As a result,” black-box” reprents the world we don’t know but we should explore. To sol
ve this riddle, we can’t open the “black-box” but to survey the variable of its input and output for the law discovering, and create control of it. We take an experienced negotiator who reprented his client to negotiate the claims with the agent of insurance company as an example. He was not sure about the compensation which was what we call “black-box”. So the negotiator decided to speak less and obrve more.
The agent of the insurance company said:” Sir, in such a circumstance, we conventionally only compensate 100 dollars. What’s your opinion?” The negotiator didn’t say a word. After a while he said:” Sorry, we can’t accept.” The agent said:”briefca Well, we will give you another 100 dollars.” The negotiator kept silent and wagged his head. The agent was a little worried and said: “Then 400 dollars.” But the negotiator still kept silent and emed dissatisfied. So the agent said:” What 500 dollars?”沥青铀矿 The negotiators kept his silent like that and the agent had to rai the claim indemnity again and again. It was end with a 950-dollar-indemnity finally. In fact, his client’s goal is to get only 300 dollars. The wisdom of the negotiator is to explore the unknown district of “black-box” and know when he should 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” is a well-known world for us, we can ensure the variables and the relationship of input and output first. When we know the inner structure of the system deeply, we can express the structure’s relationship in an exact way. That’s “net of white-box”. If we u the “net of white-box” to analyze the negotiation, we can rule the known system through “white-box” and limit the uncertain situation, in order to master the negotiation situations better.
We can e from the Figure 2-3 that the overlap in the center, the square black box, is the solidified interests of the two sides. The negotiation in this aspect is not conflict, becau they are on the same side. The matters of interest to both sides are how to enlarge this common area.
花的英语
In the two side of the central net district, it’s the interest of one side, which they can negotiate. That’s the vertical bar and horizontal bar in the rectangular frame which we should put into the central part as more as possible to increa their common interests. At the same time, they should discuss the divisive issues in the common district and the effect of the negotiation which immediately concerns about the agreement they need to sign. Although the interest of the two sides in this district is different, they can negotiate ttlement.
我是歌手总决赛黄绮珊
Generally it’s what they can’t reach an agreement outside the common district. But we can try our best to put this part into the common which is negotiable. It subsidy the principled negotiation, that’s “enlarge the interests”.
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At last, let’s talk about “grey-box”. The most problems in the real world are “grey-box我对你有一点点动心”, so it’s with the business negotiations. Becau in our thoughts, we have a partial realization about a system, but the other parts are unknown. We need to make full u of what we have acknowledged to explore the past of the system and try all means to master the inner situation of it. For example, when we are bargaining for a ca, we are told that they can only surrender 8% of all interests at most. At this time, will you believe or not? Then you need to judge according to what you know, and solve the 8% “grey-box”.
