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Main Library
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NEGOTIATING WITH YOURSELF AND LOSING: MAKING DECISIONS WITH COMPETING INTERNAL PREFERENCES.
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- Author(s): Bazerman, Max H.1; Tenbrunsel, Ann E.2; Wade-Benzoni, Kimberly3
- Source:
Academy of Management Review. Apr98, Vol. 23 Issue 2, p225-241. 17p.- Subject Terms:
- Source:
- Additional Information
- Abstract: The field of organizational behavior includes the study of how individuals organize and manage conflict among themselves. Less visible has been the study of conflicts occurring within individuals. The authors propose that one form of intrapersonal conflict is the result of tension between what people want to do versus what they think they should do. The authors argue that this want/should distinction helps to explain the "multiple-selves" phenomenon and a recently discovered group of preference reversals noted in behavioral decision and organizational behavior research. They develop a history of knowledge on intrapersonal conflict, discuss how conflicts between what one wants to do and what one should do result in inconsistent behavior, connect this pattern of inconsistency to recent literature on joint versus separate preference reversals, and outline prescriptions for the management of intrapersonal conflict. [ABSTRACT FROM AUTHOR]
- Abstract: Copyright of Academy of Management Review is the property of Academy of Management and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)
- Abstract:
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