Top

Gepubliceerd in:

01-12-2014 | ORIGINAL PAPER

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

Auteurs: Jochen Reb, Jayanth Narayanan

Gepubliceerd in: Mindfulness | Uitgave 6/2014

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.

vorige artikel A Proposed Protocol Integrating Classical Mindfulness with Prolonged Exposure Therapy to Treat Posttraumatic Stress Disorder

volgende artikel No Attachments

Alleen toegankelijk voor geautoriseerde gebruikers

Adler, R. S., Rosen, B. A., & Silverstein, E. M. (1998). Emotions in negotiation: how to manage fear and anger. Negotiation Journal, 14, 161–179.CrossRef

Allred, K. G., Mallozzi, J. S., Matsui, F., & Raia, C. P. (1997). The influence of anger and compassion on negotiation performance. Organizational Behavior and Human Decision Processes, 70, 175–187.CrossRef

Baer, R. A., Smith, G. T., Hopkins, J., Krietemeyer, J., & Toney, L. (2006). Using self-report assessment methods to explore facets of mindfulness. Assessment, 13, 27–45.PubMedCrossRef

Barry, B. (1999). The tactical use of emotion in negotiation. In R. J. Bies, R. J. Lewicki, & B. H. Sheppard (Eds.), Research in negotiation in organizations (Vol. 7, pp. 93–121). Stamford: JAI.

Bazerman, M. H., & Chugh, D. (2006). Bounded awareness: focusing failures in negotiation. In L. L. Thompson (Ed.), Negotiation theory and research (pp. 7–26). New York: Psychology Press.

Beach, L. R. (1990). Image theory: decision making in personal and organizational contexts. Chichester: Wiley.

Beilock, S. (2010). Choke: what the secrets of the brain reveal about getting it right when you have to. New York: Free Press.

Bishop, S. R., Lau, M., Shapiro, S., Carlson, L., Anderson, N. D., Carmody, J., et al. (2004). Mindfulness: a proposed operational definition. Clinical Psychology: Science and Practice, 11(3), 230–241.

Bluen, S. D., & Jubiler-Lurie, V. G. (1990). Some consequences of labor-management negotiations: laboratory and field studies. Journal of Organizational Behavior, 11, 105–118.CrossRef

Brach, D. (2008). A logic for the magic of mindful negotiation. Negotiation Journal, 24, 25–44.CrossRef

Brooks, A. W., & Schweitzer, M. (2011). Can nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit. Organizational Behavior and Human Decision Processes, 115, 43–54.CrossRef

Brown, K. W., & Ryan, R. M. (2003). The benefits of being present: mindfulness and its role in psychological well-being. Journal of Personality and Social Psychology, 84, 822–848.PubMedCrossRef

Brown, K. W., Ryan, R. M., & Creswell, J. D. (2007). Mindfulness: theoretical foundations and evidence for its salutary effects. Psychological Inquiry, 18, 211–237.CrossRef

Chambers, R., Lo, B. C. Y., & Allen, N. B. (2008). The impact of intensive mindfulness training on attentional control, cognitive style, and affect. Cognitive Therapy and Research, 32(3), 303–322.CrossRef

Chatzisarantis, N. L. D., & Hagger, M. S. (2007). Mindfulness and the intention-behavior relationship within the theory of planned behaviour. Personality and Social Psychology Bulletin, 33(5), 663–676.PubMedCrossRef

Chiesa, A. (2012). The difficulty of defining mindfulness: current thought and critical issues. Mindfulness. doi:10.1007/s12671-012-0123-4.

Chiesa, A., Calati, R., & Serretti, A. (2011). Does mindfulness training improve cognitive abilities? A systematic review of neuropsychological findings. Clinical Psychology Review, 31(3), 449–464.PubMedCrossRef

Chiesa, A., & Serretti, A. (2009). Mindfulness-based stress reduction for stress management in healthy people: a review and meta-analysis. Journal of Alternative and Complementary Medicine, 15, 593–600.CrossRef

Curhan, J. R., Elfenbein, H. A., & Xu, H. (2006). What do people value when they negotiate? Mapping the domain of subjective value in negotiation. Journal of Personality and Social Psychology, 91, 493–512.PubMedCrossRef

Craver, C. (2002). The intelligent negotiator. Roseville: Prima.

Delmonte, M. M. (1985). Meditation and anxiety reduction: a literature review. Clinical Psychology Review, 5, 91–102.CrossRef

Eberth, J., & Sedlmeier, P. (2012). The effects of mindfulness meditation: a meta-analysis. Mindfulness, 3, 174–189.CrossRef

Gillespie, J., Brett, J., & Weingart, L. (2000). Interdependence, social motives, and outcome satisfaction in multiparty negotiation. European Journal of Social Psychology, 30, 779–797.CrossRef

Glomb, T. M., Duffy, M. K., Bono, J. E., & Yang, T. (2011). Mindfulness at work. Research in Personnel and Human Resources Management, 30, 115–157.CrossRef

Grossman, P. (2008). On measuring mindfulness in psychosomatic and psychological research. Journal of Psychosomatic Research, 64(4), 405.PubMedCrossRef

Jha, A. P., Krompinger, J., & Baime, M. J. (2007). Mindfulness training modifies subsystems of attention. Cognitive, Affective, & Behavioral Neuroscience, 7(2), 109–119.CrossRef

Hammond, J. S., Keeney, R. L., & Raiffa, H. (1998). The hidden traps in decision making. Harvard Business Review, 76(5), 47–58.PubMed

Heppner, W. L., Kernis, M. H., Lakey, C. E., Campbell, W. K., Goldman, B. M., Davis, P. J., et al. (2008). Mindfulness as a means of reducing aggressive behavior: dispositional and situational evidence. Aggressive Behavior, 34, 486–496.PubMedCrossRef

Kabat-Zinn, J. (2003). Mindfulness-based interventions in context: past, present, and future. Clinical Psychology: Science and Practice, 10, 144–156.

Kabat-Zinn, J. (1994). Wherever you go, there you are: mindfulness meditation in everyday life. New York: Hyperion.

Kahneman, D. (1973). Attention and effort. Englewood Cliffs: Prentice Hall.

Kashy, D. A., & Kenny, D. A. (2000). The analysis of data from dyads and groups. In H. T. Reis & C. M. Judd (Eds.), Handbook of research methods in social and personality psychology (pp. 451–477). Cambridge: Cambridge University Press.

Kiken, L. G., & Shook, N. G. (2011). Looking up: mindfulness increases positive judgments and reduces negativity bias. Social Psychological and Personality Science, 2, 425–431.CrossRef

Kimiecik, J. C., & Jackson, S. A. (2002). Optimal experience in sport: a flow perspective. In T. S. Horn (Ed.), Advances in sport psychology (2nd ed., pp. 501–527). Champaign: Human Kinetics.

Kopelman, S., Avi-Yonah, O., & Varghese, A. K. (2012). The mindful negotiator: strategic emotion management and wellbeing. In G. Spreitzer & K. Cameron (Eds.), The Oxford handbook of positive organizational scholarship (pp. 591–600). London: Oxford University Press. Ch. 44.

Kopelman, S., Rosette, A. S., & Thompson, L. (2006). The three faces of Eve: strategic displays of positive, negative, and neutral emotions in negotiations. Organizational Behavior and Human Decision Processes, 99, 81–101.CrossRef

Kuttner, R. (2008). Wisdom cultivated through dialogue. Negotiation Journal, 24, 101–112.CrossRef

Latz, M. (2004). Gain the edge: negotiating to get what you want. New York: St. Martin’s Press.

Leary, M. R., Adams, C. E., & Tate, E. B. (2006). Hypo-egoic self-regulation: exercising self-control by diminishing the influence of the self. Journal of Personality, 74, 1803–1831.PubMedCrossRef

Lewicki, R. J., Barry, B., Saunders, D. M., & Minton, J. W. (2003). Negotiation (4th ed.). New York: McGraw-Hill.

MacLean, K. A., Ferrer, E., Aichele, S. R., Bridwell, D. A., Zanesco, A. P., Jacobs, T. L., et al. (2010). Intensive meditation training improves perceptual discrimination and sustained attention. Psychological Science, 21(6), 829–839.PubMedCrossRefPubMedCentral

Mikulas, W. (2011). Mindfulness: significant common confusions. Mindfulness, 2, 1–7.CrossRef

Neale, M. A., & Bazerman, M. H. (1991). Cognition and rationality in negotiation. New York: Free Press.

Novemsky, N., & Schweitzer, M. E. (2004). What makes negotiators happy? The differential effects of internal and external social comparisons on negotiator satisfaction. Organizational Behavior and Human Decision Processes, 95, 186–197.CrossRef

Pashler, H., Johnston, J. C., & Ruthruff, E. (2001). Attention and performance. Annual Review of Psychology, 52, 629–651.PubMedCrossRef

Posner, M. I., & Rothbart, M. K. (1992). Attentional mechanisms and conscious experience. In A. D. Milner & M. D. Rugg (Eds.), The neuropsychology of consciousness. Toronto: Academic.

Raiffa, H. (2002). Negotiation analysis: the science and art of collaborative decision making. Cambridge: Belknap.

Rapgay, L., & Bystrisky, A. (2009). Classical mindfulness: an introduction to its theory and practice for clinical application. Annals of the New York Academy of Sciences, 1172, 148–162.PubMedCrossRef

Reb, J., Goldman, B. M., Kray, L. J., & Cropanzano, R. (2006). Different wrongs, different remedies? Reactions to organizational remedies after procedural and interactional injustice. Personnel Psychology, 59, 31–64.CrossRef

Riskin, L. (2002). The contemplative lawyer: on the potential contributions of mindfulness meditation to law students, lawyers and their clients. Harvard Negotiation Law Review, 7, 1–67.

Shapiro, S. L., Carlson, L. E., Astin, J. A., & Freedman, B. (2006). Mechanisms of mindfulness. Journal of Clinical Psychology, 62, 373–386.PubMedCrossRef

Thompson, L. (2001). The mind and heart of the negotiator (2nd ed.). Upper Saddle River: Prentice-Hall.

Valentine, E. R., & Sweet, P. L. G. (1999). Meditation and attention: a comparison of the effects of concentrative and mindfulness meditation on sustained attention. Mental Health, Religion and Culture, 2, 59–70.CrossRef

Weick, K. E., & Sutcliffe, K. M. (2006). Mindfulness and the quality of organizational attention. Organization Science, 17, 514–524.CrossRef

Zetik, D. C., & Stuhlmacher, A. F. (2002). Goal setting and negotiation performance: a meta-analysis. Group Processes and Intergroup Relations, 5, 35–52.CrossRef

Titel: The Influence of Mindful Attention on Value Claiming in Distributive Negotiations: Evidence from Four Laboratory Experiments
Auteurs: Jochen Reb
Jayanth Narayanan
Publicatiedatum: 01-12-2014
Uitgeverij: Springer US
Gepubliceerd in: Mindfulness / Uitgave 6/2014
Print ISSN: 1868-8527
Elektronisch ISSN: 1868-8535
DOI: https://doi.org/10.1007/s12671-013-0232-8

Andere artikelen Uitgave 6/2014

Using Mindfulness and Insight to Transform Loneliness

MINDFULNESS IN PRACTICE

A Validation Study of the Mindful Attention Awareness Scale Adapted for Children

ORIGINAL PAPER

Initial Validation of the Mindful Eating Scale

ORIGINAL PAPER

The Origin of Shoes: a Tale

ORTHOGONAL ROTATION IN CONSCIOUSNESS

Effectiveness of Brief Mindfulness Techniques in Reducing Symptoms of Anxiety and Stress

ORIGINAL PAPER

A Preliminary Analysis of the Psychometric Properties of the Mindful Attention Awareness Scale Among African American College Students

ORIGINAL PAPER