Projection Errors at Work

One class of errors in judgment is what psychologists call projection errors. A projection error is the unconscious assumption that others think, feel, judge, or perceive more or less what we do. For instance, those who drink (abstain from) alcohol tend to overestimate (underestimate) the drinking habits of others. This phenomenon is common, but we tend to underestimate its importance at work.

Underestimating the incidence of projection errors is itself a projection error. For instance, those who believe that they make our work-related decisions only on solid, legitimate bases tend to believe that others do, too. On the other hand, those who believe that at times it is necessary to make decisions on more "convenient" bases, regard those who make only principled choices as weak and naïve. Because the more ruthless among us want to see themselves as strong, they project their own "weakness" on others, and conclude that most people operate in a straightforward manner. From whichever side of the fence we view our colleagues, we see their choices as relatively freer of projection errors than they actually are.

Here are three examples of situations in which projection errors tend to occur at work.

Negotiation

In negotiations, the assumption that the negotiation partner behaves rationally (by our own lights) is a common form of the error. For example, when we "sweeten" an offer, using incentives we believe will be attractive, we rarely consider the possibility that external constraints unrelated to the negotiation might prevent the acceptance of any offer whatsoever. When our offers are rejected, we label the rejections as irrational.

Keep an open mind about the motives of and constraints upon negotiation partners.

Performance reviews

Keep an open mind about
the motives of and constraints
upon negotiation partners

In performance reviews, the supervisor is at risk of making a projection error when some aspect of the subordinate's behavior happens to match a weakness of the supervisor. As a defense against his or her own feelings of fallibility, the supervisor might then "ding" the subordinate for the behavior that the supervisor unconsciously exhibits.

When undertaking a performance review, meditate on similarities between yourself and your subordinate. When you find a shared weakness, be especially alert to projection errors.

Workplace politics

Most of us, from time to time, have dark motives we hold in check, and dark thoughts on which we do not act. We feel bad about them, and sometimes we have uncomfortable feelings about them. To protect ourselves from this discomfort, we sometimes project these dark thoughts onto others. We attribute dark motives to rivals, whether or not we have evidence for such motives. Relationships suffer.

Your enemy might not really be your enemy. You might just be having difficulty with a part of yourself.

Projection errors abound elsewhere, too. To detect a possible projection error, look for strong reactions to people — positive or negative. When you find one, consider the possibility that the two of you share something of which you might not be fully aware.  Top    Next Issue

Is every other day a tense, anxious, angry misery as you watch people around you, who couldn't even think their way through a game of Jacks, win at workplace politics and steal the credit and glory for just about everyone's best work including yours? Read 303 Secrets of Workplace Politics, filled with tips and techniques for succeeding in workplace politics. More info

Your comments are welcome

About Point Lookout

Thank you for reading this article. I hope you enjoyed it and found it useful, and that you'll consider recommending it to a friend.

This article in its entirety was written by a human being. No machine intelligence was involved in any way.

Point Lookout is a free weekly email newsletter. Browse the archive of past issues. Subscribe for free.

Support Point Lookout by joining the Friends of Point Lookout, as an individual or as an organization.

Do you face a complex interpersonal situation? Send it in, anonymously if you like, and I'll give you my two cents.

Related articles

More articles on Workplace Politics:

Ten Tactics for Tough Times: II

When you find yourself in a tough spot politically, what can you do? Most of us obsess about the situation for a while, and then if we still have time to act, we do what seems best. Here's Part II of a set of approaches that can organize your thinking and shorten the obsessing.

How to Avoid a Layoff: Your Situation

These are troubled economic times. Layoffs are becoming increasingly common. Here are some tips for positioning yourself in the organization to reduce the chances that you will be laid off.

High Falutin' Goofy Talk: III

Workplace speech and writing sometimes strays into the land of pretentious but overused business phrases, which I like to call "high falutin' goofy talk." We use these phrases with perhaps less thought than they deserve, because they can be trite or can evoke indecorous images. Here's Part III of a collection of phrases and images to avoid.

Appearance Anti-patterns: II

When we make decisions based on appearance we risk making errors. We create hostile work environments, disappoint our customers, and create inefficient processes. Maintaining congruence between the appearance and the substance of things can help.

Self-Importance and Conversational Narcissism at Work: I

Conversational narcissism is a set of behaviors that participants use to focus the exchange on their own self-interest rather than the shared objective. This post emphasizes the role of these behaviors in advancing the participant's sense of self-importance.

See also Workplace Politics and Workplace Politics for more related articles.

Forthcoming issues of Point Lookout

Coming September 4: Beating the Layoffs: I

If you work in an organization likely to conduct layoffs soon, keep in mind that exiting voluntarily before the layoffs can carry significant advantages. Here are some that relate to self-esteem, financial anxiety, and future employment. Available here and by RSS on September 4.

And on September 11: Beating the Layoffs: II

If you work in an organization likely to conduct layoffs soon, keep in mind that exiting voluntarily can carry advantages. Here are some advantages that relate to collegial relationships, future interviews, health, and severance packages. Available here and by RSS on September 11.

Coaching services

I offer email and telephone coaching at both corporate and individual rates. Contact Rick for details at rbrenyrWpTxHuyCrjZbUpner@ChacnoFNuSyWlVzCaGfooCanyon.com or (650) 787-6475, or toll-free in the continental US at (866) 378-5470.

Get the ebook!

Past issues of Point Lookout are available in six ebooks:

• Get 2001-2 in Geese Don't Land on Twigs (PDF, )
• Get 2003-4 in Why Dogs Wag (PDF, )
• Get 2005-6 in Loopy Things We Do (PDF, )
• Get 2007-8 in Things We Believe That Maybe Aren't So True (PDF, )
• Get 2009-10 in The Questions Not Asked (PDF, )
• Get all of the first twelve years (2001-2012) in The Collected Issues of Point Lookout (PDF, )

Are you a writer, editor or publisher on deadline? Are you looking for an article that will get people talking and get compliments flying your way? You can have 500-1000 words in your inbox in one hour. License any article from this Web site. More info