談判

Negotiation as theatre of the absurd
談判的學問


FT撰稿人布勞頓:一直以來,談判都被視爲一門藝術。最後期限和時間壓力會把談判變成戰鬥。如果你希望謀劃長遠,就不要走上這條毀滅之路。

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.

過去一個月,觀察歐元區領導人以及美國兩黨之間的債務談判時,我開始懷疑他們爭論的問題是否真的那麼重要、那麼劃時代、那麼具有決定性。如果世界上最大的那些經濟體真的前途未卜,難道他們就找不到一個更好的談判方式嗎?在可疑的最後期限之前,日日開會到深夜,根本不是做出任何決定的正確辦法。這些必然都是在作秀,因爲想必誰也不會如此兒戲公衆的信任。

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