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Resumo

This study delves into the enduring influence of egocentric bias within negotiation contexts despite fair settings. We investigate how individuals navigate the interplay between egocentric bias, justice mechanisms (i.e., procedural and retributive justice), and their impact on zero-sum thinking. Across three studies encompassing 947 participants from Japan and the UK, we explored these dynamics through simulated negotiation scenarios like car-trade deals and international environmental negotiations. Our findings reveal a robust egocentric bias, dominating judgments even when justice mechanisms are introduced. Negotiators tend to view personal gains as independent of losses incurred by others, hindering collaborative outcomes. Procedural fairness demonstrates a moderating effect, fostering perceptions of fairness and reducing zero-sum thinking in specific scenarios (car-trade). However, its influence diminishes in complex international contexts. Interestingly, retributive justice, intended to discourage non-cooperative behavior, backfires by intensifying punitive sentiments. Thus, it might have a non-desirable effect in some situations. This research offers valuable insights for academics and practitioners alike. It underscores the pervasiveness of egocentric bias in zero-sum thinking despite the presence of justice mechanisms. By highlighting these dynamics, the study paves the way for developing more effective negotiation strategies that promote cooperation and foster successful conflict resolution in real-world settings.

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