Negotiating with Yourself and Losing: Making Decisions with Competing Internal Preferences
Abstract
Max H. Bazerman, Ann E. Tenbrunsel, Kimberly Wade-Benzoni, Negotiating with Yourself and Losing: Making Decisions with Competing Internal Preferences, The Academy of Management Review, Vol. 23, No. 2 (Apr., 1998), pp. 225-241
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Individuals experiencing intense emotional states often report feeling out of control or acting against their long-term interests.
“Individuals experiencing such intense emotional states often report feeling out of control or acting against their long-term interests (Baumeister et al., 1994; Bazerman et al., 1998; Loewenstein, 1996).”
From The Groupfeel syndrome: a theory of a counterproductive group emotion (2026) · cites this paper as Bazerman et al., 1998
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- Authors
- Bazerman, M. H., Tenbrunsel, A. E., & Wade-Benzoni, K.
- Affiliations
- Northwestern University (US)
- University of Notre Dame (US)
- ORCID
- Bazerman, Max H.
- Venue
- The Academy of Management Review
- Publisher
- Academy of Management
- Published
- 1998-04
- Volume
- 23
- Issue
- 2
- Pages
- 225
- ISSN
- 0363-7425 (ISSN-L)
- OpenAlex
- W2099084431
- Cited by
- 510
- References
- 74
- Citations by year
- 2026: 9 · 2025: 11 · 2024: 11 · 2023: 15 · 2022: 21 · 2021: 33 · 2020: 25 · 2019: 63 · 2018: 30 · 2017: 27 · 2016: 36 · 2015: 20 · 2014: 22 · 2013: 24 · 2012: 27
- FWCI
- 6.96
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Academy of Management Review (publishedVersion)
- Topics
- Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
- Social Sciences › Sociology and Political Science › Conflict Management and Negotiation
- Social Sciences › Decision Sciences › Management Science and Operations Research › Leadership, Behavior, and Decision-Making Studies
- Keywords
- decision-making, self-negotiation, self-deception, cognitive dissonance
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