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
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“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
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
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