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Win–win denial : the psychological underpinnings of zero-sum thinking
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Johnson, Samuel G. B., Zhang, Jiewen and Keil, Frank C. (2022) Win–win denial : the psychological underpinnings of zero-sum thinking. Journal of Experimental Psychology: General, 151 (2). pp. 455-474. doi:10.1037/xge0001083 ISSN 0096-3445.
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Official URL: https://doi.org/10.1037/xge0001083
Abstract
A core proposition in economics is that voluntary exchanges benefit both parties. We show that people often deny the mutually beneficial nature of exchange, instead espousing the belief that one or both parties fail to benefit from the exchange. Across 4 studies (and 8 further studies in the Supplementary Materials), participants read about simple exchanges of goods and services, judging whether each party to the transaction was better off or worse off afterwards. These studies revealed that win–win denial is pervasive, with buyers consistently seen as less likely to benefit from transactions than sellers. Several potential psychological mechanisms underlying win–win denial are considered, with the most important influences being mercantilist theories of value (confusing wealth for money) and theory of mind limits (failing to observe that people do not arbitrarily enter exchanges). We argue that these results have widespread implications for politics and society.
| Item Type: | Journal Article | ||||||||
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| Subjects: | B Philosophy. Psychology. Religion > BF Psychology H Social Sciences > H Social Sciences (General) J Political Science > JA Political science (General) |
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| Divisions: | Faculty of Science, Engineering and Medicine > Science > Psychology | ||||||||
| Journal or Publication Title: | Journal of Experimental Psychology: General | ||||||||
| Publisher: | American Psychological Association | ||||||||
| ISSN: | 0096-3445 | ||||||||
| Official Date: | February 2022 | ||||||||
| Dates: |
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| Volume: | 151 | ||||||||
| Number: | 2 | ||||||||
| Page Range: | pp. 455-474 | ||||||||
| DOI: | 10.1037/xge0001083 | ||||||||
| Status: | Peer Reviewed | ||||||||
| Publication Status: | Published | ||||||||
| Reuse Statement (publisher, data, author rights): | ©American Psychological Association, 2021. This paper is not the copy of record and may not exactly replicate the authoritative document published in the APA journal. Please do not copy or cite without author's permission. The final article is available, upon publication, at:https://doi.org/10.1037/xge0001083 | ||||||||
| Access rights to Published version: | Restricted or Subscription Access | ||||||||
| Date of first compliant deposit: | 13 April 2021 | ||||||||
| Date of first compliant Open Access: | 6 July 2021 | ||||||||
| Related URLs: | |||||||||
| Open Access Version: |
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