153. The Zero-Sum Bias in All Of Us
One of my weaknesses is the trust I put in people. From the outset, I assume everybody is well-intentioned. I continue with that assumption until such time as they prove to me otherwise.
When I am in contract negotiations, my goal is to strive for an outcome in which everybody wins. I like having a win-win mentality.
The negotiations I find most frustrating are those in which I’m striving for a win-win while the other party believes in a zero-sum outcome.
In the words of Rodney King, “why can’t we all just get along.”
Zero-Sum Bias
A zero-sum mentality is one in which you believe that in order for one person to win, another must lose.
Poker, for instance, is a zero-sum game. The only way somebody wins money is if all the other players lose money. One person gaining $100 means others lost $100. Zero-sum.
Humans - and animals - have an innate tendency towards a zero-sum bias. This means that we innately see situations in zero-sum terms, even those which aren’t actually zero-sum scenarios.
This bias has helped lifeforms survive for millennia.
Animals in a herd will often let the weakest trail behind. Why? Because if the weak get eaten by predators, it’s another day when the strong can survive (and progenerate). Zero-sum bias.
Similarly, when going to a movie, my wife and I have to eat from separate popcorns. If we share one, my zero-sum bias gets inflamed. Every kernel of popcorn she eats becomes one less popcorn kernel for me. You don’t want to get between me and a tub of popcorn.
Are they all truly zero-sum situations? Well, not really. That’s where the bias comes in.
In The Workplace and In Your Head
I guarantee that zero-sum bias plays a part in your life. The question is whether or not you are aware of it.
Gender hierarchies in the workplace are perceived with zero sum bias.
That feeling of anger you get when somebody else receives accolades and you don’t? That’s probably rooted in zero-sum bias.
Racism is also a zero-sum game if your belief is that every job an immigrant takes, means one less job for an American.
Are you and a colleague gunning for the same promotion? There’s probably a zero-sum bias playing out in that scenario as well.
To understand how you are being biased, the first step is exploring scenarios you perceive as zero-sum.
So tell me, where’s your zero-sum bias?