反生产工作行为/Counterproductive work behavior

「释义」

反生产工作行为是指故意违背组织合法利益的员工行为。

反生产工作行为会伤害组织或组织中利益相关者的利益，包括员工和客户。

「应用场景」

高风险的谈判令人焦虑。因此交易者会将注意力集中于（感知到的）威胁上，而不是去发现所有可能的筹码形式，并广泛地考虑选择。这种情况下，谈判者更有可能做出糟糕的策略选择，要么屈从于对方的压力，要么不经意间导致自己最担心的事情发生。

High-stakes negotiations tend to produce a lot of anxiety. This leads dealmakers to focus on (perceived) threats rather than identify all possible forms of leverage and think expansively about options. When that happens, negotiators are more likely to make poor tactical choices, either giving in to pressure from the other side or inadvertently causing their own worst fears to come to pass.

战略性的谈判方法，不仅仅是在合作和竞争之间做出非此即彼的选择，从这种二元角度进行思考几乎总是反生产。评估与同一谈判对象每次谈判之间的联系，仔细审视谈判的问题和范围是否需要调整，关注何时以及如何最有效地沟通，这样可以获得更多的价值。

A strategic negotiation approach involves more than choosing a cooperative or competitive posture, and thinking in such binary terms is almost always counterproductive. Assessing connections between one negotiation and others with the same party over time (and even with other parties), taking a hard look at whether they’re negotiating about the right things, and focusing on when and how to most effectively engage with the other side will unlock far more value for dealmakers.

以上文字选自《哈佛商业评论》中文版2020年8月刊《你有谈判策略吗》

乔纳森·休斯（Jonathan Hughes）丹尼·厄特尔（Danny Ertel）丨文

马冰仑 丨编辑