????雖然球員和老板沒有遵循解決沖突的基本條款,，但在磋商期間，斯特恩犯了幾個經(jīng)典的談判錯誤,；不一定是他提出的條款有問題,，而是他提出條款的方式。
????“我希望球員工會沒有這樣做,，”斯特恩上周一在接受《體育中心》（SportsCenter）采訪時如是說,。他所指的，是球員們解散工會,，對資方提起反壟斷訴訟的決定,。“他們這樣做的時機不合適,，說辭也近乎可笑,。他們似乎鐵了心地要自毀前程。我很痛心,?！?/p>
????這聽起來似乎是在責難球員。喬治城大學麥克多諾商學院（Georgetown's McDonough business school）兼職教授克里斯?沃斯說,，認為自己一派正經(jīng)的領(lǐng)導者往往給人一種居高臨下的感覺,。他說：“大衛(wèi)?斯特恩說球員們會懷念支票的，但球員們顯然明白這一點,，所以他們會把這番言論視為威脅,。”
????如果斯特恩當時表示他理解球員們對工作保障的關(guān)切,，因為他明白運動員的職業(yè)生涯往往非常短暫,，不僅不會被看做示弱，相反還會緩解緊張的局勢,。
????沃斯說,，富有成效的討論往往始于一方準確重述另一方的觀點。如果一方說：“我理解你是因為某某事而不滿的,?！痹谶@種情況下，另一方唯一能做出的反應(yīng)就是：“是的,，你說的沒錯,。”這不過是個微小的調(diào)整,，其實并沒有改變所要傳達訊息的內(nèi)容,，但這樣做有助于消除討論引發(fā)的某些負面情緒。
????沃斯曾經(jīng)為聯(lián)邦調(diào)查局（FBI）設(shè)計過人質(zhì)談判策略,，后來創(chuàng)建了以談判策略見長的商業(yè)咨詢機構(gòu)黑天鵝公司（Black Swan）,。“我們的談判分隊經(jīng)常幫助警方跟某個嫌犯談判,。警察一旦把嫌犯團團包圍,，往往會說，‘投降,，要不然就沒命了,，’這樣做其實只會適得其反，” 沃斯說,。
????在這個節(jié)點上,，卷入NBA談判的球員和老板一旦做出讓步的話，是非常難堪的,。球員們甚至有可能覺得自主權(quán)受到了威脅,。沃斯說：“人們往往會竭力捍衛(wèi)說“不”的權(quán)利，即使這樣做可能傷及自身,?！崩习鍌冨e誤地假定，球員不會做傷害其切身利益的事情,，比如采取有可能讓整個賽季報銷的法律行動,。但許多人往往寧可拿自己的錢途冒險，也不愿意當眾受辱,，沃斯說,。 |
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????The fear is that with all of Europe's banks struggling to reach their new capital limits, they will dump the least valuable assets first. Those happen to be government bonds issued by Italy, where interest rates have topped 7%, forcing the new government of Prime Minister Mario Monti to adopt a severe austerity program in a hurry. Now the concern is that the falling value of Italian bonds will destabilize banks in other nations, such as France. That could lead to French bonds losing some of their value, in a never-ending "death spiral," as one analyst termed it.
????Steil says Europe should have learned from former Treasury Secretary Henry Paulson, who on October 13, 2008 called in the CEOs of the nine largest U.S. banks and told them they had no choice but to agree to an infusion of government capital. He had them sign pledge cards agreeing to take the money.
????Paulson's approach worked, Steil says, because it didn't allow the banks any alternative but to take the money. Europe's banks, on the other hand, have until June 2012 to adjust their capital ratios.
????"They should have done it right away on Oct. 26 and not waited nine months," says Karel Lannoo, head of the financial markets unit at the Center for European Policy Studies in Brussels. "In the meantime, the damage will be done."
????Another policy mistake Lannoo cites is the statement by Mario Draghi, the new president of the European Central Bank, that the ECB would not be a lender of last resort to foundering countries like Italy.
????"This was the biggest stupidity you could have," Lannoo says. It sent a message to the markets that the ECB would buy some Italian bonds on the open market, but only a limited amount. Bankers concluded that they should sell immediately before the ECB changed its mind, triggering a stampede to the exits.
????The ECB is currently split politically over whether to continue buying sovereign debt of struggling European nations in order to keep interest rates at reasonable levels. |
