Mindfully eating raisins improves negotiation success: The effect of mindfulness no negotiation performance

Jochen Matthias REB, Singapore Management University
J. Narayanan


Anecdotal evidence suggests that mindfulness, or open, non-judgmental awareness of the present moment, is important fornegotiation performance. We find support for this prediction in four experiments using a variety of different mindfulnessmanipulations and both objective and subjective measures of negotiation performance. We also provide evidence that the effectof mindfulness on negotiation performance is partly mediated by reduced anxiety.