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...
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| Main Authors: | , |
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| Format: | text |
| Language: | English |
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Institutional Knowledge at Singapore Management University
2013
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| Subjects: | |
| 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 |
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| Institution: | Singapore Management University |
| Language: | English |