Publication Type
Journal Article
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
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. Research Collection Lee Kong Chian School Of Business.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/3540
Creative Commons License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.
Included in
Child Psychology Commons, Cognitive Psychology Commons, Organizational Behavior and Theory Commons, Public Health Commons, School Psychology Commons