{"id":21521,"date":"2026-01-08T10:00:24","date_gmt":"2026-01-08T02:00:24","guid":{"rendered":"https:\/\/www.bschool.cuhk.edu.hk\/chi\/?p=21521"},"modified":"2026-09-17T19:44:48","modified_gmt":"2026-09-17T11:44:48","slug":"can-you-win-a-negotiation-but-lose-the-game","status":"publish","type":"post","link":"https:\/\/www.bschool.cuhk.edu.hk\/chi\/can-you-win-a-negotiation-but-lose-the-game\/","title":{"rendered":"\u8d0f\u5f97\u8ac7\u5224\u537b\u53ef\u80fd\u8f38\u6389\u5927\u5c40\uff1f"},"content":{"rendered":"<p>\u7121\u8ad6\u662f\u5e73\u65e5\u5728\u8857\u5e02\u8207\u5546\u8ca9\u8a0e\u50f9\u9084\u50f9\uff0c\u6216\u8207\u50f1\u4e3b\u722d\u53d6\u52a0\u85aa\uff0c\u4e43\u81f3\u9032\u884c\u4f75\u8cfc\u7b49\u91cd\u5927\u5546\u696d\u4ea4\u6613\uff0c\u4eba\u985e\u793e\u6703\u59cb\u7d42\u96e2\u4e0d\u958b\u8ac7\u5224\u3002\u672c\u8cea\u4e0a\u8ac7\u5224\u5c31\u662f\u5c0b\u627e\u4e00\u500b\u96d9\u65b9\u90fd\u80fd\u611f\u5230\u6709\u6536\u7a6b\u7684\u6298\u8877\u65b9\u6848\u3002<\/p>\n<p>\u4e00\u76f4\u4ee5\u4f86\uff0c\u5b78\u8853\u754c\u5c0d\u8ac7\u5224\u7684\u7814\u7a76\u4e3b\u8981\u805a\u7126\u65bc\u66ff\u4ee3\u65b9\u6848\u7684\u50f9\u503c\u5982\u4f55\u5f71\u97ff\u4ea4\u6613\u7d50\u679c\u3002\u4f8b\u5982\uff0c\u64c1\u6709\u66f4\u597d\u5f8c\u5099\u65b9\u6848\u7684\u4e00\u65b9\u5728\u8ac7\u5224\u4e2d\u6703\u4f54\u64da\u512a\u52e2\u3002\u7136\u800c\uff0c\u8fd1\u671f\u4e00\u9805\u7814\u7a76\u63ed\u793a\u4e86\u66f4\u6df1\u5c64\u7684\u56e0\u7d20\uff1a\u5f8c\u5099\u65b9\u6848\u7684\u4f86\u6e90\u4ea6\u53ef\u5c0d\u8ac7\u5224\u7522\u751f\u91cd\u5927\u5f71\u97ff\u3002<\/p>\n<p>\u5176\u4e2d\u4e00\u500b\u8457\u540d\u7684\u4f8b\u5b50\u662f\u6ce2\u58eb\u9813\u79d1\u5b78\uff08Boston Scientific\uff09\u8207\u5176\u7af6\u722d\u5c0d\u624b\u5f37\u751f\uff08Johnson &amp; Johnson\uff09\u6436\u8cfc\u91ab\u7642\u5100\u5668\u88fd\u9020\u5546Guidant \uff0c\u5169\u8005\u7d93\u6b77\u8fd1\u5169\u500b\u6708\u7684\u7af6\u8cfc\u6230\u5f8c\uff0c\u6ce2\u58eb\u9813\u79d1\u5b78\u7d42\u57282006\u5e74\u4ee5270\u5104\u7f8e\u5143\u6536\u8cfc\u50f9\u58d3\u5012\u5f37\u751f\uff0c\u6210\u529f\u5c07Guidant \u7d0d\u5165\u65d7\u4e0b \u3002\u60df\u4e0d\u5c11\u5206\u6790\u5e2b\u5747\u8a8d\u70ba\u6536\u8cfc\u50f9\u683c\u904e\u9ad8\uff0c\u5c24\u5176\u662fGuidant\u56e0\u7522\u54c1\u8cea\u91cf\u554f\u984c\u9032\u884c\u904e\u591a\u6b21\u56de\u6536\uff0c\u53ca\u5f8c\u6578\u5e74\u9593\u4ea6\u98fd\u53d7\u8a34\u8a1f\u53ca\u7f70\u6b3e\u7684\u56f0\u64fe\u3002\u986f\u7136\uff0c\u6ce2\u58eb\u9813\u79d1\u5b78\u70ba\u963b\u6b62\u5f37\u751f\u63a7\u5236\u5fc3\u8840\u7ba1\u91ab\u7642\u5668\u6750\u7684\u5e02\u5834\uff0c\u4e0d\u60dc\u4ed8\u51fa\u9ad8\u6602\u7684\u4ee3\u50f9\u3002<\/p>\n<p>\u8ac7\u5224\u4ee3\u8868\u7684\u76ee\u6a19\u4e00\u822c\u90fd\u662f\u8981\u70ba\u81ea\u5df1\u4e00\u65b9\u722d\u53d6\u6700\u5927\u5229\u76ca\u3002\u4f46\u5728\u4e0a\u8ff0\u6848\u4f8b\u4e2d\uff0c\u6ce2\u58eb\u9813\u79d1\u5b78\u77e5\u9053\u8ac7\u5224\u684c\u7684\u53e6\u4e00\u65b9\u624b\u4e0a\u5df2\u62ff\u8457\u7af6\u722d\u5c0d\u624b\u7684\u51fa\u50f9\uff0c\u722d\u52dd\u7684\u6c7a\u5fc3\u524a\u5f31\u4e86\u7406\u6027\u5224\u65b7\uff0c\u70ba\u963b\u6b62\u5c0d\u624b\u9054\u6210\u4ea4\u6613\u800c\u5728\u5c0d\u81ea\u8eab\u4e0d\u5229\u7684\u689d\u6b3e\u4e0a\u4f5c\u51fa\u8b93\u6b65\u3002<\/p>\n<figure id=\"attachment_21530\" aria-describedby=\"caption-attachment-21530\" style=\"width: 600px\" class=\"wp-caption alignnone\"><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-21530 size-full\" src=\"https:\/\/www.bschool.cuhk.edu.hk\/chi\/wp-content\/uploads\/shutterstock_2649494017.jpg\" alt=\"\" width=\"600\" height=\"400\" \/><figcaption id=\"caption-attachment-21530\" class=\"wp-caption-text\">\u8ac7\u5224\u4ee3\u8868\u7684\u76ee\u6a19\u4e00\u822c\u90fd\u662f\u8981\u70ba\u81ea\u5df1\u4e00\u65b9\u722d\u53d6\u6700\u5927\u5229\u76ca\u3002<\/figcaption><\/figure>\n<p>\u9999\u6e2f\u4e2d\u6587\u5927\u5b78\uff08\u4e2d\u5927\uff09\u5546\u5b78\u9662\u7ba1\u7406\u5b78\u7cfb\u52a9\u7406\u6559\u6388<a href=\"https:\/\/www.bschool.cuhk.edu.hk\/staff\/kang-sanghoon-hoonie\/\">\u59dc\u5c1a\u52f3<\/a>\u8868\u793a\uff1a 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\uff0c\u6df1\u5165\u63a2\u8a0e\u793e\u6703\u95dc\u4fc2\u5c0d\u6539\u8b8a\u8ac7\u5224\u76ee\u6a19\u6240\u7522\u751f\u7684\u610f\u5916\u5f71\u97ff\u3002\u7814\u7a76\u7d50\u679c\u70ba\u7406\u89e3\u8ac7\u5224\u5404\u65b9\u7684\u89d2\u529b\u63d0\u4f9b\u8d85\u8d8a\u50b3\u7d71\u7d93\u6fdf\u8003\u91cf\u7684\u65b0\u89c0\u9ede\u3002<\/p>\n<h3><strong>\u5584\u7528\u66ff\u4ee3\u65b9\u6848<\/strong><\/h3>\n<p>\u5f71\u97ff\u8ac7\u5224\u7684\u95dc\u9375\u56e0\u7d20\u4e4b\u4e00\u662f\u66ff\u4ee3\u65b9\u6848\uff0c\u5373\u7576\u8ac7\u5224\u7121\u6cd5\u9054\u6210\u5171\u8b58\u6642\uff0c\u5404\u65b9\u9000\u800c\u6c42\u5176\u6b21\u7684\u9078\u9805\u3002\u8ac7\u5224\u5354\u8b70\u4ee5\u5916\u7684\u7b2c\u4e00\u9078\u64c7\u7a31\u70ba\u6700\u4f73\u66ff\u4ee3\u65b9\u6848\uff08BATNA\uff09\u3002\u64c1\u6709\u8f03\u4f73\u66ff\u4ee3\u65b9\u6848\u7684\u4e00\u65b9\u901a\u5e38\u6703\u8f03\u5f37\u52e2\u5730\u722d\u53d6\u5c0d\u5df1\u65b9\u66f4\u6709\u5229\u7684\u689d\u6b3e\uff0c\u6700\u7d42\u5f97\u5230\u4f7f\u5176\u7372\u5229\u6700\u5927\u7684\u5354\u8b70\u3002<\/p>\n<p>\u9019\u5c31\u597d\u6bd4\u4e00\u540d\u6b63\u8207\u50f1\u4e3b\u5546\u8a0e\u52a0\u85aa\u7684\u50f1\u54e1\uff0c\u82e5\u4ed6\u76ee\u524d\u7684\u5e74\u85aa\u662f8\u842c\u7f8e\u5143\uff0c\u800c\u53e6\u4e00\u516c\u53f8\u4ee5\u5e74\u85aa10\u842c\u7f8e\u5143\u6316\u89d2\uff0c\u5982\u6b64\u4e00\u500b\u66ff\u4ee3\u65b9\u6848\u4f7f\u4ed6\u6709\u8f03\u5927\u7684\u8ac7\u5224\u7c4c\u78bc\u8981\u6c42\u52a0\u85aa\u3002\u662f\u6b21\u7814\u7a76\u767c\u73fe\uff0c\u9664\u4e86\u5404\u65b9\u6240\u958b\u51fa\u7684\u50f9\u683c\uff0c\u958b\u50f9\u4f86\u81ea\u54ea\u4e9b\u516c\u53f8\u3001\u5f7c\u6b64\u662f\u5426\u7af6\u722d\u5c0d\u624b\uff0c\u90fd\u53ef\u5e36\u4f86\u5f88\u5927\u5f71\u97ff\u3002<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-21524\" src=\"https:\/\/www.bschool.cuhk.edu.hk\/chi\/wp-content\/uploads\/CBK-Alternative-sources-in-negotiation_TC.jpg\" alt=\"\" width=\"1920\" height=\"1571\" srcset=\"https:\/\/www.bschool.cuhk.edu.hk\/chi\/wp-content\/uploads\/CBK-Alternative-sources-in-negotiation_TC.jpg 1920w, https:\/\/www.bschool.cuhk.edu.hk\/chi\/wp-content\/uploads\/CBK-Alternative-sources-in-negotiation_TC-600x491.jpg 600w, https:\/\/www.bschool.cuhk.edu.hk\/chi\/wp-content\/uploads\/CBK-Alternative-sources-in-negotiation_TC-1200x982.jpg 1200w, https:\/\/www.bschool.cuhk.edu.hk\/chi\/wp-content\/uploads\/CBK-Alternative-sources-in-negotiation_TC-768x628.jpg 768w, https:\/\/www.bschool.cuhk.edu.hk\/chi\/wp-content\/uploads\/CBK-Alternative-sources-in-negotiation_TC-1536x1257.jpg 1536w\" sizes=\"auto, (max-width: 1920px) 100vw, 1920px\" 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id=\"attachment_21532\" aria-describedby=\"caption-attachment-21532\" style=\"width: 600px\" class=\"wp-caption alignnone\"><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-21532 size-full\" src=\"https:\/\/www.bschool.cuhk.edu.hk\/chi\/wp-content\/uploads\/shutterstock_1870917751.jpg\" alt=\"\" width=\"600\" height=\"400\" \/><figcaption id=\"caption-attachment-21532\" class=\"wp-caption-text\">\u6bcf\u5834\u8ac7\u5224\u4e0d\u50c5\u53d7\u8ac7\u5224\u684c\u4e0a\u7684\u6578\u5b57\u6240\u727d\u52d5\uff0c\u5404\u65b9\u4e4b\u9593\u7684\u660e\u722d\u6697\u9b25\u4ea6\u8209\u8db3\u8f15\u91cd\u3002<\/figcaption><\/figure>\n<p>\u8a72\u7814\u7a76\u63d0\u9192\u8ac7\u5224\u4ee3\u8868\u5728\u51fa\u50f9\u6642\u8981\u4fdd\u6301\u8b39\u614e\u3002\u5373\u4f7f\u963b\u6b62\u7af6\u722d\u5c0d\u624b\u9054\u6210\u4ea4\u6613\u6216\u80fd\u5e36\u4f86\u67d0\u4e9b\u597d\u8655\uff0c\u4f46\u8ac7\u5224\u4ee3\u8868\u61c9\u91cf\u5316\u90a3\u4e9b\u597d\u8655\u5f8c\u518d\u4f5c\u8003\u91cf\uff0c\u907f\u514d\u885d\u52d5\u884c\u4e8b\u3002<\/p>\n<p>\u53e6\u4e00\u65b9\u9762\uff0c\u7576\u8ac7\u5224\u4ee3\u8868\u540c\u6642\u6536\u5230\u4f86\u81ea\u5169\u500b\u7af6\u722d\u5c0d\u624b\u7684\u65b9\u6848\u6642\uff0c\u53ef\u8003\u616e\u5229\u7528\u4ed6\u5011\u7684\u7af6\u722d\u95dc\u4fc2\uff0c\u5728\u4e0d\u62ab\u9732\u5177\u9ad4\u689d\u6b3e\u7684\u60c5\u6cc1\u4e0b\u5411\u96d9\u65b9\u900f\u9732\u51fa\u50f9\u8a0a\u606f\uff0c\u4ee5\u7372\u5f97\u5927\u5e45\u63d0\u9ad8\u7684\u65b0\u5831\u50f9\u3002\u9019\u4e00\u7b56\u7565\u5728\u7d14\u5206\u914d\u6027\u8ac7\u5224\uff08purely 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