3 steps to getting what you want in a negotiation | The Way We Work, a TED series

Transcriber:

When we think about negotiations, we think about being tough.

Prevodilac: Relja Ugarak Lektor: Ivana Korom

Kada mislimo o pregovaranju, mislimo da trebamo biti jaki.

We charge in like it's a battle,

Umarširamo kao da je borba,

brandishing our influence and our power moves.

dajući sve od sebe.

But a negotiation doesn't have to be a fight with winners and losers.

Ali pregovaranje ne mora da bude borba sa pobednikom i gubitnikom,

Think of it more like a dance,

već više kao jedan ples,

two or more people moving fluidly in sync.

u kome se dvoje ili više ljudi sinhronizovano kreću.

[The Way We Work]

[Način na koji radimo]

We constantly negotiate at work.

Mi stalno pregovaramo na poslu.

We negotiate for higher pay, promotions, vacations and even greater autonomy.

Pregovaramo za povišicu, unapređenje, bolovanje ili veću autonomiju.

In fact, every day we negotiate just to get our job done

Štaviše, mi pregovaramo svaki dan samo da odradimo naš posao

and to secure resources for ourselves and our teams.

da zadobijemo prihode za nas i naš tim.

And yet when we go in with the wrong mindset,

A opet, kad koristimo loš način razmišljanja,

with a fist up ready to fight,

pesnicom gore i spremni za borbu,

we aren't as successful.

nismo toliko uspešni.

You know why? Because negotiation is not about dominating.

Znate li zašto? Zato što u pregovaranju nije stvar o dominaciji.

It's about crafting a relationship.

Nego je o formiranju veze.

And relationships thrive when we find ways to give and to take

I veze uspevaju samo kada nađemo načina da dajemo i uzimamo

and move together in unison.

i pritom zajedno se krećući u skladu.

And to do that, you have to be well prepared.

A da biste uspeli, morate da se dobro pripremite.

First, do your research.

Prvo, istražite.

Figure out whether what you're asking for is realistic.

Razmislite da li je ono za šta pregovarate realno.

What is your aspiration?

Šta je vaša težnja?

What do you want, and what will make you walk away from the table?

Šta je ono što vi želite, a šta je ono što bi vas oteralo od stola?

This might seem obvious, but too many people don’t think it through.

Ovo možda zvuči očigledno, ali velik broj ljudi ne promisli do kraja.

Let's say you're negotiating for a salary in a new job.

Recimo da pregovarate za platu za nov posao.

Some people, they determine they ask based on their past salary.

Neki ljudi to procene gledajući njihovu prethodnu platu.

That isn't a good yardstick.

To nije dobra mera.

You may end up asking for too much or too little.

Možda će na kraju ispasti da tražite previše ili premalo.

Instead, find out the range of what is possible.

Umesto toga, pronađite domet mogućnosti.

Look at industrial reports, websites.

Pogledajte industrijske izveštaje, veb sajtove.

Talk to people in your professional network

Popričajte sa vašim kolegama

to find out the lowest, average and the highest salary

i pronađite koja je najmanja, prosečna i najveća plata

for a similar role,

za sličnu poziciju,

and then make your ask closer to that upper limit.

i onda podesite da vaš zahtev bude bliži toj većoj plati.

Build a solid rationale for why you are above average

Razmislite zašto ste iznad proseka

and thus deserving of that ask.

i zato dostojni te plate.

Let's say you're negotiating for something less black and white,

Recimo da pregovarate za nešto manje crno-belo,

like the ability to work from home to care for an aging parent.

kao na primer za mogućnost rada od kuće da se možete pobrinuti o starom roditelju.

You need to study your company's policies on remote work.

Morate da proučite polisu vaše kompanije vezanu za rad na daljnu.

Ask yourself when and why were these policies developed

Zapitajte se kada i zašto su se te polise uopšte napravile?

in the first place?

Talk to trusted mentors to understand how working from home might affect issues

Porazgovarajte za poverljivim mentorima da shvatite kako rad od kuće

that aren't on your radar.

može biti problem.

And think about how changing to working from home

I razmislite o tome kako promena na rad od kuće

might actually affect others in your team.

može uticati na ostale iz vašeg tima.

In fact, make a table summarizing the parts of your job

U stvari, napravite tabelu gde ćete navesti delove vašeg posla

that can be done remotely

koji se mogu obaviti na daljinu

and the parts that require face-to-face interaction.

i delove za koje je potrebna interakcija uživo.

This may sound like a lot to do,

Ovo možda zvuči kao previše posla,

but when the person you're negotiating with

ali kada osoba sa kojom pregovarate

sees that you've done all this homework,

vidi da ste uradili sve ovo istraživanje,

you're more likely to get that "yes."

verovatno ćete dobiti to “da.”

It also helps you avoid being lied to while building the person's respect.

Takođe vam pomaže da izbegavate da vas neko laže, a da pritom poštujete osobu.

Second, prepare mentally for the negotiation.

Drugo, mentalno se pripremite za pregovaranje.

Asking for things can get emotional.

Tražiti stvari može biti emotivno.

There are real and complex feelings at play:

Učestvuju razna prava i kompleksna osećanja:

fear, anxiety, anger, even hurt.

strah, anksioznost, bes, pa čak i bol.

It's essential to have strategies in place to manage those feelings.

Ključno je da imate strategiju kako da obuzdate ta osećanja.

One strategy is to adopt a mindset of defensive pessimism.

Jedna strategija je da primenite način razmišljanja defanzivnog pesimizma.

That just means that you accept

To znači da morate da prihvatite

obstacles and failures are likely in a negotiation.

da su prepreke i neuspesi mogući u pregovaranju.

So it's better to put your energy in imagining

Zato bolje uložite svoju energiju u zamišljanje načina

the ways to overcome those obstacles.

kako da prebrodite te prepreke.

That way, you’re ready to respond when you face it.

Na taj način, spremni ste da se suočite sa njima.

Another strategy is emotional distancing.

Još jedna strategija je emotivno distanciranje.

That is the idea of being less attached to any specific outcome.

To je ideja u kojoj niste vezani za bilo koji ishod.

I know it's easier said than done.

Znam da je lakše reći nego uraditi.

We all feel emotions like anger and hurt

Svi mi osećamo emocije kao što su bes i bol

when our core identities are being threatened.

kada se naša unutrašnja ličnost oseća napadnutnom.

When your manager may be challenging a truth that you hold dear about yourself,

Kada vaš šef izaziva neku činjenicu koja vam je važna,

like you’re a hard worker and you deserve this,

kao to da ste vredan radnik i da vi to zaslužujete.

try and avoid thinking of negotiations as the ultimate test of your worth.

Nemojte misliti da je pregovaranje najbolji test vaše vrednosti.

Go in knowing that your request might be met, that it might be denied,

Pristupite tako da će vaš zahtev možda biti prihvaćen, možda odbijen,

and that none of this is a measure of your worth.

i da ništa od ovoga ne meri vašu vrednost.

Also know that if you feel yourself getting upset, hurt during a negotiation,

Takođe znajte da ako se osećate uznemireno, povređeno,

it's OK to step back.

u redu je da se povučete.

You can leave the dance floor and move up to the balcony.

Možete napustiti plesni podijum i otići do balkona.

Just say, "Let me think about this a little more.

Samo recite, “Hajde da razmislim o ovome još malo.

Could we press pause and continue this tomorrow?"

Da li možemo da pauziramo i nastavimo ovo sutra?”

The third and the final way you can prepare for negotiations

Treći i poslednji način kako da se pripremite za pregovaranje

is by putting yourself in the other person's shoes.

je da se stavite u tuđe cipele.

Taking the time to anticipate the other's needs and challenges.

Odvojite vreme da predvidite potrebe i izazove drugih.

What pressures may they be under?

Pod kojim pritiskom bi mogli biti?

What risks would they be taking?

Koje rizike bi preuzimali?

Do they even have the power to give you what you're asking for?

Da li oni uopšte imaju moć da vam daju ono što tražite?

What ripple effects might a "yes" mean?

Šta je sve potrebno za jedno “da”?

When you make that request,

Kada iznesete taj zahtev,

look to balance assertiveness about your own needs

probajte da izbalansirate asertivnost prema svojim potrebama,

with a concern for the other.

sa brigom za drugu osobu.

As you lay out your case, use phrases like,

Kada iznosite vaš slučaj, koristite fraze poput,

“I’m asking for this because I know it’s good for my team.

“Ja tražim ovo zato što znam da je dobro za moj tim.

That I want to achieve X and Y goals, and I know this is what will enable it.”

Da želim da postignem te ciljeve, i znam šta će mi to omogućiti.”

Arguments like that show that you are ambitious,

Takvi argumenti govore da ste ambiciozni,

you know what you want, but you also care for others.

da znate šta želite, ali da i brinete za druge.

So many of our negotiation missteps,

Svi naši neuspeli pregovori,

they don't actually come from disagreements

oni nisu neuspeli zbog neslaganja,

but misunderstanding the other person.

već zbog nerazumevanja druge osobe.

So it's important to listen well, to ask why and why not?

Zbog toga je važno da slušate dobro, da se zapitate zašto i zašto ne?

And you will surely find unexpected opportunities

I vi ćete sigurno otkriti neočekivane mogućnosti

for win-win solutions.

u kojima su svi na dobitku.