage in Vocal Expression: A Meta-Analysis
Most research on cross-cultural emotion recognition has focused on facial expressions. To integrate the body of evidence on vocal expression, we present a meta-analysis of 37 cross-cultural studies of emotion recognition from speech prosody and nonlinguistic vocalizations, including expressers from 26 cultural groups and perceivers from 44 different cultures. Results showed that a wide variety of positive and negative emotions could be recognized…
Shared Environment Effects on Children’s Emotion Recognition
Empathy is relevant to many psychiatric conditions. Empathy involves the natural ability to perceive and be sensitive to the emotional states of others. Thus, emotion recognition (ER) abilities are key to understanding empathy. Despite the importance of ER to normal and abnormal social interactions, little is known about how it develops throughout childhood. We examined genetic and environmental influences on children's ER via facial and vocal cu…
The primacy of categories in the recognition of 12 emotions in speech prosody across two cultures
Mapping 24 emotions conveyed by brief human vocalization
Emotional vocalizations are central to human social life. Recent studies have documented that people recognize at least 13 emotions in brief vocalizations. This capacity emerges early in development, is preserved in some form across cultures, and informs how people respond emotionally to music. What is poorly understood is how emotion recognition from vocalization is structured within what we call a semantic space, the study of which addresses qu…
We Know Who Likes Us, but Not Who Competes Against Us: Dyadic Meta-Accuracy Among Work Colleagues
Research on dyadic meta-accuracy suggests that people can accurately judge how their acquaintances feel toward them. However, existing studies have focused exclusively on positive feelings, such as liking. We present the first research on dyadic meta-accuracy for competition, a common dynamic among work colleagues. Data from the sales staff at a car dealership and students working on project teams suggest that the prevailing model of dyadic meta-…
Validating emotional attention regulation as a component of emotional intelligence: A Stroop approach to individual differences in tuning in to and out of nonverbal cues
Emotional intelligence (EI) has captivated researchers and the public alike, but it has been challenging to establish its components as objective abilities. Self-report scales lack divergent validity from personality traits, and few ability tests have objectively correct answers. We adapt the Stroop task to introduce a new facet of EI called emotional attention regulation (EAR), which involves focusing emotion-related attention for the sake of in…
The expression and recognition of emotions in the voice across five nations: A lens model analysis based on acoustic features
This study extends previous work on emotion communication across cultures with a large-scale investigation of the physical expression cues in vocal tone. In doing so, it provides the first direct test of a key proposition of dialect theory, namely that greater accuracy of detecting emotions from one's own cultural group-known as in-group advantage-results from a match between culturally specific schemas in emotional expression style and culturall…
Emotion, Perception and Expression of
The social perception of emotional abilities: Expanding what we know about observer ratings of emotional intelligence
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 article examines the social perception of EI and expands the evidence to evaluate its reliability and cross-judge agreement, as well as its convergent, divergent, and predictive validity. Three studies use …
Evidence for cultural dialects in vocal emotion expression: Acoustic classification within and across five nations
The possibility of cultural differences in the fundamental acoustic patterns used to express emotion through the voice is an unanswered question central to the larger debate about the universality versus cultural specificity of emotion. This study used emotionally inflected standard-content speech segments expressing 11 emotions produced by 100 professional actors from 5 English-speaking cultures. Machine learning simulations were employed to cla…
Emotion Appraisal Dimensions can be Inferred From Vocal Expressions
Vocal expressions are thought to convey information about speakers' emotional states but may also reflect the antecedent cognitive appraisal processes that produced the emotions. We investigated the perception of emotion-eliciting situations on the basis of vocal expressions. Professional actors vocally portrayed different emotions by enacting emotion-eliciting situations. Judges then rated these expressions with respect to the emotion-eliciting …
Distinct emotional abilities converge: Evidence from emotional understanding and emotion recognition through the voice
The Psychology of Rivalry: A Relationally Dependent Analysis of Competition
We investigate the psychological phenomenon of rivalry and propose that competition is inherently relational, thus extending the literatures on competition between individuals, groups, and firms. Specifically, we argue that competitors' relationships, determined by their proximity, attributes, and prior competitive interactions, influence the subjective intensity of rivalry between them, which in turn affects their competitive behavior. Initial t…
Individual differences in the accuracy of expressing and perceiving nonverbal cues: New data on an old question
The relationship between displaying and perceiving nonverbal cues of affect: A meta-analysis to solve an old mystery
The authors address the decades-old mystery of the association between individual differences in the expression 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 meta-analysis of 40 effects showed a positive correlation for nonverbal behaviors elicited as intentional communication displays but zero for spontaneo…
Are some negotiators better than others? Individual differences in bargaining outcomes
Emotion in Organizations: A Review and Theoretical Integration
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 detailed by previous theorists who have defined emotion as a sequence that unfolds chronologically. The emotion process begins with a focal individual who is e…
Toward a dialect theory: Cultural differences in the expression and recognition of posed facial expressions
Two studies provided direct support for a recently proposed dialect theory of communicating emotion, positing that expressive displays show cultural variations similar to linguistic dialects, thereby decreasing accurate recognition by out-group members. In Study 1, 60 participants from Quebec and Gabon posed facial expressions. Dialects, in the form of activating different muscles for the same expressions, emerged most clearly for serenity, shame…
Separated by a Common Language: Nonverbal Accents and Cultural Stereotypes About Americans and Australians
The expression of nonverbal cues may differ systematically across cultures. Common cues used in distinct ways cross-culturally may be termed nonverbal accents. The data in this study indicate that nonverbal accents can help perceivers to distinguish the nationality of expressers. In Study 1, American participants could determine the nationality of Australian and American adults with above-chance accuracy when viewing their emotional expressions b…
On the universality and cultural specificity of emotion recognition: A meta-analysis
When familiarity breeds accuracy: Cultural exposure and facial emotion recognition
Two studies provide evidence for the role of cultural familiarity in recognizing facial expressions of emotion. For Chinese located in China and the United States, Chinese Americans, and non-Asian Americans, accuracy and speed in judging Chinese and American emotions was greater with greater participant exposure to the group posing the expressions. Likewise, Tibetans residing in China and Africans residing in the United States were faster and mor…
What do people value when they negotiate? Mapping the domain of subjective value in negotiation
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 practitioners, revealing 20 categories that theorists in Study 2 sorted into 4 underlying subconstructs: Feelings About the Instrumental Outcome, Feelings About t…
Is there an in-group advantage in emotion recognition
H. A. Elfenbein and N. Ambady (2002) examined the evidence for an in-group advantage in emotion recognition, whereby recognition is generally more accurate for perceivers from the same cultural group as emotional expressors. D. Matsumoto's (2002) comment centered on 3 asserted methodological requirements. This response addresses the lack of consensus conceming these "requirements" and demonstrates that none alter the presence of the in-group adva…
Mapping 24 emotions conveyed by brief human vocalization
Emotional vocalizations are central to human social life. Recent studies have documented that people recognize at least 13 emotions in brief vocalizations. This capacity emerges early in development, is preserved in some form across cultures, and informs how people respond emotionally to music. What is poorly understood is how emotion recognition from vocalization is structured within what we call a semantic space, the study of which addresses qu…
The primacy of categories in the recognition of 12 emotions in speech prosody across two cultures
The expression and recognition of emotions in the voice across five nations: A lens model analysis based on acoustic features
This study extends previous work on emotion communication across cultures with a large-scale investigation of the physical expression cues in vocal tone. In doing so, it provides the first direct test of a key proposition of dialect theory, namely that greater accuracy of detecting emotions from one's own cultural group-known as in-group advantage-results from a match between culturally specific schemas in emotional expression style and culturall…
Are some negotiators better than others? Individual differences in bargaining outcomes
Cultural Similarity's Consequences: A Distance Perspective on Cross-Cultural Differences in Emotion Recognition
Previous research found null results examining predicted relationships between emotion recognition accuracy and Hofstede's cultural dimensions. Prior theory was "static," linking cultural profiles with absolute levels of emotion recognition accuracy. By contrast, a "distance" theory links cultural differences with the discrepancy in recognition accuracy achieved by members of the group posing versus the group recognizing the expressions, known as…
The (mostly) robust influence of initial trustworthiness beliefs on subsequent behaviors and perceptions
Do initial trustworthiness beliefs only have a short-term, temporary effect on one’s behavior and perceptions? Or might these initial beliefs have a lasting, robust effect that persists over time and in subsequent interactions? Trust development theories do not provide a consistent answer. Some research predicts the initial trustworthiness belief will be fleeting, whereas other research suggests it will have a more lasting role. We reconcile thes…
The relationship between displaying and perceiving nonverbal cues of affect: A meta-analysis to solve an old mystery
The authors address the decades-old mystery of the association between individual differences in the expression 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 meta-analysis of 40 effects showed a positive correlation for nonverbal behaviors elicited as intentional communication displays but zero for spontaneo…
Individual differences in the accuracy of expressing and perceiving nonverbal cues: New data on an old question
Cross-cultural patterns in emotion recognition: Highlighting design and analytical techniques
This article highlights a range of design and analytical tools for studying the cross-cultural communication of emotion using forced-choice experimental designs. American, Indian, and Japanese participants judged facial expressions from all 3 cultures. A factorial experimental design is used, balanced n x n across cultures, to separate "absolute" cultural differences from "relational" effects characterizing the relationship between the emotion ex…
On the universality and cultural specificity of emotion recognition: A meta-analysis
Is there an in-group advantage in emotion recognition
H. A. Elfenbein and N. Ambady (2002) examined the evidence for an in-group advantage in emotion recognition, whereby recognition is generally more accurate for perceivers from the same cultural group as emotional expressors. D. Matsumoto's (2002) comment centered on 3 asserted methodological requirements. This response addresses the lack of consensus conceming these "requirements" and demonstrates that none alter the presence of the in-group adva…
When familiarity breeds accuracy: Cultural exposure and facial emotion recognition
Two studies provide evidence for the role of cultural familiarity in recognizing facial expressions of emotion. For Chinese located in China and the United States, Chinese Americans, and non-Asian Americans, accuracy and speed in judging Chinese and American emotions was greater with greater participant exposure to the group posing the expressions. Likewise, Tibetans residing in China and Africans residing in the United States were faster and mor…
Cultural Similarity's Consequences: A Distance Perspective on Cross-Cultural Differences in Emotion Recognition
Previous research found null results examining predicted relationships between emotion recognition accuracy and Hofstede's cultural dimensions. Prior theory was "static," linking cultural profiles with absolute levels of emotion recognition accuracy. By contrast, a "distance" theory links cultural differences with the discrepancy in recognition accuracy achieved by members of the group posing versus the group recognizing the expressions, known as…
What do people value when they negotiate? Mapping the domain of subjective value in negotiation
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 practitioners, revealing 20 categories that theorists in Study 2 sorted into 4 underlying subconstructs: Feelings About the Instrumental Outcome, Feelings About t…
Emotion in Organizations: A Review and Theoretical Integration
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 detailed by previous theorists who have defined emotion as a sequence that unfolds chronologically. The emotion process begins with a focal individual who is e…
Toward a dialect theory: Cultural differences in the expression and recognition of posed facial expressions
Two studies provided direct support for a recently proposed dialect theory of communicating emotion, positing that expressive displays show cultural variations similar to linguistic dialects, thereby decreasing accurate recognition by out-group members. In Study 1, 60 participants from Quebec and Gabon posed facial expressions. Dialects, in the form of activating different muscles for the same expressions, emerged most clearly for serenity, shame…
Separated by a Common Language: Nonverbal Accents and Cultural Stereotypes About Americans and Australians
The expression of nonverbal cues may differ systematically across cultures. Common cues used in distinct ways cross-culturally may be termed nonverbal accents. The data in this study indicate that nonverbal accents can help perceivers to distinguish the nationality of expressers. In Study 1, American participants could determine the nationality of Australian and American adults with above-chance accuracy when viewing their emotional expressions b…
Are some negotiators better than others? Individual differences in bargaining outcomes
The Psychology of Rivalry: A Relationally Dependent Analysis of Competition
We investigate the psychological phenomenon of rivalry and propose that competition is inherently relational, thus extending the literatures on competition between individuals, groups, and firms. Specifically, we argue that competitors' relationships, determined by their proximity, attributes, and prior competitive interactions, influence the subjective intensity of rivalry between them, which in turn affects their competitive behavior. Initial t…
Individual differences in the accuracy of expressing and perceiving nonverbal cues: New data on an old question
The relationship between displaying and perceiving nonverbal cues of affect: A meta-analysis to solve an old mystery
The authors address the decades-old mystery of the association between individual differences in the expression 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 meta-analysis of 40 effects showed a positive correlation for nonverbal behaviors elicited as intentional communication displays but zero for spontaneo…
Emotion Appraisal Dimensions can be Inferred From Vocal Expressions
Vocal expressions are thought to convey information about speakers' emotional states but may also reflect the antecedent cognitive appraisal processes that produced the emotions. We investigated the perception of emotion-eliciting situations on the basis of vocal expressions. Professional actors vocally portrayed different emotions by enacting emotion-eliciting situations. Judges then rated these expressions with respect to the emotion-eliciting …
Distinct emotional abilities converge: Evidence from emotional understanding and emotion recognition through the voice
Evidence for cultural dialects in vocal emotion expression: Acoustic classification within and across five nations
The possibility of cultural differences in the fundamental acoustic patterns used to express emotion through the voice is an unanswered question central to the larger debate about the universality versus cultural specificity of emotion. This study used emotionally inflected standard-content speech segments expressing 11 emotions produced by 100 professional actors from 5 English-speaking cultures. Machine learning simulations were employed to cla…
Emotion, Perception and Expression of
The social perception of emotional abilities: Expanding what we know about observer ratings of emotional intelligence
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 article examines the social perception of EI and expands the evidence to evaluate its reliability and cross-judge agreement, as well as its convergent, divergent, and predictive validity. Three studies use …
Validating emotional attention regulation as a component of emotional intelligence: A Stroop approach to individual differences in tuning in to and out of nonverbal cues
Emotional intelligence (EI) has captivated researchers and the public alike, but it has been challenging to establish its components as objective abilities. Self-report scales lack divergent validity from personality traits, and few ability tests have objectively correct answers. We adapt the Stroop task to introduce a new facet of EI called emotional attention regulation (EAR), which involves focusing emotion-related attention for the sake of in…
The expression and recognition of emotions in the voice across five nations: A lens model analysis based on acoustic features
This study extends previous work on emotion communication across cultures with a large-scale investigation of the physical expression cues in vocal tone. In doing so, it provides the first direct test of a key proposition of dialect theory, namely that greater accuracy of detecting emotions from one's own cultural group-known as in-group advantage-results from a match between culturally specific schemas in emotional expression style and culturall…
We Know Who Likes Us, but Not Who Competes Against Us: Dyadic Meta-Accuracy Among Work Colleagues
Research on dyadic meta-accuracy suggests that people can accurately judge how their acquaintances feel toward them. However, existing studies have focused exclusively on positive feelings, such as liking. We present the first research on dyadic meta-accuracy for competition, a common dynamic among work colleagues. Data from the sales staff at a car dealership and students working on project teams suggest that the prevailing model of dyadic meta-…
Mapping 24 emotions conveyed by brief human vocalization
Emotional vocalizations are central to human social life. Recent studies have documented that people recognize at least 13 emotions in brief vocalizations. This capacity emerges early in development, is preserved in some form across cultures, and informs how people respond emotionally to music. What is poorly understood is how emotion recognition from vocalization is structured within what we call a semantic space, the study of which addresses qu…
Shared Environment Effects on Children’s Emotion Recognition
Empathy is relevant to many psychiatric conditions. Empathy involves the natural ability to perceive and be sensitive to the emotional states of others. Thus, emotion recognition (ER) abilities are key to understanding empathy. Despite the importance of ER to normal and abnormal social interactions, little is known about how it develops throughout childhood. We examined genetic and environmental influences on children's ER via facial and vocal cu…
The primacy of categories in the recognition of 12 emotions in speech prosody across two cultures
Cross-Cultural Emotion Recognition and In-Group Advantage in Vocal Expression: A Meta-Analysis
Most research on cross-cultural emotion recognition has focused on facial expressions. To integrate the body of evidence on vocal expression, we present a meta-analysis of 37 cross-cultural studies of emotion recognition from speech prosody and nonlinguistic vocalizations, including expressers from 26 cultural groups and perceivers from 44 different cultures. Results showed that a wide variety of positive and negative emotions could be recognized…
Psychology (31 works) · Social Psychology (27 works) · Cognitive psychology (20 works) · Social Psychology (13 works) · Emotions and Moral Behavior (12 works) · Developmental psychology (10 works) · Communication (9 works) · Social and Intergroup Psychology (9 works) · Cultural Differences and Values (8 works) · Perception (8 works)