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

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.