What We Want to Do Versus What We Think We Should Do: An Empirical Investigation of Intrapersonal Conflict

Journal of Behavioral Decision Making

Volumn 15, Issue 5, 2002, Pages 403-418

  O'Connor, Kathleen M ^a   De Dreu, Carsten K W ^d   Schroth, Holly ^f   Barry, Bruce ^b   Lituchy, Terri R ^e   Bazerman, Max H ^c  

^a SAS Institute Inc   (United States)

^b VANDERBILT UNIVERSITY   (United States)

^c HARVARD BUSINESS SCHOOL   (United States)

^d UNIVERSITY OF AMSTERDAM   (Netherlands)

^e CALIFORNIA POLYTECHNIC STATE UNIVERSITY   (United States)

^f UNIVERSITY OF CALIFORNIA   (United States)

Author keywords

Intrapersonal conflict; Negotiation; Should; Time; Ultimatum game; Want

Indexed keywords

EID: 0036449509     PISSN: 08943257     EISSN: None     Source Type: Journal    
DOI: 10.1002/bdm.426     Document Type: Article

References (40)

1. Allred, K. G., Mallozzi, J. S., Matsui, F., & Raia, C. P. (1997). The influence of anger and compassion on negotiation performance. Organizational Behavior and Human Decision Processes, 70, 175-187.
2. Barry, B., & Oliver, R. L. (1996). Affect in dyadic negotiation: a model and propositions. Organizational Behavior and Human Decision Processes, 67, 127-143.
3. Bazerman, M. H. (2002). Judgment in managerial decision making (5th edn). New York: Wiley.
4. Bazerman, M. H., & Neale, M. A. (1983). Heuristics in negotiation: limitations to dispute resolution effectiveness. In M. H. Bazerman, & R. J. Lewicki (Eds.), Negotiating in organizations. Beverly Hills, CA: Sage.
5. Bazerman, M. H., Tenbrunsel, A. E., & Wade-Benzoni, K. A. (1998). Negotiating with yourself and losing: making decisions with competing internal preferences. Academy of Management Review, 23, 225-241.
6. Blount, S., & Bazerman, M. H. (1996). The inconsistent evaluation of comparative payoffs in labor supply and bargaining. Journal of Economic Behavior and Organizations, 891, 1-14.
7. Brett, J. M. (2001). Negotiating globally: How to negotiate deals, resolve disputes, and make decisions across cultural boundaries. San Francisco, CA: Jossey-Bass.
8. Carnevale, P. J. D., & Isen, A. M. (1986). The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation. Organizational Behavior and Human Decision Processes, 37, 1-13.
9. Coombs, C. H., & Avrunin, G. S. (1988). The structure of conflict. Hillsdale, NJ: Erlbaum.
10. De Dreu, C. K. W., Harinck, F., & Van Vianen, A. E. M. (1999). Conflict and performance in groups and organizations. In C. L. Cooper, & I. Robertson (Eds.), International review of industrial and organizational psychology (Vol. 14, pp. 369-414). Chichester: Wiley.
11. Erikson, E. H. (1963). Childhood and society (2nd edn). New York: Norton. (Original work published 1950.)
12. Freud, S. (1961). The ego and the id. In J. Strachey (Ed. and trans.), The standard edition of the complete psychological works of Sigmund Freud (Vol. 19, pp. 3-66). London: Hogarth Press. (Original work published 1923.)
13. Gilbert, D. T., Pinel, E. C., Wilson, T. D., Blumberg, S. J., & Wheatley, T. P. (1998). Immune neglect: a source of durability bias in affective forecasting. Journal of Personality and Social Psychology, 75, 617-638.
14. Gilovich, T., & Medvec, V. H. (1994). The temporal pattern to the experience of regret. Journal of Personality and Social Psychology, 67, 357-365.
15. Guth, W., Schmittberger, R., & Schwarze, B. (1982). An experimental analysis of ultimatum bargaining. Journal of Economic Behavior and Organization, 3, 367-388.
16. Higgins, E. T. (1987). Self-discrepancy: a theory relating self and affect. Psychological Review, 94, 319-340.
17. Klar, Y., Bar-Tal, D., & Kruglanski, A. W. (1988). Conflict as a cognitive schema: toward a social cognitive analysis of conflict and conflict termination. In W. Stroebe, A. W. Kruglanski, D. Bar-Tal, & M. Hewstone (Eds.), The social psychology of intergroup conflict: Theory, research, and applications. Berlin: Springer-Verlag.
18. Kleinbaum, D. G., Kupper, L. L., & Muller, K. E. (1988). Applied regression analysis and other multivariable methods (2nd edn). Boston, MA: PWS-Kent.
19. Lecky, P. (1961). Self-consistency: A theory of personality. New York: McGraw-Hill.
20. Lewin, K. (1935). A dynamic theory of personality. New York: McGraw-Hill.
21. Lewin, K. (1951). Field theory in social science. New York: Harper.
22. Loewenstein, G. (1996). Out of control: visceral influences on behavior. Organizational Behavior and Human Decision Processes, 65, 272-292.
23. Loewenstein, G., Nagin, D., & Paternoster, R. (1997). The effect of sexual arousal on expectations of sexual forcefulness. Journal of Research in Crime and Delinquency, 34, 443-473.
24. Markus, H., & Nurius, P. (1987). Possible selves. In K. M. Yardley, & T. M. Honess (Eds.), Self and identity: Psychosocial perspectives (pp. 157-172). New York: Wiley.
25. Mead, G. H. (1934). Mind, self, and society. Chicago: University of Chicago Press.
26. O'Connor, K. M., & Arnold, J. A. (2001). Distributive spirals: negotiation impasses and the moderating effects of disputant self-efficacy. Organizational Behavior and Human Decision Processes, 84, 148-176.
27. Piers, G., & Singer, M. B. (1971). Shame and guilt. New York: Norton.
28. Pillutla, M. M., & Murnighan, J. K. (1996). Unfairness, anger, and spite: emotional rejections of ultimatum offers. Organizational Behavior and Human Decision Processes, 68, 208-224.
29. Rogers, C. R. (1961). On becoming a person. Boston, MA: Houghton Mifflin.
30. Rosenthal, R., & Rosnow, R. (1984). Essentials of behavioral research. New York: McGraw-Hill.
31. Schafer, R. (1967). Ideals, the ego ideal, and the ideal self. In R. R. Holt (Ed.), Motives and thought: Psychoanalyst essays in honor of David Rapaport (pp. 15-30). New York: International Universities Press.
32. Schelling, T. C. (1980). The intimate contest for self-command. The Public Interest, 60, 94-118.
33. Schelling, T. C. (1982). Ethics, law, and the exercise of self-command. Lecture delivered at the University of Michigan, March.
34. Schelling, T. C. (1984). Choice and consequence: Perspectives of an errant economist. Cambridge, MA: Harvard University Press.
35. Schkade, D. A., & Kahneman, D. (1998). Does living in California make people happy? A focusing illusion in judgments of life satisfaction. Psychological Science, 9, 340-346.
36. Stevens, J. (1992). Applied multivariate statistics for the social sciences. Hillsdale, NJ: Erlbaum.
37. Thaler, R. (1980). Toward a positive theory of consumer choice. Journal of Economic Behavior and Organization, 1, 39-80.
38. Thompson, L. L. (2001). The mind and heart of the negotiator (2nd edn). Englewood Cliffs, NJ: Prentice Hall.
39. Wilson, T. D., Wheatley, T., Meyers, J. M., Gilbert, D. T., & Axsom, D. (2000). Focalism: a source of durability bias in affective forecasting. Journal of Personality and Social Psychology, 78, 821-836.
40. Wylie R.C. (1979). The Self Concept (Rev. Edn.). Lincoln: University of Nebraska Press.