명상도서관
The Influence of Mindful Attention on Value Claiming in Distributive Negotiations: Evidence from Four Laboratory Experiments
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- 자료유형학술지논문
- 저자명Reb, J.,Narayanan, J.
- 학회/출판사/기관명Springer Science and Business Media
- 출판년도2014
- 언어영어
- 학술지명/학위논문주기Mindfulness
- 발행사항Vol.5No.6[2014]_x000D_
- ISBN/ISSN1868-8527
- 소개/요약We 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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