商務(wù)管理之 達(dá)成共識　Reaching Consensus

商務(wù)管理之 達(dá)成共識　Reaching Consensus

要所有的團(tuán)隊成員都對某項決策開綠燈，實現(xiàn)起來有些難度?？倳腥嗽跔幾h中固執(zhí)己見（resistant）。即便是有這樣或那樣的困難，也有必要聽取各方意見。最終達(dá)成共識對決策的實行十分有益（beneficial）。

討論

當(dāng)沒有統(tǒng)一意見時就需要展開討論。找出爭論角度，通過對較為可能的（或相對統(tǒng)一的）意見進(jìn)行修改（modify）完善，從而達(dá)到皆大歡喜的目的（keep everyone happy）。

⊙What does everybody think of……

大家對于……是怎么考慮的？

⊙What do you have against……

你是根據(jù)什么來反對……

⊙The reason I disagree is……

我不贊同的原因是……

⊙Don't you think it would be better to……

各位不認(rèn)為……會更好嗎？

⊙Let's hear you out on this issue.

讓我們聽你把話說完。

⊙Can you tell me why you believe the way you do?

你能否告訴我，為什么你認(rèn)為你的辦法行得通？

⊙Let's take a vote.

讓我們來進(jìn)行表決。

⊙Can you tell me more about why you don't agree?

你能否更詳細(xì)地告訴我為什么你不同意？

⊙Is there anything we can change about this option to make it more acceptable to you?

對于這一選擇，我們可以做什么調(diào)整好讓你覺得更適用嗎？

共識的形式

達(dá)成共識不是說非得每個人都完全同意（completely agree），但是要保證讓大部分人都接受。讓每個人都參與到共識的討論和理解中，并盡量說明為何最終的選擇最適宜。在討論之初就應(yīng)當(dāng)表明所謂的共識是與會者一致贊同（on the same page），還是在一兩個人反對（dissenters）的情況下仍獲得通過。

⊙We don't have to see eye to eye on this, we just need to agree on a direction to go.

在這個問題上我們沒有必要形成絕對一致的意見，我們只需要確認(rèn)意見的大致方向。

⊙Do we all agree that we need to compromise?

我們是否都贊同我們（必要時）需要妥協(xié)？

⊙So, if we can get at least 9 out of 10 to go for the idea, then we're set.

那如果我們中有9個人都同意這個想法，那就拍板。

⊙We need 100%agreement on this issue, am I right?

我們需要100%的意見一致，是這樣嗎？

共識的內(nèi)容

組織者應(yīng)對問題交代得（identify the problem）越詳細(xì)越好，并提供解決問題的幾個選擇和方案（various options or solutions）。在深入討論之前，可以通過表決的形式了解與會者的大致傾向（where you stand），從而引出辯論的正反方。

⊙We're meeting today to come up with a solution to cut the budget.We've got two possible solutions to discuss right off the bat.The first one is downsizing with employee layoffs.The second is to cut spending by eliminating existing benefits.Both are hard measures.Let's see a quick count of who's leaning toward the first option.

我們今天開會的目的是為削減預(yù)算找出解決方案。我們有兩個可能的方案供大家討論。第一個是通過裁員來削減，另一個是削減現(xiàn)有福利從而減少開銷。兩個方案都比較棘手。我們來迅速統(tǒng)計一下有誰贊成第一種選擇。

⊙We can either spend the bulk of our production time on working out details in the design project, or go for something a bit more general but save time and money.Both options have advantages and drawbacks.How many of you feel we have reason to invest time and money on the first option?

我們既可以花大量時間在項目設(shè)計的細(xì)節(jié)上，也可以選擇更省錢、省時但普通一些的。兩個選擇各有利弊。你們誰認(rèn)為我們應(yīng)在第一種方案上投入時間和財力？

達(dá)成共識的時間

繼續(xù)調(diào)整修改，不斷表決，直到每個（或絕大部分）與會者都表示贊同。

⊙Anybody has a chance to share their thoughts?Good, let's take another vote.是否大家還要借此機會來分享一些自己的想法？好的，讓我們再次表決。

⊙Let's take time to hear Frank out.Okay, Frank, tell us why you disagree.讓我們聽Frank把意見表達(dá)完。好的，F(xiàn)rank，告訴我們?yōu)槭裁茨悴煌狻?

⊙Let's talk about Option One more in detail.Does anyone want to share why they think it's a good idea?

讓我們再深入討論一下第一個選擇。誰愿意分享一下為什么支持這一想法？

⊙Okay, Margaret, can you explain to us why you support the second option?好的，Margaret，你能否解釋一下你為什么支持第二個選擇？

決定

一旦達(dá)成共識，立即形成決議，避免節(jié)外生枝（prevent further problems）。

⊙Okay, now that we're finally all in agreement, I will get in touch with the human resource department to implement these changes starting next week.好的，現(xiàn)在我們終于達(dá)成了統(tǒng)一意見，我會馬上聯(lián)絡(luò)人力資源部，從下周起執(zhí)行這些變動。

⊙Thanks everyone for working so hard to make a decision on this issue.感謝各位為達(dá)成這個決定所做的辛苦工作。

⊙Let's get the results of our discussion today in writing and put it into action as soon as possible.

讓我們把今天討論的成果形成書面文件，并盡快著手執(zhí)行。

總結(jié)

共識是整體利益的平衡點。只有個體利益相對滿足時，所形成的決策才長久有效，人們才會心悅誠服地執(zhí)行。達(dá)成共識的過程是從分歧走向統(tǒng)一的過程，只有靠協(xié)調(diào)、變通和耐心才能實現(xiàn)。總之要皆大歡喜，其樂融融，大家就應(yīng)當(dāng)各有取舍，共同努力。

Words　單詞表

acceptable可接受的，合格的

benefits福利，利益，效益

bulk大批，大量

current當(dāng)前的

downsizing削減，精簡

drawback弊端

eliminate消除，排除

existing現(xiàn)有的，現(xiàn)存的

generic一般的，通用的

layoff解雇，裁員

morale士氣

overtime超時的，加班的

solution方法，解決方案

vote投票，選舉

workforce勞動力，職工

Phrases　短語表

100%agreement完全同意

50-50 even對半開

change（one's）mind改變（某人的）想法

come up with找到（答案）

cut a budget削減預(yù)算

cut spending削減支出

feel free（to do sth）無拘束，隨意某事

get a pink slip被解雇

have a chance有機會

have a point　說得有道理，所言極是

lean toward（an option）偏向，傾向

hear sb out聽某人把話說完

lower rung employees下層/底層雇員

meet a deadline滿足期限

pay out付出

right off the bat立即，馬上

see eye to eye on this對此意見統(tǒng)一

share（one's）thoughts分享（某人的）想法

take a（quick）count（迅速）統(tǒng)計

work out details解決細(xì)節(jié)

實景對話1

A：We're meeting today to come up with a solution to cut the budget. We've got two possible solutions to discuss right off the bat.The first one is downsizing with employee layoffs.The second is to cut spending by eliminating existing benefits.What does everyone think about employee layoffs?

B：Well, first of all, how many layoffs are we talking about?The reason I disagree is because if too many people get pink slips, morale and production will go way down.

C：Jim has a point there. In order to meet our financial goals, we are talking about laying off as much as 20%of our current workforce.

A：Larry, can you tell me more about why you don't agree?

C：It's not going to do much good to eliminate employees. If we have less people to do the same amount of work, the remaining employees will have to work overtime to finish the work.Our company will have to pay out in overtime fees what it was trying to save in lay offs.

A：Has everybody had a chance to share their thoughts?So do we all agree that the first option isn't going to work for us?Let's take a vote. If you support Option One, please raise your hand.Okay.Option Two?Looks like Mary you're the only one who agree on the second option.Is there anything we can change about this option to make it more acceptable to you?

D：Well, I think if we were to focus more on cutting excess benefits from senior level employees without disrupting the basic and necessary benefits from lower rung employees, it could be better.

A：我們今天開會的目的是為削減預(yù)算找出解決方案。我們有兩個可能的方案供討論。第一個是通過裁員來削減。另一個是削減現(xiàn)有福利從而減少開銷。對于裁員大家都怎么想？

B：首先，我們所說的裁員是裁多少人？我不同意是因為下崗的人太多，士氣和產(chǎn)量都會隨之下滑。

C：Jim言之有理，為了達(dá)到財務(wù)目標(biāo)，我們要裁掉20%的員工。

A：Larry，你能否說說你為什么不同意嗎？

C：解雇員工沒有多大的好處。如果我們讓更少的人做同等量的工作，剩下的這些人為了完工就得加班，那公司就得用裁員節(jié)省下來的錢支付加班費。

A：每個人都同意他們的想法嗎？那我們都認(rèn)為第一種選擇對我們不適用嗎？讓我們表決一下。同意第一種選擇的請舉手。好的，第二個選擇呢？好像Marry是唯一同意第二種選擇的人。我們可以做什么調(diào)整，好讓你覺得更可行嗎？

D：我覺得如果我們能夠集中減少高級雇員的超額福利，而不影響底層雇員的基本和必需福利，也許更合適些。

實景對話2

A：We can either spend the bulk of our production time on working out details in the design project, or go for something a bit more generic but save time and money. Both options have advantages and drawbacks.How many of you feel we have reason to invest time and money in the first option?Okay, Margaret, I noticed you didn't vote for the first option.Can you explain to us why you support the second one?

B：I don't think we have the time to spend on developing a fancy custom design. We're working under deadline here, so to meet the requirements of the client, we have to give them something generic.

C：I disagree！

A：Okay. Let's take time to hear Frank out.Frank, tell us why you don't agree. What do you have against the generic design?

C：It's because our clients have such specific requirements that we have to invest in a custom design. I don't think they'd be happy with anything that wasn't very unique.We don't want to disappoint our clients.Don't you think it would be better to focus on making the client happy than meeting a deadline?

A：So let's talk about Option One more in detail. Does anyone else want to share why they think it's a good idea?

D：Well, I think these two options aren't necessarily mutually exclusive.

I think we can do a reasonably good job with a custom design without overshooting the deadline.

A：我們既可以花大量時間在項目設(shè)計的細(xì)節(jié)上，也可以選擇更省錢、省時但普通一些的。兩個選擇各有利弊。Margaret，我留意到對于第一種選擇你投反對票，你能否解釋一下？

B：我認(rèn)為我們沒有時間來研發(fā)一個不切實際的設(shè)計方案。我們的工作是有時間限制的，這樣才能滿足客戶的要求，所以我們只能提供相對普通的方案。

C：我反對！

A：好的，讓我們聽聽Frank的意見。Frank，告訴我們?yōu)槭裁茨悴煌?。你根?jù)什么反對提供普通的設(shè)計方案？

C：在設(shè)計上投入更多精力，這是客戶的特別要求。我想對于不是非常獨特的東西他們是不會滿意的。我們不想讓客戶失望。各位不覺得讓客戶滿意比遵守時限更值得我們關(guān)注嗎？

A：讓我們再深入討論一下第一種選擇。誰愿意分享他認(rèn)為比較好的想法？

D：嗯，我覺得這兩種選擇并不互相排斥。我認(rèn)為我們可以在不拖期的前提下，在特別設(shè)計上付出更多努力。