Mindfully Eating Raisins Improves Negotiation Success: The Effect of Mindfulness on Negotiation Performance

21 Pages Posted: 27 Jun 2011

See all articles by Jochen Reb

Jochen Reb

Singapore Management University - Lee Kong Chian School of Business

Jayanth Narayanan

National University of Singapore (NUS)

Date Written: June, 26 2011

Abstract

Anecdotal evidence suggests that mindfulness, or open, non-judgmental awareness of the present moment, is important for negotiation performance. We find support for this prediction in four experiments using a variety of different mindfulness manipulations and both objective and subjective measures of negotiation performance. We also provide evidence that the effect of mindfulness on negotiation performance is partly mediated by reduced anxiety.

Suggested Citation

Reb, Jochen and Narayanan, Jayanth, Mindfully Eating Raisins Improves Negotiation Success: The Effect of Mindfulness on Negotiation Performance (June, 26 2011). IACM 24th Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1872908 or http://dx.doi.org/10.2139/ssrn.1872908

Jochen Reb (Contact Author)

Singapore Management University - Lee Kong Chian School of Business ( email )

469 Bukit Timah Road
Singapore 912409
Singapore

Jayanth Narayanan

National University of Singapore (NUS) ( email )

Bukit Timah Road 469 G
Singapore, 117591
Singapore

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