工作中最常見的3種談判，你該這麼應對

There is one common component that can make or break any negotiation–research and preparation. 

有一項常見的內容可以成就或破壞任何談判，那就是研究和準備。

It doesn't matter whether you're trying to make a convincing case for why you deserve a promotion, or whether you're trying to convince your boss that you need more resources to complete the project that they assigned to your team.

無論你是想要嘗試說明自己爲什麼應該升職，或者試圖說服老闆你需要更多資源來完成他們分配給你團隊的項目，研究和準備都至關重要。

Here are three common circumstances where you'll probably find yourself negotiating at work, and how to prepare in each situation.

以下是三種工作中常見的談判情況，以及如何在每種情況下做好準備。

Situation 1: When You Get A Job Offer

情況1：當你獲得工作機會時

In most cases it's in your best interest to negotiate when you get a job offer. 

在大多數情況下，當你獲得工作機會時進行談判符合你的最佳利益。

Many employers admit to lowballing initial offers because they anticipate that the candidate will try to negotiate. 

許多僱主承認低報了初始報價，因爲他們推斷候選人會嘗試議價。

Identify situations where you fixed something that was broken. 

就像你修復了某件本已損壞的東西。

Ideally, that story should mirror potential situations you might face in your new role. 

在理想的情況下，故事應該反映你在新崗位中可能面臨的狀況。

When you communicate to the company your value in terms and language that they understand, it becomes easier to justify why you should be offered a higher salary.

當你通過他們理解的方式和語言向公司傳達你的價值時，更容易證明爲什麼你應該獲得更高的薪水。

Situation 2: When You're Asking For A Promotion, Or Negotiating Its Terms

情況2：當你要求升職或協商升職條款時

It's true that some companies have their own policies and rules when it comes to promotion–but there is still a tendency for companies to see what they can get away with. 

確實，有些公司在升職方面有自己的政策和規則，但公司仍然傾向於不主動給員工升職。

This is why in a lot of instances, it's on you, the employee, to make the case for why you deserve a title change and raise.

這就是爲什麼在很多情況下，你作爲員工應告訴公司爲什麼你值得升職加薪。

To an extent, the preparation for promotion conversations are similar to negotiating job offers. 

在某種程度上，升職談判與談判工作機會是相似的。

But a big piece of that preparation should be building your influence. 

但是，在升職談判時，一大部分準備工作應該是建立自己的影響力。

You have to be networking with everyone you work with in your team and your department, but also managing up and finding out what people need. 

你必須與你所在團隊和部門中工作過的每個人建立聯繫，同時還要管理並瞭解他們需要什麼。

Finally, employees should see the negotiation process as transactional, and relational. 

最後，員工應該將談判過程視爲事務性和關係性的。

It's not about presenting your demands and not stopping until the other party concedes. 

這不是單純地提出你的要求，並在另一方接受之前不要停止。

It's about making sure that both parties find a solution that meets both their demands.

這是爲了確保雙方都能找到滿足其需求的解決方案。

Situation 3: When You're Asking Something You Want Or Need At Work

情況3：當你討要工作上想要或需要的東西時

When it comes to negotiating for resources–or even asking your boss for benefits like working remotely or flexible hours, remember to view the negotiation prep like putting together a proposal.

涉及到資源談判，甚至向老闆要求遠程工作或靈活工作時間等好處時，請記得查看談判準備工作，例如整理提議。

When you're preparing the proposal, you should present the benefits to the company the same way you'd make a case for the promotion. 

當你準備提議時，你應該以與提出升職申請相同的方式向公司列舉好處。

How much money will you save? How much more revenue will you bring? How will your productivity increase? How will this improve your company's reputation in the market?

你能節省多少開銷？你能新增多少營收？你的生產力將如何提高？這將如何提高你們公司在市場上的聲譽？

At the end of the day, negotiation is really about value creation and problem solving. 

歸根結底，談判實際上在於創造價值和解決問題。

（翻譯：雅蘭）