Negotiating with yourself and losing: Making decisions with competing internal preferences

• 成果类型: Article
• 署名作者: Bazerman, MH; Tenbrunsel, AE; Wade-Benzoni, K
• 署名单位: Northwestern University; University of Notre Dame
• 刊物名称: ACADEMY OF MANAGEMENT REVIEW
• ISSN/ISSBN: 0363-7425
• DOI: 10.2307/259372
• 发表日期: 1998
• 页码: 225-241
• 关键词: willingness-to-pay; ELASTIC JUSTIFICATION; PATIENTS VALUES; economic-theory; public-goods; CHOICE; ALTERNATIVES; reversals; avoidance; judgments

摘要

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. We 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. We 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. We develop ct 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.