「釋義」

反生產工作行為是指故意違背組織合法利益的員工行為。

反生產工作行為會傷害組織或組織中利益相關者的利益，包括員工和客戶。

「應用場景」

高風險的談判令人焦慮。因此交易者會將注意力集中于（感知到的）威脅上，而不是去發(fā)現(xiàn)所有可能的籌碼形式，并廣泛地考慮選擇。這種情況下，談判者更有可能做出糟糕的策略選擇，要么屈從于對方的壓力，要么不經意間導致自己最擔心的事情發(fā)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.

戰(zhàn)略性的談判方法，不僅僅是在合作和競爭之間做出非此即彼的選擇，從這種二元角度進行思考幾乎總是反生產。評估與同一談判對象每次談判之間的聯(lián)系，仔細審視談判的問題和范圍是否需要調整，關注何時以及如何最有效地溝通，這樣可以獲得更多的價值。

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.

以上文字選自《哈佛商業(yè)評論》中文版2020年8月刊《你有談判策略嗎》

喬納森·休斯（Jonathan Hughes）丹尼·厄特爾（Danny Ertel）丨文

馬冰侖?丨編輯?