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

• المؤلفون الرئيسيون: Reb, Jochen, Narayanan, Jayanth
• التنسيق: text
• اللغة: English
• منشور في: Institutional Knowledge at Singapore Management University 2013
• الموضوعات: Distributive Negotiation; Mindful Attention; Mindfulness; Negotiation; Negotiation Performance; Negotiation Satisfaction; Value Claiming; Child Psychology; Cognitive Psychology; Organizational Behavior and Theory; Public Health; School Psychology
• الوصول للمادة أونلاين: https://ink.library.smu.edu.sg/lkcsb_research/3540; https://ink.library.smu.edu.sg/context/lkcsb_research/article/4540/viewcontent/MindfulnessDistributiveNegotiations_AcceptedMindfulness.pdf

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...