观点谈判

Negotiation as theatre of the absurd
谈判的学问


FT撰稿人布劳顿:一直以来,谈判都被视为一门艺术。最后期限和时间压力会把谈判变成战斗。如果你希望谋划长远,就不要走上这条毁灭之路。

Watching the debt negotiations between eurozone leaders and the US’s political parties this past month, I began to wonder whether what they were haggling over was really so important, so epic and definitive. If some of the world’s biggest economies were truly hanging in the balance, could they not find a better way to negotiate? Late night sessions leading up to dubious deadlines are no way to decide anything. It had to be all theatre, because surely no one could be so reckless with the public’s trust.

过去一个月,观察欧元区领导人以及美国两党之间的债务谈判时,我开始怀疑他们争论的问题是否真的那么重要、那么划时代、那么具有决定性。如果世界上最大的那些manbetx20客户端下载 体真的前途未卜,难道他们就找不到一个更好的谈判方式吗?在可疑的最后期限之前,日日开会到深夜,根本不是做出任何决定的正确办法。这些必然都是在作秀,因为想必谁也不会如此儿戏公众的信任。

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