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

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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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Acknowledgments

We gratefully acknowledge the feedback received on this research from the participants of the OBHR research seminar, Lee Kong Chian School of Business, Singapore Management University.

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Authors and Affiliations

  1. Lee Kong Chian School of Business, Singapore Management University, 50 Stamford Road, Singapore, 178899, Singapore

    Jochen Reb

  2. NUS Business School, National University of Singapore, Singapore, Singapore

    Jayanth Narayanan

Authors
  1. Jochen Reb
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  2. Jayanth Narayanan
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Corresponding author

Correspondence to Jochen Reb.

Appendix

Appendix

Mindfulness State Scale, study 1

Below is a collection of statements about your current state of mind. Please rate each of the following statements using the scale provided with respect to your experience at the time just before you started to work on this survey. Please rate each statement according to what really reflects your experience rather than what you think your experience should be. Please treat each item separately from every other item.

1

2

3

4

5

Strongly disagree

Disagree

Neither agree nor disagree

Agree

Strongly agree

  1. 1.

    I was aware of whether my muscles were tense or relaxed.

  2. 2.

    I noticed the sensations of my body.

  3. 3.

    I was aware of sounds or aromas in the environment.

  4. 4.

    I was aware of my emotions without having to react to them.

  5. 5.

    I was aware of my thoughts without getting lost in them.

  6. 6.

    I was fully in the present moment.

  7. 7.

    I was preoccupied with the future or the past. (reverse coded)

  8. 8.

    I was not focused on what was happening in the present. (reverse coded)

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Reb, J., Narayanan, J. The Influence of Mindful Attention on Value Claiming in Distributive Negotiations: Evidence from Four Laboratory Experiments. Mindfulness 5, 756–766 (2014). https://doi.org/10.1007/s12671-013-0232-8

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  • DOI: https://doi.org/10.1007/s12671-013-0232-8

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