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.

譯者: Lilian Chiu 審譯者: Helen Chang

想到談判協商， 我們都會想到要強硬。

We charge in like it's a battle,

我們像是上戰場一樣進攻，

brandishing our influence and our power moves.

揮舞著我們的影響力和強大對策。

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

但談判協商不一定得是 一場分出輸贏的戰鬥。

Think of it more like a dance,

把它想成是跳舞，

two or more people moving fluidly in sync.

兩個以上的人，流暢且同步地舞動。

[The Way We Work]

〔我們工作的方式〕

We constantly negotiate at work.

在工作上我們常要談判協商。

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

我們談判協商以爭取加薪、

升遷、休假，甚至更多自主權。

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

事實上，每天

我們都在談判協商，以完成工作，

and to secure resources for ourselves and our teams.

為我們自己和團隊取得資源。

And yet when we go in with the wrong mindset,

但若我們帶著錯的心態去談判協商，

with a fist up ready to fight,

握緊拳頭準備打架，就不會很成功。

we aren't as successful.

You know why? Because negotiation is not about dominating.

知道為什麼嗎？因為 談判協商的重點不是主導。

It's about crafting a relationship.

重點是精巧地打造彼此的關係。

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

要讓關係成功， 我們就得想辦法互惠，

and move together in unison.

以和諧的方式進行。

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

要做到這一點，就得做好準備。

First, do your research.

首先，要做功課。

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

想清楚，你的索求是否實際。

What is your aspiration?

你想達到什麼目的？你想要什麼？

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

怎樣會讓你起身離開談判桌？

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

這似乎很顯而易懂， 但太多人就是沒有想通。

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

比如，你在協商新工作的薪資。

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

有些人會很堅持地 根據過去的薪資來提出要求。

That isn't a good yardstick.

那不是好的衡量標準。

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

你最後可能會要得太多或太少。

Instead, find out the range of what is possible.

換個方式，找出可能的範圍。

Look at industrial reports, websites.

去找產業報告、網站。

Talk to people in your professional network

和你在職業上的人脈談談，

to find out the lowest, average and the highest salary

找出類似職務的

最低、平均，和最高薪資，

for a similar role,

and then make your ask closer to that upper limit.

接著要求一個接近該上限的數字。

Build a solid rationale for why you are above average

準備好一個實在的理由， 說明你比一般人更好，

and thus deserving of that ask.

所以值得那樣的薪資。

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

假設你在談判協商的議題 不是黑白分明的，

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

比如有能力在家工作 同時照顧年邁的父母。

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

你得研究你的公司 對遠距工作有哪些政策。

Ask yourself when and why were these policies developed

問問自己，

這些政策最早是何時 發展出來的？為什麼？

in the first place?

和你能信任的導師談談，了解一下

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

在家工作可能會影響 哪些你沒注意到的議題。

that aren't on your radar.

And think about how changing to working from home

並想想看，改成在家工作

might actually affect others in your team.

對你的團隊成員會有什麼影響。

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

事實上，你應該製表

整理出你的工作有哪些部分 可以從遠端完成，

that can be done remotely

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

哪些部分需要面對面互動。

This may sound like a lot to do,

聽起來要做的很多，

but when the person you're negotiating with

但當你的談判協商對象看到

sees that you've done all this homework,

你做了這麼多功課，

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

你就更有機會得到「好」。

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

這樣也能協助你避免被騙，

同時建立對方的尊重。

Second, prepare mentally for the negotiation.

第二，為談判協商做好心理準備。

Asking for things can get emotional.

提出要求可能會讓情況變得情緒化。

There are real and complex feelings at play:

過程中可能會出現 真實且複雜的感受：

fear, anxiety, anger, even hurt.

恐懼、焦慮、憤怒，甚至受傷。

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

重要的是先備好策略

來因應那些感受。

One strategy is to adopt a mindset of defensive pessimism.

有一種策略，是採用

防禦性悲觀主義的心態。

That just means that you accept

意思就只是你接受

obstacles and failures are likely in a negotiation.

談判協商中很可能 會出現障礙和失敗。

So it's better to put your energy in imagining

所以最好把你的能量 用來想像有什麼方式

the ways to overcome those obstacles.

可以克服那些障礙。

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

那麼，當你面對它時， 就準備好因應了。

Another strategy is emotional distancing.

另一種策略是在情緒上拉開距離。

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

這個觀念就是不論 結果如何都不要太在意。

我知道說的比做的容易。

I know it's easier said than done.

We all feel emotions like anger and hurt

當我們的核心身分受到威脅時，

when our core identities are being threatened.

我們都會感受到憤怒和受傷等情緒。

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

當你的主管挑戰你的某一點，

而你很在意那一點時，

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

比如你是辛勤工作的人 而這是你應得的，

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

試著不要把談判協商視為

是對你價值的終極考驗。

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

去談判協商時，要知道你的要求

可能會被滿足或拒絕，

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

這些都無法衡量你的價值。

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

也要知道，如果你在談判協商過程中

感到沮喪、受傷，

it's OK to step back.

退一步也沒關係。

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

你可以離開舞池到樓上的陽台去。

只要說：「再讓我多想一下。

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

Could we press pause and continue this tomorrow?"

我們能不能暫停，明天再續？」

The third and the final way you can prepare for negotiations

為談判協商做準備的第三種方法

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

就是站在對方的立場思考。

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

花些時間預先考量 對方的需求和難處。

What pressures may they be under?

他們可能會承受什麼壓力？

What risks would they be taking?

他們可能要冒什麼風險？

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

他們有權可以答應你的要求嗎？

What ripple effects might a "yes" mean?

「好」會代表什麼樣的漣漪效應？

當你提出要求，

When you make that request,

look to balance assertiveness about your own needs

想辦法平衡你對自身的堅決需求

with a concern for the other.

和給予對方的關心。

As you lay out your case, use phrases like,

當你攤開提案時，可以用這類說法：

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

「我會這樣要求是因為 這樣對我的團隊有益。

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

我想要達成目標 X 和 Y，我知道

這樣做會有幫助。」

Arguments like that show that you are ambitious,

像這樣的論點會顯示你很有野心，

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

你知道你想要什麼， 但你也會顧及其他人。

So many of our negotiation missteps,

我們有許多談判協商的失策

they don't actually come from disagreements

其實不是意見不合造成的，

but misunderstanding the other person.

是誤解對方造成的。

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

所以，好好傾聽很重要，

還要問「為什麼」及「為什麼不」。

And you will surely find unexpected opportunities

你肯定能找到未預期的機會，

for win-win solutions.

創造雙贏。