Mindfulness

, Volume 5, Issue 6, pp 756–766

The Influence of Mindful Attention on Value Claiming in Distributive Negotiations: Evidence from Four Laboratory Experiments

ORIGINAL PAPER

DOI: 10.1007/s12671-013-0232-8

Cite this article as:
Reb, J. & Narayanan, J. Mindfulness (2014) 5: 756. doi:10.1007/s12671-013-0232-8

Abstract

We examined the effect of mindful attention on negotiation outcomes in distributive negotiations across four experiments. In studies 1 and 2, participants who performed a short mindful attention exercise prior to the negotiation claimed a larger share of the bargaining zone than the control condition participants they negotiated with. Study 3 replicated this finding using a different manipulation of mindful attention. Study 4 again replicated this result and also found that mindful negotiators were more satisfied with both the outcome and the process of the negotiation. We discuss theoretical and practical implications, limitations, and future directions.

Keywords

Distributive negotiation Mindful attention Mindfulness Negotiation Negotiation performance Negotiation satisfaction Value claiming 

Copyright information

© Springer Science+Business Media New York 2013

Authors and Affiliations

  1. 1.Lee Kong Chian School of BusinessSingapore Management UniversitySingaporeSingapore
  2. 2.NUS Business SchoolNational University of SingaporeSingaporeSingapore

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