[精品]国际商务谈判课本 英文翻译.doc

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1、这是谈判课老师要求我帮忙翻译的部分。原文是《国际商务谈判》第二章国际商务谈判理论的第一和第三小节，主编丁溪。仅供交流参考，若有遗漏错误，欢迎留言指正。SECTION3Black-boxTheoryandBusinessNegotiationTranslatedbySkeady・ZInthemiddleof201century,thereappearsanewscience一theControlTheorywhichwasfoundbyAmericanscientistNorbertWiener.Controlmeansusingthismethodt

2、orestrietthesubjectmovinginacertai门district,ormakesitruninacertainpattern.ThereasonwhytheControlTheoryplayssuchanimportantroleinmodernsocietyisthatitachievesgreatgoalsinmanyfields.IfweusetheControlTheoryinthefieldofthebusinessnegotiation,negotiatorscanprogramitmoresothatthebest

3、pattercanrunbestandreachidealbourn.IntheControlTheory,theunknowndistrictorsystemisusuallycalled“black-box^,whilethewell-knownoneiscalled“white-box”andtheonebetweenthesetwoboxesiscalledugray-boxn.Generally,therewidelyexistsomeproblemswhichwecan'tseebutcancontrol.Forexample,whenw

4、edon"tknowwhichkeyistothedoor,weusuallytryonebyoneinordertomakeit,butwedon"tneedtopickalocktoseeitsstructure.Actuallytherearealotthingswhicharebelievednotas“black-box”butthetruthisopposite.TheexpertsoftheControlTheorygiveanexampleofbicyclesforthis.Wesupposethebicycleisnota“blac

5、k-box”,becausewecanseeeverypartofitclearly.Butthefactisthatwearejustconsideringourselvesintheright.Thelinkofpedalandwheelsistheatomicforcetomakethemetalatomsgettogether,whichwecan"tsee.However,it"senoughforchildrenwhorideittoknowhowtodepressthepedalinordertoturnthewheels.Asares

6、ult,”black-box"representstheworldwedon"tknowbutweshouldexplore.Tosolvethisriddle,wecan"topentheublack-boxnbuttosurveythevariableofitsinputandoutputforthe1awdiscovering,andcreatecontrolofit.Wetakeanexperiencednegotiatorwhorepresentedhisclienttonegotiatetheclaimswiththeagentofins

7、urancecompanyasanexample.Hewasnotsureaboutthecompensationwhichwaswhatwecall“black-box”•Sothenegotiatordecidedtospeaklessandobservemore.Theagentoftheinsurancecompanysaid:”Sir,insuchacircumstance，weconventionallyonlycompensate100dollars.What'syouropinion?”Thenegotiatordidn"tsayaw

8、ord.Afterawhilehesaid:"Sorry,wecan"taccept.”Theagentsa