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

被引:277
作者
Bazerman, MH [1 ]
Tenbrunsel, AE
Wade-Benzoni, K
机构
[1] Northwestern Univ, Kellogg Grad Sch Management, Evanston, IL 60208 USA
[2] Univ Notre Dame, Coll Business Adm, Notre Dame, IN 46556 USA
关键词
D O I
10.2307/259372
中图分类号
F [经济];
学科分类号
02 ;
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.
引用
收藏
页码:225 / 241
页数:17
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