Coquettish Rebirth

() Once passed on from ten to ten, it quickly became a well-known secret.

This sentence is a sentence in the Head & Shoulders advertisement in the 90s, and this sentence can now describe the reputation of Teacher Jia's class in the "Wujiaochang Community Vocational Training Center".Just like Qinghua University's nickname "Wudaokou Vocational Technical School", Fudan University also has its own nickname, which is "Wujiaochang Community Vocational Training Center".In Fudan, at least temporarily in the freshman class, many people from other colleges have heard that there is a teacher Jia in the School of Management whose negotiation class is very good! ..

For the students in the Shanghai area, many of the students in different colleges were classmates in high school. It is not surprising that they exchange news with each other. As for the students from other places, it is because there are already members of the student union in the first week of school. People are preparing for the provincial associations and the like, so after such a gathering, the news soon began to spread.

They didn't directly choose courses from Teacher Jia across majors, even if they were tempted, they couldn't do it, because in this era, although Fudan University verbally said that it had started the so-called credit system, it was still slower than some schools. There are quite a few, and because the course selection system in the school has not yet been established, even if there is a school intranet interface, there are also machine rooms and so on. It is still impossible to choose courses across colleges or majors.

So, although they were curious, these students chose to come and listen in on the Friday night of the second week.This time, Mr. Jia Hongjian's class must have made them feel unique, even the students of the School of Management who had attended the class before.Can feel unique.Because this time, Teacher Jia Hongjian overturned what he said last time! ..

In the last class, Teacher Jia said that the purpose of negotiation is to get what you want, but this time when the class started, Teacher Jia told everyone about an American guy named John Nash.What is this John Nash doing?It is an old man with autism in the United States, and this old man won the 1994 Nobel Prize for Ceramic Tile, no, the Nobel Prize in Economics!What kind of research did the old man who won the bomb award do?That's game theory!

According to this John Nash old man's research.Darwinism in the field of economics is no longer valid.In other words, the theory of the law of the jungle in the field of economics that the strong take all is outdated.The result of this old man's research is to use mathematical methods to prove the theory of the 18th century Swiss philosopher Jean Jacques Rousseau, that is, when all parties cooperate, the scale of the overall interest will almost always become larger and larger.Therefore, each member can share more benefits than when working alone!

This theory is for ordinary people to speak.That's obviously obvious.The four primitive hunters may catch a hare in a day if they work alone, but the four of them cooperate to surround and intercept.Then maybe catch a deer!And the meat of a deer is distributed to everyone, obviously more than the meat of a rabbit!

But isn't such a theory different from what Mr. Jia said before?Didn't Teacher Jia say that when negotiating, don't think about... win-win?Just trying to get what you want?Isn't this contradictory?Those who are new to the class may not feel anything, but those who have attended the class before have already noticed that something is wrong.However, Mr. Jia never took the initiative to explain it, which made everyone's hearts itch!

After the first class was over, Teacher Jia had to go to the toilet again. At that time, everyone negotiated with the teacher collectively, but Teacher Jia still didn't give in, showing no compromise.Some boys suddenly remembered that the teacher said that threats seemed to be a kind of negotiation, so they mobilized five or six boys at once, and ran to the door of the classroom to close the door, and then a few old men blocked the door to prevent Jia The teacher went out and forced him to explain clearly to everyone.

This kind of practice by the first-year students of the School of Management directly stunned the auditors!What's the situation?Why do some students want to listen to something more, but the teacher refuses to talk about it?Why do teachers still want to go to the toilet, but students block the door and refuse to let them go?How can there be students forcing the teacher to give lectures?

Just when the auditors were surprised, seeing that Mr. Jia had compromised, he sat back in his seat reluctantly, and then said, "Win-win and getting what you want are not contradictory. You and the other party have gained something, but is it what you want to get more? It’s like you are now forcing me to give lectures. If I give lectures, you can gain more knowledge, and then I can go to the toilet earlier. It's a win-win, but if I just don't want to talk about it, and would rather give you two extra points for each of you in the final exam, which you don't necessarily want, is it a win-win? Yes, everyone gets extra things, but yes Do you want anything?"

After missing such a paragraph, Jia Hongjian hurriedly pulled the boys away while everyone was contemplating, and slipped out to go to the bathroom.This time he really wanted to go to the toilet, not just pretending!When he came back after using the toilet, most of the students seemed to have not turned the corner, as if they hadn't understood the mystery.At this time, I saw Liang Wen walking in from outside the classroom. She held a bottle of wahhaha iced mineral water, put it in front of Jia Hongjian, and said very cutely, "Mr. After talking so much, my mouth must be dry, I bought you a bottle of water, hehe..."

Yo!All the teachers are fawning on by female classmates?Jia Hongjian was beautiful at that time, but after he opened the bottle cap and took two sips, he listened to Liang Wen pleading, "Teacher, tell me the difference between a win-win situation and getting what you want." Huh?" Hey!This Liang Wen actually knows how to be cute and flattery, and then she wants to pay back?That's enough!

Cannibalism is short-mouthed and soft-handed, and now Jia Hongjian simply said, "It's very simple, that's why I asked you to think about what you want before negotiating, because the other party is likely to offer you something you don't need. Convince you to compromise!" When Jia Hongjian spoke, all the students in the audience were fully focused, and even the buddies blocking the door forgot to return to their seats, so they stood at the door and listened stupidly. Let Jia Hongjian talk!

"The simplest way to put it is, for example, some of our students in the management school are from other places. If we stay in Shanghai after graduation, we will have a collective account, and we may be able to settle in the future. Moreover, Shanghai is a big city. There are many companies and opportunities, so we students are more likely to be willing to stay in Shanghai. But family members have different opinions, and they may want our students to go home after graduation. Even in terms of job choice, parents We may be inclined to let our students choose some public institutions with leisure and good treatment, but our students may prefer to enter some private or foreign-funded or foreign-funded enterprises to work hard, so when we face this kind of difficulty again, there is a way to win-win Difficult! Can we provide parents with what they want? Difficult! Then what can we do? Maybe we can make other compensations to parents! For example, the simplest emotional compensation, if we talk to parents It is agreed that we will go back for the Spring Festival of the year, we are not allowed to stay home for any reason, and we must be filial to our parents, even on their birthdays, we can buy a gift for them, even more often than usual. Calling parents, will it be easy for parents to give up their demands? If they finally give up their demands and choose this kind of emotional compensation, is it a win-win situation? Yes, but they get what they want Did you get what you wanted? No! Did you get what you wanted? Yes!"

When it comes to emotional compensation here, many students suddenly realized it!It turns out that the reason why the teacher didn't say win-win!Indeed, at least judging from this example, the parents’ goal of wanting to go back was indeed not achieved, but replaced their original request with another kind of reward that they could barely accept, so theoretically speaking, what the teacher said The kind of "what you want" is indeed not obtained!

"We can even analyze the win-win example of the hunter just now in a little more detail. If a rabbit has 1 kilogram of meat, and a deer has 20 kilograms of meat, then if the four hunters hunt alone, They may get 5 kilogram of meat a day. If they cooperate to hunt together, four people will get [-] kilograms, with an average of [-] kilograms per person. But here comes the question, what if it is not evenly distributed? Suppose, I, Liang Wen, and Two classmates, we call them A and B, the four of us hunted together and got a deer, I am not a teacher, I am your colleague. What is the purpose of your cooperation in hunting, Liang Wen, please tell me." Jia Hong Gradually at this time, another topic was opened to attract everyone's attention.

At that time, Liang Wen thought for a while and replied, "It is to get more meat!" "Okay, your goal is to get more meat. Originally, each of us should have 5 kilograms of meat on average. Now I will only give you two kilograms, and then you will get less meat." I will share the three kilograms with me and A and B, and no one will have an extra kilogram, would you like it?" Jia Hongjian asked while standing in front of Liang Wen in a very oppressive manner.

"I don't want to..." Liang Wen replied in a low voice. "Speak up, we have a lot of classmates, we can't hear you!" "I don't want to! It's not fair! Why do you take more and I take less?" Liang Wen asked loudly after being provoked by Jia Hongjian.

"Very good, you asked very well..." Jia Hongjian applauded.When he applauded and praised Liang Wen, the spirit of the whole class relaxed, but everyone still couldn't understand why the teacher said that. At this moment, Jia Hongjian suddenly asked Liang Wen, "But you come here. The purpose of cooperative hunting is not to be fair, but to get more meat! Now you have got two kilograms of meat, which is obviously more than before. Your goal has been achieved, why don’t you want to? Isn’t your purpose of hunting to get more meat? Meat, but for the sake of fairness? Is it because you don’t worry about scarcity but about inequality? Could it be that the four of you only get two kilograms of meat, and then each of you can only get half a kilogram, which is obviously less than before, and you still feel willing?"

Eh!yes!Isn't the purpose to get more meat?According to what the teacher taught before, this should be satisfactory, so why are everyone so upset?Because it's unfair?But I really got more than I got before!And everyone's purpose is indeed not for fairness!All of a sudden, everyone in the classroom became deep in thought! (To be continued.)