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

Author

Jochen Reb, Singapore Management UniversityFollow
Jayanth Narayanan, National University of Singapore

Publication Type

Journal Article

Version

acceptedVersion

Publication Date

6-2013

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

Discipline

Child Psychology | Cognitive Psychology | Organizational Behavior and Theory | Public Health | School Psychology

Research Areas

Organisational Behaviour and Human Resources

Publication

Mindfulness

Volume

5

Issue

6

First Page

756

Last Page

766

ISSN

1868-8527

Identifier

10.1007/s12671-013-0232-8

Publisher

Springer

Citation

Reb, Jochen and Narayanan, Jayanth. The Influence of Mindful Attention on Value Claiming in Distributive Negotiations: Evidence from Four Laboratory Experiments. (2013). Mindfulness. 5, (6), 756-766.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/3540

Copyright Owner and License

Authors

Creative Commons License

This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.

Additional URL

https://doi.org/10.1007/s12671-013-0232-8