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Article
The Influence of Mindful Attention on Value Claiming in Distributive Negotiations: Evidence from Four Laboratory Experiments
Mindfulness
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
Identifier
10.1007/s12671-013-0232-8
Publisher
Springer
Copyright Owner and License
Authors
Creative Commons License
Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International
Additional URL
https://doi.org/10.1007/s12671-013-0232-8
Citation Information
Jochen Reb and Jayanth Narayanan. "The Influence of Mindful Attention on Value Claiming in Distributive Negotiations: Evidence from Four Laboratory Experiments" Mindfulness Vol. 5 Iss. 6 (2013) p. 756 - 766 ISSN: 1868-8527 Available at: http://works.bepress.com/jochen_reb/70/