國際商務談判課本 英文翻譯

1、這是談判課老師要求我?guī)兔Ψg的部分。原文是國際商務談判第二章國際商務談判理論的第一和第三小節(jié)，主編丁溪。僅供交流參考，若有遺漏錯誤，歡迎留言指正。SECTION3Black-box Theory and Business NegotiationTranslated by Skeady.ZIn the middle of century, there appears a new Control Theory which was found by American scientist Norbert Wiener. Control means using this method to restri

2、ct the subject moving in a certain district,ormakesitruninacertainpattern.ThereasonwhytheControl Theoryplayssuchanimportantroleinmodernsocietyisthatitachieves great goals in many fields. If we use the Control Theory in the field thebusinessnegotiation,negotiatorscanprogramitmoresothatthebest patter

3、can run best and reach ideal bourn.In the Control Theory, the unknown district or system is usually “black-box”, while the one is called and the one between these two boxes is called “gray-box”. Generally, there widelyexistsomeproblemswhichwecantseebutcancontrol.Forexample, when we dont know which k

4、ey is to he door, we usually try one by one inordertomakeit,butwedontneedtopickalocktoseeitsstructure.Actually there are a lot things which are believed not as but the truth is opposite. The experts of the Control Theory give an exampleofbicyclesforthis.Wesupposethebicycleisnota“black-box”, because

5、we can see every part of it clearly. But the fact is that we just considering ourselves in the right. The linkof pedal and wheels is the atomic force to make the metal atoms get together, which we cant see.However,itsenoughforchildrenwhorideittoknowhowtodepress the pedal in order to turn the wheels.

6、As a result,” black-box” represents the world we dont know but we should explore. To solve this riddle, we cant open the buttosurveythevariableofitsinputandoutputforthelawdiscovering, and create control of it. We take an experienced negotiator who representedhisclienttonegotiatetheclaimswiththeagent

7、ofinsurance company as an example. He was not sure about the compensation which what we call So the negotiator decided to speak less and observe more.The agent of the insurance company said:” Sir, in such a we conventionally only compensate 100 dollars. Whats your opinion?” The negotiator didnt say

8、a word. After a while he said:” Sorry, we cant accept.” The agent said:” Well, we will give you another 100 dollars.”Thenegotiatorkeptsilentandwaggedhishead.Theagentwas alittleworriedandsaid:“Then400dollars.”Butthenegotiatorstill kept silent and seemed dissatisfied. So the agent said:” What 500 doll

9、ars?” The negotiators kept his silent like that and the agent had to raise the claim indemnity again and again. It was end with a950-dollar-indemnityfinally.Infact,hisclientsgoalistogetonly300 dollars. The wisdom of the negotiator is to explore the unknown district of “black-box” and know when he sh

10、ould insist and hold the interests tightly, on the other hand he knows when to give it up too. So he gets maximum interests for his client.As“white-box”isawell-knownworldforus,wecanensurethevariables and the relationship of input and output first. When we know the structure of the system deeply, we

11、can express the structures relationshipinanexactway.Thats“netofwhite-box”.Ifweusethe “net of to analyze the negotiation, we can rule the known systemthrough“white-box”andlimittheuncertainsituation,inorder to master the negotiation situations better.WecanseefromtheFigure2-3thattheoverlapinthecenter,t

12、hesquare blackbox,isthesolidifiedinterestsofthetwosides.Thenegotiation in this aspect is not conflict, because they are on the same side. matters of interest to both sides are how to enlarge this common In the two side of the central net district, its the interest of one side, which they can negotia

13、te. Thats the vertical bar and horizontalbar in the rectangular frame which we should put into the central asmoreaspossibletoincreasetheircommoninterests.Atthesametime, they should discuss the divisive issues in the common district and effectofthenegotiationwhichimmediatelyconcernsabouttheagreement

14、theyneedtosign.Althoughtheinterestofthetwosidesinthisdistrict is different, they can negotiate settlement.Generally its what they cant reach an agreement outside the common district. But we can try our best to put this part into the common is negotiable. It subsidy te principled negotiation, thats “

15、enlarge the interests”.At last, lets talk about The most problems in the real world are “grey-box”, so its with the business negotiations. Because in our thoughts, we have a partial realization about a system, but the other parts are unknown. We need to make full use of what we have acknowledgedtoexplorethepastofthesystemandtryallmeanstomaster theinner