乔布斯传第601期:分家(13)（打印版）

Iger went about it in an unusual way. When he first talked to Jobs,

这一次艾格用了不同寻常的方式。当他第一次和乔布斯提起这件事的时候，

he admitted the revelation that had occurred to him in Hong Kong and how it convinced him that Disney badly needed Pixar.

坦陈了自己在香港的感悟，他认为迪士尼是太需要皮克斯了。

"That's why I just loved Bob Iger," recalled Jobs. "He just blurted it out.

乔布斯回忆道：“这就是我很喜欢鲍勃·艾格的原因，他是个心直口快的人。

Now that's the dumbest thing you can do as you enter a negotiation, at least according to the traditional rule book.

在谈判中这么早就泄露底牌是一种最愚蠢的做法，至少按照传统的规则来说是这样的。

He just put his cards out on the table and said, 'We're screwed.'

他就那么把他的牌摊在桌面上，说了句‘我们完蛋了’。

I immediately liked the guy, because that' s how I worked too.

我立刻就喜欢上了这个家伙，因为我也是这种人。

Let's just immediately put all the cards on the table and see where they fall."

所以我们就马上把所有的牌都摊在桌上，看看他是在哪里摔的跟头。”

(In fact that was not usually Jobs's mode of operation.

（事实上，这并不是乔布斯惯常的操作模式。

He often began negotiations by proclaiming that the other company's products or services sucked.)

通常情况下，在谈判最初的阶段，他都会抱怨其他公司的产品或服务不好。）

Jobs and Iger took a lot of walks -- around the Apple campus, in Palo Alto, at the Allen and Co. retreat in Sun Valley.

乔布斯和艾格在帕洛奥图的苹果园区一起走了很久，又到了位于森尼韦尔的艾伦公司的度假中心。

At first they came up with a plan for a new distribution deal:

起初，他们商定了一个关于发行的新计划：

Pixar would get back all the rights to the movies and characters it had already produced in return for Disney's getting an equity stake in Pixar,

皮克斯将收回所有之前制造的电影和卡通人物的版权，作为回报，迪士尼将掌控皮克斯的一部分股权；

and it would pay Disney a simple fee to distribute its future movies.

对于未来的电影，皮克斯将向迪士尼支付一定的发行费用。

But Iger worried that such a deal would simply set Pixar up as a competitor to Disney,

但是艾格担心这么做会把皮克斯变成迪士尼的一个强大的竞争对手，

which would be bad even if Disney had an equity stake in it.

即使迪士尼拥有一部分股权，也可能会造成不好的结果。

So he began to hint that maybe they should actually do something bigger.

所以，他开始向乔布斯暗示，也许他们可以做得更大。

"I want you to know that I am really thinking out of the box on this," he said.

他说：“我想让你知道，关于这个问题我有个比较创新的想法。”

Jobs seemed to encourage the advances.

乔布斯似乎比较感兴趣。

"It wasn't too long before it was clear to both of us that this discussion might lead to an acquisition discussion," Jobs recalled.

他回忆道：“没过多久，我们就明确了这场合作将以收购的方式进行。”