2014.05.24【英译中】Eight Tips for Timid Negotiators

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发表于:2014-05-23 22:43 [只看楼主] [划词开启]

素材库文章,请大家帮我看一看吧ಥ_ಥ我觉得我中文真的好捉急哟……





Eight Tips for Timid Negotiators

给胆小谈判者的8个建议

 

Negotiation expert Becky Shambaugh on the art of asking for what you deserve.


谈判专家贝基·香博在此为你介绍适当索取的技巧。




When contemplating whether you will ask for something you need, ask yourself what’s the worst thing that can happen? (photo via Shutterstock.com)

 

每每纠结于是否要说出自己的需要时,不如先问问自己可能发生的最糟糕的情况是什么?(图片来自Shutterstock.com

 

Asking for what we want is a difficult exercise – and it appears to be an even more difficult exercise for women. It’s easy to feel uncomfortable, like we may not be entitled to something, or worry that we’ll hear the word “no.” Often, we don’t want to rock the boat. If we do a good enough job, we think to ourselves, “The reward will eventually come our way.”

 

我们很难开口索取我们想要的——对于女性来说更是如此。很多时候,我们会因为担心自己可能不够格或害怕被拒绝而感到不自在。通常情况下,我们都不愿意打破现状,想着:如果我们做得够好,总会得到回报的。

 

But what if it doesn't? It is up to you to tell an employer (or potential employer) what you’re thinking, what your goals are, and what you want. Here are 8 tips for how to achieve your worth.

 

但是如果回报迟迟不来呢?这时你就应该把你的想法,目标和需求告诉你的雇主(或你未来的雇主)。以下8个建议会告诉你如何得到你所应得的。

 

Don't expect others to know what you want.

Take time to update your manager or organization on your accomplishments and the value you bring to the company. Let them know your career desires and goals. People will not only have more respect for you if you ask for what you want but will also take you more seriously if you define it out loud. Don’t wait for others to guess or determine what is best for you – it is incumbent upon us to be in control of our own destiny. Remember, people expect you to ask for what you want. It shows confidence!

 

 

别人没有读心术,不会知道你想要什么。

花点时间让管理层或组织重新认识你的才能与对公司的价值。告诉他们你的职业期望和目标。说出你想要什么会令他人更尊重你,你明确有力的要求还会使他们加倍认真对待你。别等着别人来猜测或定位什么最适合你——自己的命运当然要自己把握。记住,人们期望你说出自己想要的。它是自信的表现!

 

 

Know your worth.

Take stock in yourself and determine your value equation. Identify your accomplishments and be ready to explain how these have positively impacted your team or your company. Research trends, internal and external salaries, and other best practices. Establish a good relationship with a respected recruiter, as they can be helpful to learn about job market trends and your value in the marketplace. The more information you have going in to your request, the more it will allow you to present your case more credibly.

 

 

衡量自身价值。

审视自己,明确自身价值。认识你自身的才能,并能够看准时机说明它们是如何为你的团队和公司带来效益的。调查研究现下的职场趋势,内部与外部的薪资水准,以及其他的最佳实践。结交有声望的招聘人,他们会帮你了解就业市场的走向与你的市场价值。在提出要求时,你手头掌握的信息越丰富,你的说法就越能令人信服。

 

 

Do Your Homework.

Oftentimes, women’s choice of words when communicating can send the message that they are not as strategic as men. When making a request, do your homework before hand and build a business case. Talk about the strategic aspects of your project. How does it fit into the organization’s vision, business strategy, growth plan or annual goals? How will it drive better business results or enhance levels of efficiency, customer relationships? You must understand how your ask will impact the bottom line and be prepared to communicate that connection clearly and succinctly.

 

 

事先做好充分准备。

常常,女性在交流时的措辞让人觉得她们不如男性有战略性。在提出要求之前,先做一些功课,制定一个计划。谈一谈你项目的战略性意义。它是如何服务组织的发展前景,经营战略,成长计划,或年度目标的?它为何能推动业绩提高,或优化效率与客户关系?你必须了解你的要求对组织盈利上有什么影响,并为能简洁明了地表明这一点做好充分准备。

 

 

It’s Not Just What You Say, It’s How You Say It.

Studies show that social cues and nonverbal communication has a huge impact on our presence (and our ability to be taken seriously). When making a request, be articulate and to the point – don’t bring the laundry list of your compliments or questions. Exude energy, passion and confidence; speak up and let people see your enthusiasm and what you care about. Use good eye contact and listen attentively to others, hear them out and have respect for their views and interests. Know the other person’s communication style and adapt your language to it.

 

 

比起说话内容,更需注重谈吐方式。

研究表明社会线索与非语言沟通对我们的表现力(以及我们引起他人重视的能力)有着巨大的影响。提出要求时要清晰到位——别一股脑地恭维或者提问。充分表现出你的干劲,热情,和自信。声音洪亮,让大家看到你的热忱和你所关切的。善用眼神交流,留心倾听他人,听听他们的意见,尊重他们的观点和利益。用迎合对方的沟通方式来表达你自己。

 

 

Build a Bridge.

Be collaborative in your request. Understand your boss’s needs, hot buttons and the needs of the organization when asking for what you want. Remember: it’s a two way street. Ask questions such as “How can we make this a win/win?” and “How would you define success?” Find the right balance between listening, asking questions, and then getting to the solution.

 

 

构建纽带。

提出的要求应考虑到双方利益。在说出你的要求时需明了你老板的需要,敏感点以及组织的需要。记住:与对方互谅互让。问他一些如“我们怎样才能做到双赢?”和“你如何定义成功?”之类的问题。找到倾听、询问和寻找解决方案之间的平衡点。

 

 

Then Build Your Strategy.

Avoid going in and asking on the first conversation – it’s better to engage in an open dialogue to figure out the best approach. For example: if you are going in for a promotion, say, “I have been in this role for 3 years. What do you think it would take for me to get the next promotion?” If you learn that there is a budget freeze on headcount, then shift your request to another direction. Ask for something other than a raise, or, propose the question, “Suppose six months from now things are different. What are my chances? What do I need to do to achieve that goal?” But by using open-ended questions, you can get better information to help you decide what your strategy should be. Then, come back in six months!

 

 

制定策略。

避免单刀直入——在开放性的对话中寻找最佳方案。举个例子,假如你想升职,你问人事:“我已经在这个岗位上呆了3年了。我该如何获得下次升职的机会呢?”这时你听到人力预算已满,就可以将话题转移到另一个方向。问一问跟升职无关的事,或者提出这样的问题:“假如半年后情况好转,我前景如何呢?为了这个目标我需要做些什么?”而通过这样的开放性问题,你可以获得更丰富的信息来帮助制定今后策略。那么,半年后再战!

 

 

Have a Backup Plan.

Remember: no is always a possibility. So if you’re asking for money, and there is no money, have an alternative. What about an extra week of vacation, continuing education, or flexibility in your job? Don’t take “no” personally or assume that no means no forever. Pay attention to timing and ask again. Sometimes it just calls for more specifics – so go back, do your homework and build a stronger business case.

 

 

制定一个后备计划

记住:你总有可能被拒绝。所以如果你要求涨工资,而情况不允许,就寻找一个别的突破口。比方说给你多一周假期,让你继续进修或安排弹性工作时间?别把拒绝当成对你自身的否定或认为一次拒绝代表着永不可能。把握时机,再问一次。有时你需要的只是再明确具体一些——所以回头做一些功课,使你的要求更具说服力。

 

 

Just do it!

Know that people in today’s business environment expect us to know what we want and if done appropriately, will have more respect for you. Build your business case and then do it! By asking it will start to get easier and you will start to build your confidence. Remember, if you don’t ask you don’t get! When contemplating whether you will ask for something you need, ask yourself what’s the worst thing that can happen? If we don’t ask for what we want, we will never know what we can really have! Good things rarely show up at our front door. So, go for it!

 

 

放手一搏!

你要认识到,在如今的职场中,人们期望你能知道自己要什么,若是你能取之有道,他们会更加尊重你。制定好你的计划之后,就放手一搏吧!你会逐渐适应提出自己的要求,并树立起自信心。记住,如果你不开口要你就永远得不到!每当纠结要不要说出你的需要时,不如先问问自己可能发生的最糟糕的情况是什么?如果我们不开口索取自己想要什么,我们将永远不知道自己真正能得到什么!天上不会掉馅饼。所以,抓住机会全力争取吧! 


 
















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