Effect of emotion recognition ability on negotiation success when deception is used during fyjyf

Negotiations are faced among all areas of organization especially due to matrix organizations are widely used recently. Therefore, negotiation skills become among the key parameters in order to achieve success in work life. In order to maximize gain during negotiations deception is widely employed in consistence with opportunism. These deception behaviors which may include, lying, bluffing, concealing information and acting angry, may affect negotiation outcomes. Leakage Theory of Dr. Paul Ekman states that people with high cognitive emotional intelligence can understand emotions from facial expressions. During deception, deceptive side will try to hide felt emotions from the other side, show angry/happy impression or conceal fear of detection. From this perspective it is hypothesized that negotiators high in emotion recognition ability can detect deceptions and use it to leverage his position during negotiations. Hypotheses is tested within a simulated dyadic negation case. One nonvalue item is added to the scenario for each side and deception is detected with the usage of these items to gain advantage. Afterwards emotion recognition ability of the attendees is measured with a computer test. Results show that emotion recognition ability (ERA) is an important indicator of negotiation success. ERA is also reducing the effect of deception on negotiation outcome.