Mindfulness enhances performance in distributive negotiations

Jochen Matthias REB, Singapore Management University
J. Narayanan


Across three experiments, mindful negotiators outperformed their counterparts. In Study 1, participants who performed a short mindfulness exercise before the negotiation achieved a larger bargaining surplus than control group counterparts. Study 2 extended this effect to subjective measures of negotiation performance. Study 3 found that reduced anxiety mediated the effect.