【正文】 his mind, he is not open to entertain any other suggestion? 只要一個人對解決方案有了具體的方向，他就不會再接受其它建議？你同意嗎？Correct?對不對？He has already set the direction, he doesn’t want to hear anything else. 他已經(jīng)設(shè)立方向，不想聽其它意見。The question starts to be – is it always the case? 問題是—情況總是如此嗎？Do people usually have a predetermined direction of a solution which is not the one that you are offering. 人們的解決方案，是否通常都會有個既定的方向，而且跟你提供的方向不同？And let me prove to you that that is usually the case.讓我證明給你看，情況通常如此。How am I going to prove it? Relatively easy. 我要怎么證明呢？相當(dāng)簡單。By now, after the first five sessions you are very used to clouds, to conflicts. 到目前為止，在上了前面五個講次的課程后，你非常習(xí)慣沖突圖。As a matter of fact you know now that every core problem can be presented as a conflict, as a cloud. 實際上，你現(xiàn)在知道可以用沖突圖來呈現(xiàn)每個核心問題。Lets look on it. What is the meaning of the cloud? 我們看一下，沖突圖的意義是什么？There is a mon objective, something that all your audience agree upon: “That is what we want.” 有個共同的目標(biāo)，你所有的聽眾都一致同意：“這就是我們想要的。”But whenever we have a conflict and remember whenever you have a core problem you do have a conflict, this means more than one need is involved. 但是只要我們有沖突，要記得，只要你有核心問題，就會有沖突，意謂著牽涉到不只一個的需求。In order to get the mon objective we need both that and that. 為了達到共同的目標(biāo)，我們需要這個和這個。The needs are totally legitimate.這些需求都十分合情合理。Look on all the clouds that you have seen in the first five sessions. 看一下前面五個講次里所有的沖突圖。And you will see you will agree with the need for both of them, not just one of them. 你會發(fā)現(xiàn)自己同意這兩個需求，不只是其中一個。There is no conflict between the needs. 兩個需求之間沒有沖突。The conflict es from where? – the prerequisites, in order to have that I need that, in order to have that I need the opposite and here I have the conflict. 沖突來自于哪里？條件，為了要有這個，我需要這個，為了要有那個，我需要那個，所以我在這里有沖突。That is always the case. 情況總是如此。Now listen, you have to remember that when you are dealing with a change in organization you are dealing with persuading more than one person.現(xiàn)在，你必須記得，當(dāng)你處理組織內(nèi)的一項改變，要說服的人就不只一個。Now, some people due to the area of their responsibility will be more inclined to say – this is what I must take care of, satisfying this. 現(xiàn)在，由于職務(wù)范圍不同，有些人會說—這是我必須負責(zé)的部分，要滿足這個需求。Some other people due to their different responsibility will say this is what I have to take care of. 其它人會說—這是我必須負責(zé)的部分。Even though they admit the legitimacy of the other need, and their interest is one need, not the other. 雖然他們都認(rèn)為對方的需求也很合理，但是他們只關(guān)心自己的需求，而不是別人的需求。Usually, unless you are the president.情況通常如此，除非你是總裁。Since there is such a conflict in reality, what do we see in reality? 既然現(xiàn)實中存在著這樣的沖突，我們會看到什么情況呢？How does the organization operate? 組織如何運作？Through a promise. What is the meaning of promise?透過妥協(xié)。妥協(xié)的意義是什么？You will find out that the organization is vibrating over some point on the conflict arrow. 你會發(fā)現(xiàn)組織在沖突箭頭上的某一點會搖擺不定。Which means what?這代表什么意思？We are jeopardizing the first need, we are jeopardizing the second need but in such a way that at least we get some of the mon objective. 我們會危害到第一個需求和第二個需求，但是如此一來，至少我們能達到共同目標(biāo)的一部份。That is the meaning of promise. Everyone gains. 這就是妥協(xié)的意義。每個人都有收獲。Now put yourself in the shoes of the people that this need is more important for them than this need. 現(xiàn)在你交換角色，站在別人的立場，他們認(rèn)為這個需求比這個需求更重要。What is the direction of solution that they have in their mind? 在他們心中，解決方案的方向是什么？The direction of the solution is this promise point that we are vibrating around has to be moved to that direction. 解決方案的方向就是妥協(xié)點必須朝那個方向移動。That is what they see as the direction of the solution. 這就是他們解決方案的方向。But what is the other group of people, the one that are concerned just with the second need, thinking? 但是另外一群只關(guān)心第二個需求的人在想什么？The promise point has to be changed. 妥協(xié)點必須改變。But to what direction? downwards.但是要朝哪個方向改變呢？向下。If you want to see how big it is, for example, in every large pany, there is an ongoing dilemma like that, it is called centralization, decentralization. 如果你想知道情況多嚴(yán)重，可以看一下每家大公司都會面臨這種兩難的局面—叫做集權(quán)和分權(quán)。And everyone is constantly pulling to his direction. 每個人經(jīng)常往自己的方向拉。This is always the case.情況總是如此。What is the chance of getting a consensus on the direction of the solution under such environment? 在這樣的環(huán)境下，對解決方案的方向取得共識的機率是多少？About the chance of a snowflake surviving in hell.幾乎不可能。What do we do now, force our way? 現(xiàn)在我們該怎么做？一意孤行嗎？Then we give up on half the people to start with.那么我們就會讓其中一半的人無法開始。Use democracy way, which means we’ll go with the majority? 使用民主的方法，少數(shù)服從多數(shù)嗎？Don’t worry, the minority will find ways to block you.別擔(dān)心，少數(shù)人一定會想盡辦法來阻撓你。As a matter of fact as you move and the other need bees more and more jeopardized, the minority bees majority. 實際上，由于妥協(xié)點不斷移動，另一種需求愈來愈受到危害，少數(shù)就會變成多數(shù)。What is the way out? How can you overe the resistance to change? 要怎么解決呢？你如何克服拒絕改變的心態(tài)呢？Remember what does it imply? 還記得這隱含了什么意義？It implies that always you are facing a second layer of resistance to change which is – we agree on the problem, but we do not agree on the direction of the solution. 隱含著你總會碰到第二層的拒絕改變，也就是—我們同意問題，但是不同意解決方案的方向。How can you get rid of this layer of resistance to change, how can you get a consensus on the direction of the solution? 你如何消除這一層拒絕改變的心態(tài)，如何為解決方案的方向取得共識？Wow, what a problem! 天??！很大的問題！Well, here we will have to adopt the other foundation of the theory of constraints, which is actually the other basic belief of the hard sciences.嗯，在這里我們必須采用限制理論的另一個基礎(chǔ)，實際上也是自然科學(xué)的另一個基本假設(shè)。I told you that there is one belief, which is any system, no matter how big, will have one or two things at the bottom. 我跟你說過第一個假設(shè)—無論系統(tǒng)多大，在底部只會有一、兩件事情。In other words there are no plex systems in reality. 換句話說，現(xiàn)實生活中沒有復(fù)雜的系統(tǒng)。There is another belief in the hard sciences, something that we take for granted. 自然科學(xué)還有另一個假設(shè)，我們常常將它視為理所當(dāng)然。And the second belief of the hard sciences is there are no contradictions in reality, none whatsoever. 自然科學(xué)的第二個假設(shè)是—現(xiàn)實生活中沒有矛盾的事物。Lets see how