Hillary Anger Elfenbein

Washington University in St. Louis, Olin School of Business

Associate Professor

One Brookings Drive

Campus Box 1133

St. Louis, MO 63130-4899

United States

  • Washington University in St. Louis, Olin School of Business

SCHOLARLY PAPERS

32

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165

Scholarly Papers (32)

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1.

Does it Pay to Be Good...And Does it Matter? A Meta-Analysis of the Relationship between Corporate Social and Financial Performance

Number of pages: 68 Posted: 21 Jun 2011
Joshua D. Margolis, Hillary Anger Elfenbein and James P. Walsh
Harvard University, Washington University in St. Louis, Olin School of Business and University of Michigan, Stephen M. Ross School of Business
Downloads 20,503 (344)
Citation 100

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corporate social performance, social responsibility, financial performance, governance, meta-analysis, ethics

2.

What Do People Value When They Negotiate? Mapping the Domain of Subjective Value in Negotiation

MIT Sloan Research Paper No. 4544-05, Marketing Science Institute Report, IACM 18th Annual Conference, Journal of Personality and Social Psychology, 91, 493-512, 2006
Number of pages: 64 Posted: 20 May 2005 Last Revised: 05 Sep 2012
Jared R. Curhan, Hillary Anger Elfenbein and Heng Xu
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Washington University in St. Louis, Olin School of Business and Massachusetts Institute of Technology (MIT)
Downloads 2,791 (10,315)
Citation 7

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Negotiation, social psychological outcomes, subjective value, conflict resolution, dispute resolution, affect, emotions, satisfaction, self-image, relationships, impressions, justice, fairness

3.

Emotion in Organizations: A Review and Theoretical Integration in Stages

Number of pages: 94 Posted: 06 Nov 2006
Hillary Anger Elfenbein
Washington University in St. Louis, Olin School of Business
Downloads 1,386 (30,949)
Citation 19

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emotion, affect, organizations, workplace

4.

Why are Some Negotiators Better than Others? Opening the Black Box of Bargaining Behaviors

Downloads 940 (54,093)
Citation 7

Why are Some Negotiators Better than Others? Opening the Black Box of Bargaining Behaviors

Number of pages: 40 Posted: 02 Feb 2009
Hillary Anger Elfenbein, Jared R. Curhan, Noah Eisenkraft, Aiwa Shirako and Ashley D. Brown
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of Pennsylvania - The Wharton School, University of California, Berkeley - Haas School of Business and Massachusetts Institute of Technology (MIT)
Downloads 569 (103,179)
Citation 4

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negotiation, individual differences, behavior, processes

Why are Some Negotiators Better than Others? Opening the Black Box of Bargaining Behaviors

IACM 23rd Annual Conference Paper
Number of pages: 31 Posted: 21 May 2010
Hillary Anger Elfenbein, Ashley D. Brown, Jared R. Curhan, Noah Eisenkraft and Aiwa Shirako
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT), Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of Pennsylvania - The Wharton School and University of California, Berkeley - Haas School of Business
Downloads 371 (171,870)
Citation 3

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5.

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

Number of pages: 37 Posted: 28 Aug 2006
Hillary Anger Elfenbein, Maw-Der Foo, Judith B. White, Hwee Hoon Tan and Voon-Chuan Aik
Washington University in St. Louis, Olin School of Business, University of Colorado at Boulder, Dartmouth College - Tuck School of Business, National University of Singapore (NUS) and National University of Singapore (NUS)
Downloads 693 (81,267)
Citation 4

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Emotion, emotion recognition, negotiation, emotional intelligence, performance

6.

The Many Faces of Emotional Contagion: An Affective Process Theory of Affective Linkage

Organizational Psychology Review, 2014, Forthcoming
Number of pages: 69 Posted: 30 Jun 2014 Last Revised: 18 Oct 2014
Hillary Anger Elfenbein
Washington University in St. Louis, Olin School of Business
Downloads 654 (87,518)
Citation 2

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emotion, affect, emotional contagion, affective linkage, interpersonal emotion transfer

7.

On the Role of Personality, Cognitive Ability, and Emotional Intelligence in Predicting Negotiation Outcomes: A Meta-Analysis

Number of pages: 75 Posted: 21 Jun 2013
Sudeep Sharma, William P. Bottom and Hillary Anger Elfenbein
Washington University in St. Louis - John M. Olin Business School, Washington University in St. Louis - John M. Olin Business School and Washington University in St. Louis, Olin School of Business
Downloads 617 (94,293)
Citation 2

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negotiations, individual differences, personality, intelligence, cognitive ability, emotional intelligence

8.

Who Makes an Effective Negotiator? A Personality-Theoretic Approach to a Longstanding Question

Number of pages: 64 Posted: 10 Oct 2017
Hillary Anger Elfenbein, Jared R. Curhan, Noah Eisenkraft and Ashley D. Brown
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area and Massachusetts Institute of Technology (MIT)
Downloads 566 (105,196)
Citation 1

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Personality, Traits, Negotiation, Bargaining, Assertiveness

9.

Do We Know Emotional Intelligence When We See it? The Social Perception of Emotional Abilities

Number of pages: 62 Posted: 12 Dec 2008 Last Revised: 18 Aug 2014
Hillary Anger Elfenbein, Sigal G. Barsade and Noah Eisenkraft
Washington University in St. Louis, Olin School of Business, University of Pennsylvania - Management Department and University of Pennsylvania - The Wharton School
Downloads 537 (112,427)

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emotional intelligence, social perception, observer ratings, self ratings, social relations model, multi-trait multi-method

10.

Learning in Emotion Judgments: Training and the Cross-Cultural Understanding of Facial Expressions

Journal of Nonverbal Behavior, 2006
Number of pages: 14 Posted: 31 Aug 2005
Hillary Anger Elfenbein
Washington University in St. Louis, Olin School of Business
Downloads 496 (123,847)

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emotion recognition, training, learning, feedback, facial expressions, emotional intelligence, culture

11.

Are Some Negotiators Better than Others? Individual Differences in Bargaining Outcomes

Number of pages: 39 Posted: 06 Jul 2007 Last Revised: 14 Jul 2008
Hillary Anger Elfenbein, Jared R. Curhan, Noah Eisenkraft, Aiwa Shirako and Lucio Baccaro
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of Pennsylvania - The Wharton School, University of California, Berkeley - Haas School of Business and Massachusetts Institute of Technology (MIT)
Downloads 451 (138,939)
Citation 3

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negotiation, bargaining, individual differences, personality, subjective value

12.

The Objective Value of Subjective Value: A Multi-round Negotiation Study

MIT Sloan Research Paper No. 4696-08, Journal of Applied Social Psychology, Forthcoming
Number of pages: 31 Posted: 17 Mar 2007 Last Revised: 26 Jul 2008
Jared R. Curhan, Hillary Anger Elfenbein and Noah Eisenkraft
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Washington University in St. Louis, Olin School of Business and University of Pennsylvania - The Wharton School
Downloads 423 (149,641)
Citation 4

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negotiation, subjective value, objective value, economic outcomes, satisfaction, social psychological outcomes, relationships, attitudes, longitudinal, experiment

13.

Getting Off on the Right Foot: Subjective Value versus Economic Value in Predicting Longitudinal Job Outcomes from Job Offer Negotiations

Journal of Applied Psychology, Forthcoming
Number of pages: 37 Posted: 26 Mar 2007 Last Revised: 28 Jul 2008
Jared R. Curhan, Hillary Anger Elfenbein and Gavin Kilduff
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Washington University in St. Louis, Olin School of Business and University of California, Berkeley - Haas School of Business
Downloads 378 (169,931)
Citation 8

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employment negotiation, social psychological outcomes, economic outcomes, subjective value, job satisfaction, compensation satisfaction, turnover, trust, relationships, longitudinal

14.

Emotion in Organizations: Theory and Research

Number of pages: 69 Posted: 19 Mar 2022
Hillary Anger Elfenbein
Washington University in St. Louis, Olin School of Business
Downloads 363 (178,310)

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Emotion, Affect, Workplace, Organization, Appraisal Theory, Social Function

15.

The Way You Make Me Feel: Evidence for Individual Differences in Affective Presence

Number of pages: 16 Posted: 23 Jul 2009 Last Revised: 10 Sep 2009
Noah Eisenkraft and Hillary Anger Elfenbein
University of Pennsylvania - The Wharton School and Washington University in St. Louis, Olin School of Business
Downloads 288 (228,156)

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affect, emotions, personality, individual differences, interpersonal interaction

16.

The Effects of Emotional Expressions in Negotiation: A Meta-Analysis and Future Directions for Research

Number of pages: 56 Posted: 29 Jul 2020
Sudeep Sharma, Hillary Anger Elfenbein, Ruchi Sinha and William P. Bottom
University of Illinois at Springfield, Washington University in St. Louis, Olin School of Business, University of South Australia Business School and Washington University in St. Louis - John M. Olin Business School
Downloads 285 (230,633)
Citation 1

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Negotiation, Bargaining, Affect, Emotion

17.

The Relationship between Displaying and Perceiving Nonverbal Cues of Affect: A Meta-Analysis to Solve an Old Mystery

Journal of Personality and Social Psychology, Forthcoming
Number of pages: 47 Posted: 09 Jul 2009 Last Revised: 10 Oct 2009
Hillary Anger Elfenbein and Noah Eisenkraft
Washington University in St. Louis, Olin School of Business and University of Pennsylvania - The Wharton School
Downloads 275 (239,348)

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Affect, emotion, expression, perception, recognition, meta-analysis, Social Relations Model

18.

The Social Perception of Emotional Abilities: Expanding What We Know About Observer Ratings of Emotional Intelligence

Number of pages: 63 Posted: 20 Aug 2014
Hillary Anger Elfenbein, Sigal G. Barsade and Noah Eisenkraft
Washington University in St. Louis, Olin School of Business, University of Pennsylvania - Management Department and University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area
Downloads 270 (243,868)

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emotional Intelligence, social perception, observer ratings, self-ratings, ability tests, Social Relations Model

19.

The Effects of Relational Demography and Person-Culture Fit on Group Process and Performance

Stanford GSB Working Paper No. 1728(R)
Number of pages: 37 Posted: 27 Apr 2005
Hillary Anger Elfenbein and Charles A. O'Reilly
Washington University in St. Louis, Olin School of Business and Stanford University - Graduate School of Business
Downloads 257 (256,309)
Citation 1

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20.

Dyadic Effects in Nonverbal Communication: A Variance Partitioning Analysis

Cognition and Emotion, 2006
Number of pages: 17 Posted: 07 Nov 2005
Hillary Anger Elfenbein, Maw-Der Foo, Jennifer Boldry and Hwee Hoon Tan
Washington University in St. Louis, Olin School of Business, University of Colorado at Boulder, Montana State University and National University of Singapore (NUS)
Downloads 252 (261,449)

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Social Relations Model, Dyadic effects, Emotion recognition, Emotional expression, Emotional intelligence, Dyads

21.

The Expression and Recognition of Emotions in the Voice Across Five Nations: A Lens Model Analysis Based on Acoustic Features

Laukka, P., Elfenbein, H. A., Thingujam, N. S., Rockstuhl, T., Iraki, F. K., Chui, W., & Althoff, J. The expression and recognition of emotions in the voice across five cultures: A lens model analysis based on acoustic features. Journal of Personality and Social Psychology, Forthcoming
Number of pages: 60 Posted: 26 Jun 2016
Petri Laukka, Hillary Anger Elfenbein, Nutankumar Thingujam, Thomas Rockstuhl, Frederick Iraki, Wanda Chui and Jean Althoff
Stockholm University - Department of Psychology, Washington University in St. Louis, Olin School of Business, University of Pune, Nanyang Technological University (NTU), United States International University (USUI) - Africa, University of California, Berkeley and University of Queensland
Downloads 235 (280,097)
Citation 1

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Acoustics, culture, dialect theory, emotion, ingroup advantage, lens model, speech, universality

22.

Individual Differences in Negotiation: A Nearly Abandoned Pursuit Revived

Number of pages: 18 Posted: 21 Oct 2014
Hillary Anger Elfenbein
Washington University in St. Louis, Olin School of Business
Downloads 229 (287,324)
Citation 3

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Negotiations, personality, individual differences, intelligence, traits, motivations, abilities, beliefs

23.

Validating Emotional Attention Regulation as a Component of Emotional Intelligence: A Stroop Approach to Individual Differences in Tuning into and Out of Nonverbal Cues

Emotion, Forthcoming
Number of pages: 41 Posted: 12 Dec 2015
Hillary Anger Elfenbein, Daisung Jang, Sudeep Sharma and Jeffrey Sanchez-Burks
Washington University in St. Louis, Olin School of Business, University of Illinois, Urbana-Champaign, Washington University in St. Louis - John M. Olin Business School and University of Michigan, Stephen M. Ross School of Business
Downloads 217 (302,523)

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Emotional Intelligence, Stroop, emotion recognition, emotion regulation, individual differences

24.

Individual Differences in Expressing and Perceiving Nonverbal Cues: New Data on an Old Question

Number of pages: 29 Posted: 06 Oct 2009
Hillary Anger Elfenbein, Maw-Der Foo, Manas K. Mandal, R K Biswal, Noah Eisenkraft, Angeline Lim Cuifang and Sudeep Sharma
Washington University in St. Louis, Olin School of Business, University of Colorado at Boulder, Indian Institute of Technology (IIT), Kharagpur, University of Delhi, University of Pennsylvania - The Wharton School, National University of Singapore (NUS) and Washington University in St. Louis - John M. Olin Business School
Downloads 196 (332,858)
Citation 1

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emotion, expression, perception, recognition, Social Relations Model

25.

Emotional Division-of-Labor: A Theoretical Account

Elfenbein, H. A. (2017). Emotional division-of-labor: A theoretical account. Research in Organizational Behavior, Forthcoming
Number of pages: 76 Posted: 04 Nov 2016
Hillary Anger Elfenbein
Washington University in St. Louis, Olin School of Business
Downloads 192 (339,248)

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emotion, affect, emotional intelligence, division-of-labor, ability

26.

On the Relative Importance of Individual-Level Characteristics and Dyadic Interaction Effects in Distributive Negotiations: Variance Partitioning Evidence from a Twins Study

Journal of Applied Psychology, Forthcoming
Number of pages: 29 Posted: 11 Jul 2017
Hillary Anger Elfenbein, Noah Eisenkraft, Jared R. Curhan and Lisabeth DiLalla
Washington University in St. Louis, Olin School of Business, University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area, Massachusetts Institute of Technology (MIT) - Sloan School of Management and Southern Illinois University - School of Medicine
Downloads 143 (437,760)

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Negotiations, Bargaining, Individual Differences, Dyadic Interaction Effects, Social Relations Model

27.

Distinct Emotional Abilities Converge: Evidence from Emotional Understanding and Emotion Recognition Through the Voice

Number of pages: 15 Posted: 08 Feb 2012
Nutankumar Thingujam, Petri Laukka and Hillary Anger Elfenbein
University of Pune, Stockholm University - Department of Psychology and Washington University in St. Louis, Olin School of Business
Downloads 101 (575,945)

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Emotional intelligence, emotion recognition, emotional understanding, vocal tone

28.

Do We Know Who Values Us? Dyadic Meta-Accuracy in the Perception of Professional Relationships

Number of pages: 8 Posted: 04 Mar 2009
Hillary Anger Elfenbein, Noah Eisenkraft and Waverly W. Ding
Washington University in St. Louis, Olin School of Business, University of Pennsylvania - The Wharton School and University of Maryland - R.H. Smith School of Business
Downloads 101 (572,025)
Citation 1

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accuracy, networks, relationships

29.

The Choice That Chooses You Back: Introducing Social Variety-Seeking as a Trait Predicting Greater Network Brokerage Through Building Connections With Previously Disconnected Others

Not applicable
Number of pages: 47 Posted: 16 Oct 2023
Hillary Anger Elfenbein, Daisung Jang, Adam M. Kleinbaum and Christopher Welker
Washington University in St. Louis, Olin School of Business, University of Illinois, Urbana-Champaign, Tuck School of Business and Dartmouth College - Faculty of Arts & Sciences
Downloads 88 (624,766)

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Social Networks, Individual Differences, Personality, Social Variety Seeking, Network Brokerage, Trait, Questionnaire

30.

The (Mostly) Robust Influence of Initial Trustworthiness Beliefs on Subsequent Behaviors and Perceptions

Human Relations
Number of pages: 55 Posted: 23 Feb 2021
Rachel Campagna, Alexandra Mislin, Kurt Dirks and Hillary Anger Elfenbein
University of New Hampshire, American University - Kogod School of Business, Washington University in St. Louis - John M. Olin Business School and Washington University in St. Louis, Olin School of Business
Downloads 64 (747,561)

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initial trustworthiness beliefs, trust development, accessibility theory, time, intent

31.

Negotiator Consistency, Counterpart Consistency, and Reciprocity in Behavior Across Partners: A Round-Robin Study

Elfenbein, H. A., Curhan, J. R., & Eisenkraft, N. (2022). Negotiator consistency, partner consistency, and reciprocity in behavior across partners: A round-robin study. Personality and Social Psychology Bulletin. In press.
Posted: 10 Mar 2022
Hillary Anger Elfenbein, Jared R. Curhan and Noah Eisenkraft
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT) - Sloan School of Management and University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area

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Negotiation; Bargaining, Social Relations Model, Consistency, Reciprocity

32.

More than a Phase: Planning, Bargaining, and Implementation in Theories of Negotiation

Posted: 07 Sep 2017
Daisung Jang, Hillary Anger Elfenbein and William P. Bottom
University of Illinois, Urbana-Champaign, Washington University in St. Louis, Olin School of Business and Washington University in St. Louis - John M. Olin Business School

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