MANAGERS: THINK TWICE BEFORE SETTING PERFORMANCE 토토사이트 확인 FOR NEGOTIATORS
the Program on Negotiation at Harvard Law School(www.pon.harvard.edu)
To encourage the negotiators they supervise to do their best, managers routinely rely on performance benchmarks, the promise of bonuses and other types of 토토사이트 확인. But before you engage in further goal setting, consider the following real-life disasters:
-- Under the leadership of turnaround expert Q.T. Wiles, quarterly earnings 토토사이트 확인 became a companywide obsession at disk drive manufacturer MiniScribe in the 1980s. In just one example of the unethical behavior inspired by the race for higher earnings, employees shipped bricks disguised as hard drives. Rampant fraud was revealed, and MiniScribe went bankrupt.
-- In the early 1990s, Sears, Roebuck and Co. gave its auto repair staff the goal of achieving $147 per hour in sales. To reach this challenging goal, staff overcharged for work and made unnecessary repairs. The scandal broke, and Sears' reputation suffered for years.
-- In the years leading up to its collapse, energy-trading company Enron promised its salespeople large bonuses for meeting challenging revenue 토토사이트 확인. This focus on revenue rather than profit contributed to widespread fraud and, ultimately, to the firm's downfall.
Far from being a cure-all, negotiation 토토사이트 확인 can trigger a variety of destructive behaviors, write professors Lisa D. Ordonez (University of Arizona), Maurice E. Schweitzer (University of Pennsylvania), Adam D. Galinsky (Northwestern University) and Max H. Bazerman (Harvard University) in a new article in the Academy of Management Perspectives.
Hundreds of research experiments suggest that setting specific, challenging 토토사이트 확인 can inspire employees and improve organizational results. But these findings, achieved in controlled settings, fail to account for the pressures and temptations of the real world. Specific, challenging 토토사이트 확인 can lead to a number of problems, according to Ordonez and colleagues, including these four:
1. Focusing too closely. 토토사이트 확인 focus our attention on a task, research has shown. Unfortunately, close focus can cause us to overlook other important issues and tasks. When a division rewards employees for meeting short-term sales targets, for example, those employees are likely to overlook other crucial 토토사이트 확인, such as improving customer satisfaction, that will help the organization thrive over the long term.
2. Taking too many risks. Managers are often advised to set 토토사이트 확인 that are challenging enough to motivate negotiators to work as hard as possible but not so tough that employees see no point in trying. This argument ignores the fact that such "stretch 토토사이트 확인" tend to encourage risky behavior. In one study, professors Richard Larrick (Duke University), Chip Heath (Stanford University) and George Wu (University of Chicago) found that such 토토사이트 확인 motivated negotiators to make large demands that destroyed value.
3. Behaving unethically. As our opening stories vividly illustrate, 토토사이트 확인 can cause employees to make decisions that are not only risky, but also unethical. By encouraging negotiators to focus on ends rather than means, goal setting creates an organizational climate ripe for unlawful and immoral behavior.
토토사이트 확인 can trigger two types of cheating behavior, write Ordonez and her co-authors. First, negotiators may resort to unethical methods to reach their 토토사이트 확인, such as lying or making false promises to their counterparts. Second, negotiators who fall short of their 토토사이트 확인 may misrepresent their performance to their employers and clients -- by fudging sales numbers or misreporting on their time sheets, for example.
4. Failing to learn and cooperate. Intense focus on narrow 토토사이트 확인 can keep negotiators from seeing the big picture. As a result, 토토사이트 확인 may distract them from absorbing broader lessons they could apply to future negotiations, research suggests. In addition, negotiators may be tempted to adopt competitive strategies rather than cooperative ones to meet challenging 토토사이트 확인 and, as a result, miss out on opportunities to create value for their organizations in the process.
Given the many pitfalls of 토토사이트 확인, managers would be wise to think long and hard before using them.
15,000개의 아티클을 제대로 즐기는 방법
가입하면, 한 달 무료!
걱정마세요. 언제든 해지 가능합니다.
토토사이트 순수익 TECHNOLOGIES: A CHINESE TR토토사이트 순수익L BLAZER IN AFRICA | 글로벌리포트 | 토토사이트 순수익
토토사이트 마블 글로벌리포트 | DBR
RE-SKILLING 토토사이트 슈퍼맨 FOR THE NEW GLOBAL 토토사이트 슈퍼맨 ECONOMY | 글로벌리포트 | 토토사이트 슈퍼맨
인기기사
회원 가입만 해도, 토토사이트 확인 월정액 서비스 첫 달 무료!
15,000여 건의 토토사이트 확인 콘텐츠를 무제한으로 이용하세요.