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

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

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 conditio...

Full description

Saved in:
Bibliographic Details
Main Authors: Reb, Jochen, Narayanan, Jayanth
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2013
Subjects:
Distributive Negotiation
Mindful Attention
Mindfulness
Negotiation
Negotiation Performance
Negotiation Satisfaction
Value Claiming
Child Psychology
Cognitive Psychology
Organizational Behavior and Theory
Public Health
School Psychology
Online Access:https://ink.library.smu.edu.sg/lkcsb_research/3540
https://ink.library.smu.edu.sg/context/lkcsb_research/article/4540/viewcontent/MindfulnessDistributiveNegotiations_AcceptedMindfulness.pdf
Tags: Add Tag
No Tags, Be the first to tag this record!
Institution: Singapore Management University
Language: English

Internet

https://ink.library.smu.edu.sg/lkcsb_research/3540
https://ink.library.smu.edu.sg/context/lkcsb_research/article/4540/viewcontent/MindfulnessDistributiveNegotiations_AcceptedMindfulness.pdf

Similar Items