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Gepubliceerd in: Mindfulness 6/2014

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

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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.

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Metagegevens
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