The DOI matches its Crossref record; 73 of the 74 references it cites were found in a registry or an index.
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
Overview
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
Claims other papers make about this one
Each is checked against this paper’s own text: does it say what the citing paper says it does?
In the citing paper
“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
Citations
Cites
Prospect Theory: An Analysis of Decision under Risk
Kahneman, D., & Tversky, A. (1979) · Econometrica · doi:10.2307/1914185 · Cited by 48,524
Prospect theory: An analysis of decision under risk
Kahneman, D. J., & Tversky, A. (1988) · Cambridge University Press eBooks · doi:10.1017/cbo9780511609220.014 · Cited by 32,720
Tversky, A., & Kahneman, D. (1974) · Science · doi:10.1126/science.185.4157.1124 · Cited by 28,810
Judgment under Uncertainty: Heuristics and Biases
Tversky, A., & Kahneman, D. (1975) · Utility, Probability, and Human Decision Making · doi:10.1007/978-94-010-1834-0_8 · Cited by 22,650
The Standard Edition of the Complete Psychological Works of Sigmund Freud
Freud, S. (1953) · Cited by 17,730
Mead, G. H., Joas, H., Huebner, D. R., & Morris, C. W. (2015) · University of Chicago Press eBooks · doi:10.7208/chicago/9780226112879.001.0001 · Cited by 12,419
Research in Organizational Behavior.
Grimes, A. J., Cummings, L. L., & Staw, B. M. (1986) · Administrative Science Quarterly · doi:10.2307/2392975 · Cited by 11,303
The Social Psychology of Procedural Justice
Lind, E. A., & Tyler, T. R. (1988) · Critical Issues in Social Justice · doi:10.1007/978-1-4899-2115-4 · Cited by 6,585
Parfit, D. (1986) · Princeton University Press eBooks · doi:10.1093/019824908x.001.0001 · Cited by 5,803
Toward a positive theory of consumer choice
Thaler, R. H. (1980) · Journal of Economic Behavior & Organization · doi:10.1016/0167-2681(80)90051-7 · Cited by 5,796
Human Nature and the Social Order
Cooley, C. H. (2017) · Routledge eBooks · doi:10.4324/9780203789513 · Cited by 4,847
(2010) · American Economic Review · doi:10.1257/aer.100.1.i · Cited by 4,572
Rogers, C. R. (1961) · Cited by 4,342
Norm theory: Comparing reality to its alternatives.
Kahneman, D. J., & Miller, D. T. (1986) · Psychological Review · doi:10.1037/0033-295x.93.2.136 · Cited by 3,247
Human Nature and the Social Order
Ginsberg, M. (1941) · Nature · doi:10.1038/148351a0 · Cited by 3,167
Rational Fools: A Critique of the Behavioral Foundations of Economic Theory
Sen, A. K. (1977) · Philosophy & Public Affairs · Cited by 3,157
Myopia and Inconsistency in Dynamic Utility Maximization
Strotz, R. H. (1955) · The Review of Economic Studies · doi:10.2307/2295722 · Cited by 2,834 · cited 2×
“understand this problem (Ainslie, 1975, 1992; Sen, 1977; Strotz, 1956; Winston, 1980) and, by investing substantial effort and providing religious rhetoric, to deny its existence (Stigler &”
BackgroundResultMyopia and Inconsistency in Dynamic Utility Maximization
Strotz, R. H. (1973) · doi:10.1007/978-1-349-15492-0_10 · Cited by 2,803
Specious reward: A behavioral theory of impulsiveness and impulse control.
Ainslie, G. (1975) · Psychological Bulletin · doi:10.1037/h0076860 · Cited by 2,708
Warnock, M., & Journal, I. P. (1990) · Irish Philosophical Journal · doi:10.5840/irishphil199071/21 · Cited by 2,625
Out of Control: Visceral Influences on Behavior
Loewenstein, G. (1996) · Organizational Behavior and Human Decision Processes · doi:10.1006/obhd.1996.0028 · Cited by 2,610 · cited 7×
“We posit that these differences in preferences occur because the should self dominates when decision makers are looking toward the future, but the want self, triggered by the immediacy of rewards, dominates at the point of the decision (Loewenstein, 1996).”
BackgroundResultInfluentialThe Art and Science of Negotiation.
Hey, J. D., & Raiffa, H. (1984) · Economica · doi:10.2307/2554559 · Cited by 2,463
Nebraska Symposium on Motivation, 1961
Whitehorn, J. C. (1963) · American Journal of Psychiatry · doi:10.1176/ajp.119.9.904 · Cited by 2,361
De gustibus non est disputandum
Stigler, G. J., & Becker, G. S. (2010) · Idées économiques et sociales · doi:10.3917/idee.159.0054 · Cited by 2,301
Judgment in Managerial Decision Making
Bazerman, M. H. (1986) · Digital Commons - USU (Utah State University) · Cited by 2,250
Self-citationAn economic theory of self-control.
Thaler, R. H., & Shefrin, H. M. (1981) · Journal of Political Economy · doi:10.1086/260971 · Cited by 2,203
Tangney, J. P., & Dearing, R. L. (2002) · Medical Entomology and Zoology · Cited by 2,063
Theories of cognitive consistency : a sourcebook
Abelson, R. P. (1969) · Medical Entomology and Zoology · Cited by 2,002
Decision Analysis: Introductory Lectures on Choices Under Uncertainty.
Klevorick, A. K., & Raiffa, H. (1969) · The Journal of Finance · doi:10.2307/2325714 · Cited by 1,926
Morvan, C., & Jenkins, W. J. (2017) · Macat Library eBooks · doi:10.4324/9781912282562 · Cited by 1,891
THE BEHAVIORAL LIFE‐CYCLE HYPOTHESIS
Shefrin, H., & Thaler, R. H. (1988) · Economic Inquiry · doi:10.1111/j.1465-7295.1988.tb01520.x · Cited by 1,813
Choice Based on Reasons: The Case of Attraction and Compromise Effects
Simonson, I. (1989) · Journal of Consumer Research · doi:10.1086/209205 · Cited by 1,790
Contingent weighting in judgment and choice.
Tversky, A., Sattath, S., & Slovic, P. (1988) · Psychological Review · doi:10.1037/0033-295x.95.3.371 · Cited by 1,624
An Economic Theory of Self-Control
Shefrin, H., & Thaler, R. H. (1977) · National Bureau of Economic Research · doi:10.3386/w0208 · Cited by 1,596
Sidgwick, H. (1962) · Palgrave Macmillan UK eBooks · doi:10.1007/978-1-349-81786-3 · Cited by 1,450
Thinking too much: Introspection can reduce the quality of preferences and decisions.
Wilson, T. D., & Schooler, J. W. (1991) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.60.2.181 · Cited by 1,417
Motivational and emotional controls of cognition
Simon, H. A. (1967) · Psychological Review · doi:10.1037/h0024127 · Cited by 1,410
Rational choice in an uncertain world
Dawes, R. M., & Kagan, J. (1988) · Medical Entomology and Zoology · Cited by 1,291
Mental contamination and mental correction: Unwanted influences on judgments and evaluations.
Wilson, T. D., & Brekke, N. (1994) · Psychological Bulletin · doi:10.1037/0033-2909.116.1.117 · Cited by 1,157
Ideal versus ought predilections for approach and avoidance distinct self-regulatory systems.
Higgins, E. T., Roney, C. J. R., Crowe, E., & Hymes, C. (1994) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.66.2.276 · Cited by 970
(2018) · AEA Papers and Proceedings · doi:10.1257/pandp · Cited by 872
The Art and Science of Negotiation
Dickinson, R., & Raiffa, H. (1983) · Journal of Marketing · doi:10.2307/1251205 · Cited by 854
Hsee, C. K., Loewenstein, G. F., Blount, S., & Bazerman, M. H. (1999) · Psychological Bulletin · doi:10.1037//0033-2909.125.5.576 · Cited by 840
Self-citationThe Causes of Preference Reversal
Tversky, A., Slovic, P., & Kahneman, D. J. (2006) · Cambridge University Press eBooks · doi:10.1017/cbo9780511618031.009 · Cited by 750
Maintaining Norms about Expressed Emotions: The Case of Bill Collectors
Sutton, R. I. (1991) · Administrative Science Quarterly · doi:10.2307/2393355 · Cited by 682
Zahn, G. C., & Wylie, R. C. (1962) · The American Catholic Sociological Review · doi:10.2307/3708588 · Cited by 676
Introspecting about Reasons can Reduce Post-Choice Satisfaction
Wilson, T. D., Lisle, D. J., Schooler, J. W., Hodges, S. D., Klaaren, K. J., & LaFleur, S. J. (1993) · Personality and Social Psychology Bulletin · doi:10.1177/0146167293193010 · Cited by 612
Self-Consistency; A Theory of Personality
Lecky, P. (1946) · The American Journal of Psychology · doi:10.2307/1416845 · Cited by 587
Self and identity : psychosocial perspectives
YARDLEY, K. M., & HONESS, T. M. (1987) · Wiley eBooks · Cited by 542
Image Theory: Decision Making in Personal and Organizational Contexts.
Boothroyd, H., & Beach, L. R. (1991) · Journal of the Operational Research Society · doi:10.1057/jors.1991.87 · Cited by 523
Psychological sources of ambiguity avoidance
Curley, S. P., Yates, J. F., & Abrams, R. A. (1986) · Organizational Behavior and Human Decision Processes · doi:10.1016/0749-5978(86)90018-x · Cited by 523
(1984) · Medical Entomology and Zoology · Cited by 385
Self-Consistency, a Theory of Personality.
Hartmann, G. W. (1946) · Psychological Bulletin · doi:10.1037/h0050877 · Cited by 383
Determinants of stated willingness to pay for public goods: A study in the headline method
Kahneman, D. J., & Ritov, I. (1994) · Journal of Risk and Uncertainty · doi:10.1007/bf01073401 · Cited by 357
Attribute-Task Compatibility as a Determinant of Consumer Preference Reversals
Nowlis, S. M., & Simonson, I. (1997) · Journal of Marketing Research · doi:10.2307/3151859 · Cited by 336
Stated Willingness to Pay for Public Goods: A Psychological Perspective
Kahneman, D. J., Ritov, I., Jacowitz, K. E., & Grant, P. M. (1993) · Psychological Science · doi:10.1111/j.1467-9280.1993.tb00570.x · Cited by 295
Elastic Justification: How Unjustifiable Factors Influence Judgments
Hsee, C. K. (1996) · Organizational Behavior and Human Decision Processes · doi:10.1006/obhd.1996.0043 · Cited by 268
Motivational factors in decision theories: The role of self-protection.
Larrick, R. P. (1993) · Psychological Bulletin · doi:10.1037/0033-2909.113.3.440 · Cited by 260
Bazerman, M. H., Loewenstein, G. F., & White, S. B. (1992) · Administrative Science Quarterly · doi:10.2307/2393222 · Cited by 255
Self-citationElastic Justification: How Tempting but Task-Irrelevant Factors Influence Decisions
Hsee, C. K. (1995) · Organizational Behavior and Human Decision Processes · doi:10.1006/obhd.1995.1054 · Cited by 247
Discount Functions and the Measurement of Patients' Values
Christensen-Szalanski, J. J. J. (1984) · Medical decision making · doi:10.1177/0272989x8400400108 · Cited by 238
Winston, G. C. (1980) · Journal of Economic Behavior & Organization · doi:10.1016/0167-2681(80)90009-8 · Cited by 224
Preference reversals and the measurement of environmental values
Irwin, J. R., Slovic, P., Lichtenstein, S., & McClelland, G. H. (1993) · Journal of Risk and Uncertainty · doi:10.1007/bf01065347 · Cited by 197
Research in experimental economics
(2010) · Research in experimental economics · doi:10.1108/s0193-2306(2010)0000013013 · Cited by 179
Strategy and ChoicePreprint
Zeckhauser, R. (1991) · RePEc: Research Papers in Economics · Cited by 173
Weakness of Will and the Free-Rider Problem
Elster, J. (1985) · Economics and Philosophy · doi:10.1017/s0266267100002480 · Cited by 154
Bazerman, M. H., Schroth, H. A., Shah, P. P., Diekmann, K. A., & Tenbrunsel, A. E. (1994) · Organizational Behavior and Human Decision Processes · doi:10.1006/obhd.1994.1088 · Cited by 92
Self-citationRationality, allocation, And reproduction
Walsh, V. C. (1996) · doi:10.1093/oso/9780198287728.001.0001 · Cited by 69
Rationality, Allocation, and Reproduction
Hands, D. W., & Walsh, V. C. (1998) · Southern Economic Journal · doi:10.2307/1060795 · Cited by 56
Patient compliance behavior: The effects of time on patients' values of treatment regimens
Christensen-Szalanski, J. J. J., & Northcraft, G. B. (1985) · Social Science & Medicine · doi:10.1016/0277-9536(85)90100-5 · Cited by 51
Ideals, the ego ideal, and the ideal self.
Schafer, R. (1967) · PubMed · Cited by 35
Rationality as self-interest versus rationality as present aims
Walsh, V. C. (1994) · American Economic Review · Cited by 27
The Dysfunctional Aspects of Environmental Standards
Tenbrunsel, A. E., Wade‐Benzoni, K. A., Messick, D. M., & Bazerman, M. H. (1997) · Cited by 18
Self-citation
Cited by
Sorted by citations
Gawronski, B., & Bodenhausen, G. V. (2006) · Psychological Bulletin · doi:10.1037/0033-2909.132.5.692 · Cited by 2,756
Consumer Choice between Hedonic and Utilitarian Goods
Dhar, R., & Wertenbroch, K. (2000) · Journal of Marketing Research · doi:10.1509/jmkr.37.1.60.18718 · Cited by 2,239
Neuroeconomics: How Neuroscience Can Inform Economics
Camerer, C. F., Loewenstein, G. F., & Prelec, D. (2005) · Journal of Economic Literature · doi:10.1257/0022051053737843 · Cited by 2,215
Grant, A. M. (2008) · Journal of Applied Psychology · doi:10.1037/0021-9010.93.1.48 · Cited by 1,986
Justification effects on consumer choice of hedonic and utilitarian goods.
Okada, E. M. (2005) · Journal of Marketing Research · doi:10.1509/jmkr.42.1.43.56889 · Cited by 1,069
Metadata
- 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 › Business, Management and Accounting › Organizational Behavior and Human Resource Management › 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
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
