The difference in perceptions has been central. “Getting to yes” in a bargaining situation requires that the negotiators not only have a clear idea of their own top priorities, but also that they understand what the other side wants most.
用博弈论的话说，希腊人和德国人经济利益不同，这一事实不足以解释到目前为止的糟糕的谈判结果。感觉的不同是核心问题。在讨价还价局面中“形成一致”要求谈判者不但清楚地明白自身的当务之急，还要求他们理解对方最想要什么。