Negotiating With Yourself and Losing : Making Decisions With Competing Internal Preferences  

Oleh:

Tenbrunsel, Ann E. ; Wade-Benzoni, Kimberly A. ; Bazerman, Max H.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: The Academy of Management Review vol. 23 no. 2 (Apr. 1998), page 225-241.
Topik: preference; negotiating; decisions; competing internal preferences
Fulltext: AA11_23_02_Max H. Bazerman.pdf (411.53KB)

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: AA11.2 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

The field of organizational behaviour 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 behaviour research. We 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 behaviour, connect this pattern of inconsistency to recent literature on joint versus separate preference reversals, and outline prescriptions for the management of intrapersonal conflict.

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