如何平衡职场的竞争与合作？(下)

在2020年的一篇文献综述中，纽约大学斯特恩商学院的加文·基尔达夫、西切斯特大学的布莱斯·罗西凯维奇和罗格斯大学的克里斯托弗·托得出结论，当人们因竞争而感到威胁时，竞争最有可能适得其反：例如，当失败的代价很高，或者当人们知道对手更擅长某项任务但还是必须与其竞争时。

双语精读

In a literature review published in 2020 Gavin Kilduff of the Stern School of Business at New York University, Blythe Rosikiewicz of West Chester University and Christopher To of Rutgers University concluded that competition is more likely to backfire when people feel threatened: for example, when the costs of losing are high or when people are competing against others known to be better at the task in question.

在2020年的一篇文献综述中，纽约大学斯特恩商学院的加文·基尔达夫、西切斯特大学的布莱斯·罗西凯维奇和罗格斯大学的克里斯托弗·托得出结论，当人们因竞争而感到威胁时，竞争最有可能适得其反：例如，当失败的代价很高，或者当人们知道对手更擅长某项任务但还是必须与其竞争时。

But even when the stakes are low, explicit competition can backfire.

但即使在风险较低的情况下，显性竞争也可能适得其反。

In an experiment conducted by Jeffrey Carpenter of Middlebury College and his co-authors in 2007, participants were asked to stuff envelopes. When people were paid a bonus for stuffing the most envelopes, they worked harder than if they got a flat per-envelope fee.

2007年，米德尔伯里学院的杰弗里·卡彭特及其合著者进行了一项实验，参与者被要求把信装进信封。当装信封最多的人可以获得额外奖金时，他们比只能装多少就挣多少的时候工作得更努力。

But when they were also given a chance to sabotage their peers to get ahead, the (correct) expectation that they themselves would be sabotaged made people work less hard than if they had got piece-rate pay.

但当他们也可以破坏同事的工作以获得领先优势时，他们预期(这种预期是正确的)自己的工作也会遭到破坏，这让他们比计件获得报酬的时候更不愿努力了。

Such behaviour arises because many people-and many of them men, since women tend to be less taken by the prospect of all-out competition-like winning for its own sake. This organic aspect to competition also shows up in rivalries between individuals.

这种行为之所以会出现，是因为很多人——大部分是男性，因为女性往往不太喜欢拼尽全力去竞争——喜欢为了赢而赢。竞争的这一天然方面也体现在个人之间的竞争中。

Workers tend naturally to benchmark themselves against their peers in the race for status and seniority; they don't need an excuse.

在社会地位和职位等级的竞争中，人们天然地倾向于以同辈为标准进行比较，这样做不需要任何理由。

These specific rivalries can be especially motivating. A paper from 2018 by Adam Galinsky and Brian Pike of Columbia Business School and Mr Kilduff found that teams in a range of American sports performed better the year after an intense rival did well in tournaments.

这些具体的竞争可能会特别有激励作用。哥伦比亚大学商学院的亚当·加林斯基和布莱恩·派克以及基尔达夫在2018年发表的一篇论文发现，当劲敌在锦标赛中表现出色，接下来的一年，美国各种运动队就会表现更出色。

In another study, Lisa Ordonez of the University of Arizona and Messrs Kilduff, Schweitzer and To analysed American-football games and found that teams were more likely to take risky on-field decisions against fierce rivals.

在另一项研究中，亚利桑那大学的丽莎·奥多涅斯和基尔达夫、施维茨尔、托分析了美式橄榄球比赛，发现球队在面对强大的对手时，更有可能在场上做出冒险的决定。

Particular opponents encourage greater risk-taking than generic competition, at least if you are a very large man in tights.

特定的对手比一般的竞争更能鼓励人们冒险，至少对于穿紧身球衣的大块头橄榄球运动员来说是这样。

All of which argues for a restrained approach to encouraging competition. Balance individual incentives with group ones. If you are going to rate performance, make sure the measures are clear, objective and fair. Think about when risk-taking is more desirable (sales, say) and less desirable (clinical trials).

所有这些研究都提倡以克制的方式鼓励竞争。要平衡个人激励和团体激励。如果你要对绩效进行评级，请确保衡量标准明确、客观和公平。想想什么时候更鼓励冒险(比如销售)，什么时候不鼓励冒险(比如临床试验)。

By their nature organisations crackle with competitiveness. Adding a bit of fuel to the fire can be fine. Spraying petrol everywhere is unnecessary.

从本质上讲，组织里充斥着竞争。往火里加一点燃料是无妨的。但到处喷汽油就大可不必了。

词汇预习

individual [高考]
美[ˌɪndɪˈvɪdʒuəl] | 英[ˌɪndɪˈvɪdʒuəl]
adj. 单独的；一个人的；独有的 n. 个人；个体
risky [高考]
美[ˈrɪski] | 英[ˈrɪski]
adj. 危险的；冒险的；大胆的
objective [高考]
美[əbˈdʒektɪv] | 英[əbˈdʒektɪv]
adj. 客观的；真实的；宾语的 n. 目标；目的；[物]物镜；[语]宾语
stuff [高考]
美[stʌf] | 英[stʌf]
n. 东西；原料；材料 n. 素质；本质；废物；无用的想法；废话，蠢话 vt. 塞满；填满
sake [高考]
美[seɪk] | 英[seɪk]
n. 理由；缘故；目的；利益
desirable [高考]
美[dɪˈzaɪərəbl] | 英[dɪˈzaɪərəbl]
adj. 令人向往的，值得拥有的；可取的；性感的 n. 称心合意的人（或物），好的品质
organic [高考]
美[ɔːrˈɡænɪk] | 英[ɔːˈɡænɪk]
adj. 器官的；有机的；有组织的；根本的；接近自然的 n. 有机物质
per [高考]
美[pər] | 英[pə(r)]
prep. 每；每一；经过；按照
approach [高考]
美[əˈproʊtʃ] | 英[əˈprəʊtʃ]
v. 接近；建议；接洽；着手处理 n. 方法；接近；路径；道路
rate [高考]
美[reɪt] | 英[reɪt]
n. 比率；速度；价格；费用；等级 v. 认为；估价；定等级；值得；怒斥；责骂
range [高考]
美[reɪndʒ] | 英[reɪndʒ]
n.范围; 射程; 类别; （山脉，房屋等的）排列 vi.搜索; 变化; 延伸; 漫游 vt.排列; （按一定位置或顺序）排序; 把…分类; 徘徊 adj.牧场的，放牧区的
behaviour [高考]
美[bɪˈheɪvjər] | 英[bɪˈheɪvjə(r)]
n. 行为；举止；品行
aspect [高考]
美[ˈæspekt] | 英[ˈæspekt]
n. 方面；方位；外观；外貌
status [高考]
美[ˈsteɪtəs , ˈstætəs] | 英[ˈsteɪtəs]
n. 地位；情形；状况，状态；身份
expectation [高考]
美[ˌekspekˈteɪʃn] | 英[ˌekspekˈteɪʃn]
n. 预料；期望
fierce [高考]
美[fɪrs] | 英[fɪəs]
adj. 强烈的；凶猛的；酷烈的
petrol [高考]
美[ˈpetrəl] | 英[ˈpetrəl]
n. [英]汽油
explicit [高考]
美[ɪkˈsplɪsɪt] | 英[ɪkˈsplɪsɪt]
adj. 明确的；清晰的；清楚的；露骨的
bonus [高考]
美[ˈboʊnəs] | 英[ˈbəʊnəs]
n. 红利；意外所得之物；奖金；【篮】追加罚篮
approach to [高考]
美[əˈprəʊtʃ tu] | 英[əˈproʊtʃ tu:]
接近；通往……的方法
fee [高考]
美[fiː] | 英[fiː]
n. 费用；酬金；小费[br /]v.给…发薪水；聘请
intense [高考]
美[ɪnˈtens] | 英[ɪnˈtens]
adj. 强大的；紧张的；强烈的；激烈的；深刻的
prospect [高考]
美[ˈprɑːspekt] | 英[ˈprɒspekt , prəˈspekt]
n. 希望；前景；景色 v. 勘探；寻找
rival [高考]
美[ˈraɪvl] | 英[ˈraɪvl]
n. 竞争者；对手；同伴 adj. 竞争的 v. 竞争；与 ... 相匹敌
would [高考]
美[wʊd , wəd] | 英[wʊd , wəd]
aux. 将；可能；大概；总会；愿意；will的过去式
competitiveness [四级]
美[kəm'petətɪvnəs] | 英[kəm'petətɪvnəs]
n. 竞争能力
clinical [四级]
美[ˈklɪnɪkl] | 英[ˈklɪnɪkl]
adj. 临床的；冷静的
generic [四级]
美[dʒəˈnɛrɪk] | 英[dʒəˈnerɪk]
adj. 一般的；普通的；共有的；没有商标的 n. 无商标的药品
get ahead [四级]
美[ɡɛt əˈhɛd] | 英[ɡet əˈhed]
取得进步
in question [四级]
美[ɪn 'kwestʃən] | 英[ɪn 'kwestʃən]
正在考虑的
seniority [专四]
美[ˌsiniˈɔrəti] | 英[ˌsi:niˈɒrəti]
n. 长辈；前任者的特权；老资格
sabotage [专八]
美[ˈsæbəˌtɑʒ] | 英[ˈsæbətɑ:ʒ]
n. 怠工；破坏 vt. 破坏
backfire [专八]
美[ˈbækˌfaɪr] | 英[ˌbækˈfaɪə(r)]
v. (指内燃机等)逆火；适得其反；产生事与愿违的结果 n. 逆火；后爆的巨大响声
crackle [专八]
美[ˈkrækəl] | 英[ˈkrækl]
v. 发劈啪声 n. 劈啪响；裂纹
don [托福]
美[dɑn] | 英[dɒn]
n. 先生（西班牙用语）；(牛津、剑桥大学的)指导教师 v. 穿上

重点讲解

in question
1. 正被讨论的，谈论中的

【例】Where were you during the evening in question?

所说的那天晚上你在哪儿？

2. 有疑问的，被怀疑的

【例】I’m afraid his honesty is now in question.

恐怕他的诚信现在令人怀疑了。

But even when the stakes are low, explicit competition can backfire.

但即使在风险较低的情况下，显性竞争也可能适得其反。

stake n. & v.

1. 作名词

（1）股本；股份

【例】a 20 percent stake in the business 持有公司20％的股份

（2）（在公司、计划等中的）重大利益，重大利害关系

【例】She has a personal stake in the success of the play.

这出戏成功与否对她个人有重大利害关系。

（3）赌注

【例】How much was the stake (= how much did you bet)?

下了多少注？

2. 作动词：（就某事）以…打赌，拿…冒险

【例】She staked her political career on tax reform, and lost.

她把自己的政治前程押在税制改革上，结果赌输了。

In an experiment conducted by Jeffrey Carpenter of Middlebury College and his co-authors in 2007, participants were asked to stuff envelopes. When people were paid a bonus for stuffing the most envelopes, they worked harder than if they got a flat per-envelope fee.

2007年，米德尔伯里学院的杰弗里·卡彭特及其合著者进行了一项实验，参与者被要求把信装进信封。当装信封最多的人可以获得额外奖金时，他们比只能装多少就挣多少的时候工作得更努力。

stuff n. & v.

1. 作名词

（1）东西，物品（用于事物名称不详或不重要时）

【例】I’ve got some sticky stuff on my shoe.

我鞋子上有什么黏糊糊的东西。

（2）活动，事情

【例】I’ve got so much stuff to do this weekend.

我这个周末有好多事情要做。

（3）基本特征；特质

【例】Let's see what stuff you're made of.

我们来看看你是怎样一个人。

2. 作动词

（1）填满；塞满

【例】She had 500 leaflets to stuff into envelopes.

她得把 500 份传单装进信封里。

（2）（使）吃撑，吃得过饱

【例】He sat at the table stuffing himself.

他坐在桌前大吃大嚼。

flat a. & n. & ad.

1. 作形容词

（1）平的，平坦的

【例】houses with flat roofs 平顶房

（2）（费率、金额等）统一的，固定的

【例】We charge a flat fee for car hire.

我们收取固定的租车费。

（3）不景气的；沉闷乏味的

【例】Analysts are expecting flat sales in the coming months.

分析人士预计未来数月销售不景气。

2. 作名词

（1）一套房间；公寓

【例】a two-bedroom flat 带两间卧室的公寓

（2）（某物的）平面部分

【例】He beat on the door with the flat of his hand.

他用手掌打门。

3. 作副词

（1）平直地，平躺地

【例】Lie flat and breathe deeply.

平躺做深呼吸。

（2）断然；直截了当地

【例】She told me flat she would not speak to me again.

她直截了当地跟我说她再不会理我了。

但当他们也可以破坏同事的工作以获得领先优势时，他们预期(这种预期是正确的)自己的工作也会遭到破坏，这让他们比计件获得报酬的时候更不愿努力了。

stuff n. & v.

1. 作名词

（1）东西，物品（用于事物名称不详或不重要时）

【例】I’ve got some sticky stuff on my shoe.

我鞋子上有什么黏糊糊的东西。

（2）活动，事情

【例】I’ve got so much stuff to do this weekend.

我这个周末有好多事情要做。

（3）基本特征；特质

【例】Let's see what stuff you're made of.

我们来看看你是怎样一个人。

2. 作动词

（1）填满；塞满

【例】She had 500 leaflets to stuff into envelopes.

她得把 500 份传单装进信封里。

（2）（使）吃撑，吃得过饱

【例】He sat at the table stuffing himself.

他坐在桌前大吃大嚼。

flat a. & n. & ad.

1. 作形容词

（1）平的，平坦的

【例】houses with flat roofs 平顶房

（2）（费率、金额等）统一的，固定的

【例】We charge a flat fee for car hire.

我们收取固定的租车费。

（3）不景气的；沉闷乏味的

【例】Analysts are expecting flat sales in the coming months.

分析人士预计未来数月销售不景气。

2. 作名词

（1）一套房间；公寓

【例】a two-bedroom flat 带两间卧室的公寓

（2）（某物的）平面部分

【例】He beat on the door with the flat of his hand.

他用手掌打门。

3. 作副词

（1）平直地，平躺地

【例】Lie flat and breathe deeply.

平躺做深呼吸。

（2）断然；直截了当地

【例】She told me flat she would not speak to me again.

她直截了当地跟我说她再不会理我了。

Such behaviour arises because many people—and many of them men, since women tend to be less taken by the prospect of all-out competition—like winning for its own sake. This organic aspect to competition also shows up in rivalries between individuals.

这种行为之所以会出现，是因为很多人——大部分是男性，因为女性往往不太喜欢拼尽全力去竞争——喜欢为了赢而赢。竞争的这一天然方面也体现在个人之间的竞争中。

for its own sake 鉴于某事本身的价值，为某事本身的缘故

【例】art for art’s sake 为艺术而艺术

【拓展】for the sake of sb. / for sb.'s sake 为了某人起见；因某人的缘故

【例】They stayed together for the sake of the children.

为了孩子，他们还待在一起。

organic a.

1. 有机的，不用化肥的

【例】Organic farming is better for the environment.

有机耕作对环境更有利。

2. 逐渐的；自然的

【例】the organic growth of foreign markets 国外市场的逐步发展

3. 器官的，器质性的

【例】organic disease 器官疾病

Workers tend naturally to benchmark themselves against their peers in the race for status and seniority; they don’t need an excuse.

在社会地位和职位等级的竞争中，人们天然地倾向于以同辈为标准进行比较，这样做不需要任何理由。

benchmark n. & v.

1. 作名词：基准；规范

【例】results that are used as a benchmark of success

作为成功判断标准的业绩

2. 作动词：把…作为衡量标准

【例】Projects are assessed and benchmarked against the targets.

以这些目标作为对项目进行评估和检测的基准。

seniority n.

1. （在某一公司或组织供职的）年资，资历

【例】I had 15 years seniority, and they couldn’t fire me.

我在这里有15年的资历，他们不可以解雇我。

2. 年长；级别高

【例】a position of seniority 高级职位

这些具体的竞争可能会特别有激励作用。哥伦比亚大学商学院的亚当·加林斯基和布莱恩·派克以及基尔达夫在2018年发表的一篇论文发现，当劲敌在锦标赛中表现出色，接下来的一年，美国各种运动队就会表现更出色。

generic a.

1. 一般的；通用的

【例】Fine Arts is a generic term for subjects such as painting, music, and sculpture.

艺术是绘画、音乐、雕塑等学科的通称。

2. 无商标的

【例】The doctor offered me a choice of a branded or a generic drug.

医生让我选择用有商标的还是没有商标的药物。

在另一项研究中，亚利桑那大学的丽莎·奥多涅斯和基尔达夫、施维茨尔、托分析了美式橄榄球比赛，发现球队在面对强大的对手时，更有可能在场上做出冒险的决定。

generic a.

1. 一般的；通用的

【例】Fine Arts is a generic term for subjects such as painting, music, and sculpture.

艺术是绘画、音乐、雕塑等学科的通称。

2. 无商标的

【例】The doctor offered me a choice of a branded or a generic drug.

医生让我选择用有商标的还是没有商标的药物。

Particular opponents encourage greater risk-taking than generic competition, at least if you are a very large man in tights.

特定的对手比一般的竞争更能鼓励人们冒险，至少对于穿紧身球衣的大块头橄榄球运动员来说是这样。

generic a.

1. 一般的；通用的

【例】Fine Arts is a generic term for subjects such as painting, music, and sculpture.

艺术是绘画、音乐、雕塑等学科的通称。

2. 无商标的

【例】The doctor offered me a choice of a branded or a generic drug.

医生让我选择用有商标的还是没有商标的药物。

All of which argues for a restrained approach to encouraging competition. Balance individual incentives with group ones. If you are going to rate performance, make sure the measures are clear, objective and fair. Think about when risk-taking is more desirable (sales, say) and less desirable (clinical trials).

所有这些研究都提倡以克制的方式鼓励竞争。要平衡个人激励和团体激励。如果你要对绩效进行评级，请确保衡量标准明确、客观和公平。想想什么时候更鼓励冒险(比如销售)，什么时候不鼓励冒险(比如临床试验)。

objective n. & a.

1. 作名词：目标；目的

【例】You must set realistic aims and objectives for yourself.

你必须给自己确定切实可行的目的和目标。

2. 作形容词：客观的；基于事实的

【例】an objective analysis 客观的分析

【拓展】subjective a. 主观的

【例】a highly subjective point of view 非常主观的看法

By their nature organisations crackle with competitiveness. Adding a bit of fuel to the fire can be fine. Spraying petrol everywhere is unnecessary.

从本质上讲，组织里充斥着竞争。往火里加一点燃料是无妨的。但到处喷汽油就大可不必了。

crackle v. & n.

1. 作动词：（像东西在火里燃烧一样）发爆裂声，噼啪作响

【例】A log fire crackled in the hearth.

炉中的木柴烧得噼啪作响。

2. 作名词：（一连串的）噼啪声；噼里啪啦的响声

【例】the distant crackle of machine-gun fire 远处机枪扫射的噼啪声

课后练习

According to the literature review by Gavin Kilduff and his colleagues, when is competition likely to backfire?
A. When competitors are of equal skill level.
B. When competitors feel confident and don’t try hard.
C. When competitors lack a sense of security in the competition.
D. When competitors are unaware of the significance of the competition.
Why did participants work less hard when given the opportunity to sabotage their peers?
A. Because they were motivated by the increased competition.
B. Because they expected to be sabotaged by others and couldn’t win.
C. Because they preferred working under less competitive conditions.
D. Because they were focused on sabotaging others rather than stuffing envelopes.
People naturally tend to compete against ____.
A. their peers and colleagues
B. their supervisors and managers
C. people from other organizations
D. the best performers in the industry
What does the author suggest about the approach to encouraging competition within organizations?
A. Risk-taking should be uniformly encouraged across all departments.
B. Performance ratings should be avoided as they can demotivate employees.
C. Organizations should intensify competition to boost individuals’ performance.
D. A balanced approach between individual and group incentives is recommended.