Swipe om te navigeren naar een ander artikel
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.
Log in om toegang te krijgen
Met onderstaand(e) abonnement(en) heeft u direct toegang:
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
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., & 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
Chiesa, A. (2012). The difficulty of defining mindfulness: current thought and critical issues. Mindfulness. doi: 10.1007/s12671-012-0123-4.
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
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
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
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.
Lewicki, R. J., Barry, B., Saunders, D. M., & Minton, J. W. (2003). Negotiation (4th ed.). New York: McGraw-Hill.
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
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.
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.
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
- The Influence of Mindful Attention on Value Claiming in Distributive Negotiations: Evidence from Four Laboratory Experiments
- Springer US