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双语:女性如何向上司要求待遇

2014-12-11    来源:fortune    【      美国外教 在线口语培训

双语:女性如何向上司要求待遇

尽管许多职场女性能够游刃有余地代表公司谈判,但她们却不善于向上司争取自身权益。西北大学商学院教授维多利亚•麦维琪和Twitter公司总法律顾问维贾亚•嘉德认为,女性要敢于提要求,但也要讲究谈判策略。

双语:

Women are terrific negotiators: for their companies, for their families, but not as it turns out, for themselves. At Fortune’s NextGen conference, Northwestern University business school professor Victoria Medvec and Twitter’s General Counsel Vijaya Gadde shared their insights on how to be killer at the negotiation table.
女性是出色的谈判者:尤其是在为公司和家人谈判的时候,但她们却并不擅长为自己进行谈判。在《财富》新一代最具影响力女性峰会(NextGen)上,西北大学(Northwestern University)商学院教授维多利亚•麦维琪和Twitter公司总法律顾问维贾亚•嘉德分享了她们对于如何成为谈判高手的心得体会。

1. Ask
1. 提出要求

The biggest mistake women make is they don’t ask, according to Medvec. When they do, they think about salary instead of focusing on the entire package including responsibilities and roles. Asking in terms of your roles and responsibilities gives you more flexibility and makes the company think of you as an asset, she points out.
麦维琪表示,女性最常犯的错误是——不提出要求。即便她们提出要求,她们重点考虑的也是工资,而不是包括权责在内的一揽子待遇。她指出,要求权责范围,可以带来更多灵活性,让公司认识到你的价值。

2. Ask right
2. 正确提问

Choosing the strategy that’s right for the relationship you want to have is the trickiest part of negotiating, Gadde says. It’s important to think about how the other side will feel after the deal. Often you will have to negotiate with the other party again, or in the case of a raise or promotion, will have to rely, at least in part, on your reputation.
嘉德表示,选择策略时,一定要顾及你希望建立的关系,这是谈判中最困难的部分。务必要考虑到对方在交易之后的感受。通常情况下,你未来还要与对方进行谈判,或者在事关加薪升职的时候,你至少在一定程度上不得不依靠自己的信誉。

3. Prepare
3. 做准备

Medvec warns that some of the most experienced negotiators forget to do enough preparation. It’s about more than numbers, you need to think analytically. Figure out your objectives, what the other side wants, and the weaknesses of their options. Based on all of these considerations, you’ll need to decide what to put on the table. Figure out all of your options so you can be flexible. This is even more important for personal negotiations, says Gadde, during which emotions can cloud your thinking.
麦维琪警告称,许多最有经验的谈判者通常会忘记做足准备。所谓的准备工作不仅仅是数字那么简单,而是要以分析思维去考虑问题。确定自己的目标,对方想要什么,以及他们所提供选项的弱点。你需要根据这些考虑,确定谈判的筹码。弄清楚自己的所有选择,让自己在谈判中更加灵活。嘉德表示,这对于个人谈判尤其重要,因为在个人谈判中,人们的思考往往会受到情绪的影响。

4. Talk about what the other side wants
4. 谈论对方想要的

While the key is to stretch and ask for things that make you uncomfortable, it’s important to frame it from the other side’s point of view. Medvec cites a CEO who was offered a two-year contract to change jobs, but wanted a five-year contract for family reasons. She told him to figure out what the company was hiring him for and then frame his goals from its point of view. In this case, it meant talking about what he could achieve over five years.
虽然谈判的关键是挑战自我,并提出一些会让自己不舒服的要求,但从对方的立场出发进行考虑依然很重要。麦维琪列举了一位CEO的例子。公司为他提供了一个为期两年的雇佣合同,但因为家庭原因他却希望签五年。她让这位CEO想清楚公司聘用他的原因,然后从公司的角度来设想自己的目标。这种情况实际上就是跟对方谈论他在未来五年能够取得什么成绩。

5. No is the starting point, not the end
5. 将拒绝作为起点,而非终点

“Until I hit no, I know I haven’t pushed hard enough,” Medvec says. But too often women consider the first hint of no as the end of the negotiation – when it should really be the beginning. Women are afraid to ask, Gadde says. Be the squeaky wheel. You want to remind people you won’t take no for answer, because no one else will do it for you.
麦维琪说道:“直到遭遇了拒绝,我才知道自己不够努力。”对方第一次表现出拒绝的意思,往往会被女性理解为谈判结束——但实际上,这只是开始。嘉德说道,女性害怕提出要求。要做“会哭的孩子”。你要提醒对方,你不会接受拒绝,因为没有人能站出来替你完成这件事。(fortunechina)

flexibility n. 灵活性;弹性;适应性

reputation n. 名声,名誉;声望



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