Going far together by being here now: Mindfulness increases cooperation in negotiations

• Main Authors: MASTERS-WAAGE, Theodore Charles, NAI, Jared, REB, Jochen, SIM, Samantha, NARAYANAN, Jayanth, TAN, Noriko
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2021
• Subjects: Cooperation; Cooperative orientation; Distributive negotiation; Integrative negotiation; Mindfulness; Negotiation; Self-transcendence; Dispute Resolution and Arbitration; Organizational Behavior and Theory
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/6813; https://ink.library.smu.edu.sg/context/lkcsb_research/article/7812/viewcontent/Mindful_Negotiation_Dyads_are_More_Cooperative_OBHDP_2021_av.pdf
• Institution: Singapore Management University

Integrating theorizing across the mindfulness and negotiation literatures, we hypothesize that mindfulness increases cooperation in negotiations. We further propose that processes of self-transcendence, self-regulation, and self-awareness mediate this effect. We test these hypotheses in five studies...