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Thomas Chiang Win-Win Situations

YouTube video: https://www.youtube.com/watch?v=U0AkrDas6mY

Traditional Chinese

我想我們在任何的談判,我們非常,就是說,要瞭解自己本身的立場,還有對方的立場。就像孫子兵法裏面所說的:知己知彼,百戰不殆。啊,這個就是說,我們瞭解自己的,的,啊,地位在哪里,還有,嚇,對方的、的、的情形在哪。沒有一個,啊,談判說只有單方一方贏的,單方一方贏的話就不可能有所謂的合約的達成。所謂合約的達成的話就是交易。所以交易的話一定是兩方面都有利益。所以自美國的古典學派來講,任何的交易應該雙方都有利益,那這樣才會、才會有、有有合約的達成。所以說問題不在說雙方都在,唉,得到利益,而是怎麼樣分配這個利益,OK。這個分配利益當然從最簡單的,啊,講導的話是從按生產力來、來講。可是有時候生產力是沒有辦法估計的。所以就看相對的,啊,這個、這個權力或、或、或籌碼來、來做個決定。我想,啊,瞭解這一點應該是說一人一半很合理的話,這是最好。可是假、假如,我們走一人一半的話,那個很難就是說知道一個很、很確實的落腳點。那這樣的話,我想大概四六,啊,這個分配是非常重要。所以任何交易我的,我的看法,我們不能說單方贏,一定要雙贏。雙贏的目的不是說一個大,一個小。而是說差不多在,唉,一半一半這個,啊,這個交點上面。我想這個是我、我、我覺得就是一個雙贏的這個定義,啊,就是這樣。謝謝。


Simplified Chinese

我想我们在任何的谈判,我们非常,就是说,要了解自己本身的立场,还有对方的立场。就像孙子兵法里面所说的:知己知彼,百战不殆。啊,这个就是说,我们了解自己的,的,啊,地位在哪里,还有,吓,对方的、的、的情形在哪。没有一个,啊,谈判说只有单方一方赢的,单方一方赢的话就不可能有所谓的合约的达成。所谓合约的达成的话就是交易。所以交易的话一定是两方面都有利益。所以自美国的古典学派来讲,任何的交易应该双方都有利益,那这样才会、才会有、有有合约的达成。所以说问题不在说双方都在,唉,得到利益,而是怎么样分配这个利益,OK。这个分配利益当然从最简单的,啊,讲导的话是从按生产力来、来讲。可是有时候生产力是没有办法估计的。所以就看相对的,啊,这个、这个权力或、或、或筹码来、来做个决定。我想,啊,了解这一点应该是说一人一半很合理的话,这是最好。可是假、假如,我们走一人一半的话,那个很难就是说知道一个很、很确实的落脚点。那这样的话,我想大概四六,啊,这个分配是非常重要。所以任何交易我的,我的看法,我们不能说单方赢,一定要双赢。双赢的目的不是说一个大,一个小。而是说差不多在,唉,一半一半这个,啊,这个交点上面。我想这个是我、我、我觉得就是一个双赢的这个定义,啊,就是这样。谢谢。


Pinyin

Wǒxiǎng wǒmén zài rènhé de tánpàn,wǒmén fēicháng,jiùshìshuō,yào liǎojiě zìjǐ běnshēn de lìchǎng,háiyǒu duìfāng de lìchǎng。Jiùxiàng sūnzǐbīngfǎ lǐmiàn suǒshuō de:zhījǐzhībǐ,bǎizhànbúdài。Ah,zhègè jiùshìshuō,wǒmén liǎojiě zìjǐ de,de,ah,dìwèi zài nǎlǐ,háiyǒu,xià,duìfāng de、de、de qíngxíng zài nǎr。Méiyǒu yígè,ah,tánpàn shuō zhǐyǒu dānfāng yīfāng yíngde,dānfāng yīfāng yíngde huà jiù bùkěnéng yǒu suǒwèi de héyuē de dáchéng。Suǒwèi héyuē de dáchéng de huà jiùshì jiāoyì。Suǒyǐ jiāoyì de huà yídìng shì liǎngfāngmiàn dōuyǒu lìyì。Suǒyǐ zì měiguó de gǔdiǎn xuépài láijiǎng,rènhé de jiāoyì yìnggāi shuāngfāng dōuyǒu lìyì,nà zhèyàng cáihuì、cáihuì yǒu、yǒu yǒu héyuē de dáchéng。Shuō wèntí búzài shuō shuāngfāng dōuzài,āi,dédào lìyì,ěrshì zěnmeyàng fēnpèi zhègè lìyì,ok。Zhègè fēnpèi lìyì dāngrán cóng zuìjiǎndān de,ah,jiǎngdǎo de huà shìcóng àn shēngchǎnlì lái、láijiǎng。Kěshì yǒushíhòu shēngchǎnlì shì méiyǒu bànfǎ gūjì de。Suǒyǐ jiù kàn xiāngduì de,ah,zhègè、zhègè quánlì huò、huò、huò chóumǎ lái、láizuò gè juédìng。Wǒxiǎng,ah,liǎojiě zhèyīdiǎn yìnggāi shìshuō yīrén yíbàn hěn hélǐ de huà,zhèshì zuìhǎo。Kěshì jiǎ、jiǎrú,wǒmén zǒu yīrén yíbàn de huà,nàgè hěnnán jiùshìshuō zhīdào yígè hěn、hěn quèshí de luòjiǎodiǎn。Nà zhèyàng de huà,wǒxiǎng dàgài sìliù,ah,zhègè fēnpèi shì fēicháng zhòngyào。Suǒyǐ rènhé jiāoyì wǒde,wǒde kànfǎ,wǒmén bùnéng shuō dānfāng yíng,yídìng yào shuāngyíng。Shuāngyíng de mùdì búshìshuō yígèdà,yígèxiǎo。ěrshìshuō chābùduō zài,āi,yībàn yībàn zhègè,ah,zhègè jiāodiǎn shàngmiàn。Wǒxiǎng zhè è shì wǒ、wǒ、wǒ juédé jiùshì yīgè shuāngyíng de zhègè dìngyì,ah,jiùshì zhèyàng。Xièxiè。


English

I think that when we’re in any kind of negotiation, we really, that is to say, need to understand our own position and the other side’s position. Like it says in Sunzi’s Art of War: “Know yourself and know the other; in 100 battles, you’ll never be in danger.” What this says is that we [need to] understand where our own, uh, position is, and, uh, what the other side’s situation is. No, uh, negotiation ends with only one side winning. If there’s a one-sided victory, there’s no possibility of concluding a so-called contractual agreement. A so-called contractual agreement is an exchange. And an exchange must involve benefit to two parties. So, to America’s classical school, any exchange should involve benefits to both parties. That’s the only way, the only way, to conclude an agreement. The issue isn’t that both sides are, uh, benefiting, it’s a question of how to distribute this benefit, OK? This distribution of benefits naturally goes from the simplest, uh, which is to do it according to production. But sometimes production can’t be estimated. So we compare, uh, this, these rights, or, or our chips to decide. I think, uh, if you understand this point, I should say, if a 50-50 split is reasonable, that’s best. But if, if we don’t split it in half, it’s hard to know where to actually stop. In that situation, I think probably a 60-40…. Uh, this distribution is really important. So, in any transaction, my, my view is that we can’t have a one-sided victory—both sides must win. The objective of a win-win situation isn’t a big cut for one party and a small cut for the other; it’s a more-or-less, uh, 50-50 split; it’s [more or less] at this point. I think this is my, I, I think this is the definition of a win-win situation. Uh, that’s it. Thank you.


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Authors: LouisPM, h.brinsko, orkelm.