Decision Making as a Function of Self and others

Abstract

Subjects read short scenarios involving a conflict of whether to sell or lease a business that they inherited. They were asked to rank points of arguments, for and against to selling or leasing as if (1) they were personally involved in the conflict or (2) they were to support one or the other position taken by a protagonist(s). Some points of argument were responded to differently as a function of one or the other orientations.