Communications of the ACM
Myths About Workplace Negotiations
Employees and organizations are complex human beings and entities. But when it comes to things like hiring, negotiations, and fostering creativity, there is a tendency to reject such complexity and see things as "either-or" or "winner vs. losers."
That all-or-nothing mentality, known as the zero-sum mindset, can adversely affect organizations at every level, says Rellie Derfler-Rozin, an associate professor at the Robert H. Smith School of Business at the University of Maryland.
Zero-sum thinking "may lead to a lot of errors and biases," Derfler-Rozin says. "We have to try to embrace complexity rather than regard everything as either 'this or that.'"
Derfler-Rozin has studied the mindset's impact on hiring decisions and salary negotiations. "Candidates can be and often are interested in salary and benefits while also caring about doing a good job with the work itself," she says.
A zero-sum mindset can be combated through purposeful and mindful actions to enhance organizational outcomes, she says.
From University of Maryland
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