TED演讲：三步教你在谈判中如愿以偿
字幕摘录
| 时间 | 英文 | 中文 |
|---|---|---|
| 0:00 | When we think about negotiations, we think about being tough. | 我们考虑谈判时,会考虑强硬的态度. |
| 0:04 | We charge in like it's a battle, | 我们像战斗一样负责 |
| 0:06 | brandishing our influence and our power moves. | 挥舞我们的影响力和力量 |
| 0:08 | But a negotiation doesn't have to be a fight | 但谈判不必是争吵 |
| 0:10 | with winners and losers. | 有赢有输 |
| 0:12 | Think of it more like a dance, | 想起来更像是跳舞 |
| 0:14 | two or more people moving fluidly in sync. | 两个或两个以上人员同步流动。 |
| 0:22 | We constantly negotiate at work. | 我们在工作中不断进行谈判。 |
| 0:24 | We negotiate for higher pay, promotions, | 我们谈判提高工资,晋升, |
| 0:27 | vacations, and even greater autonomy. | 假期,甚至更大的自主权。 |
展开字幕全文（120 条）
| 序号 | 英文 | 中文 |
|---|---|---|
| 1 | When we think about negotiations, we think about being tough. | 我们考虑谈判时,会考虑强硬的态度. |
| 2 | We charge in like it's a battle, | 我们像战斗一样负责 |
| 3 | brandishing our influence and our power moves. | 挥舞我们的影响力和力量 |
| 4 | But a negotiation doesn't have to be a fight | 但谈判不必是争吵 |
| 5 | with winners and losers. | 有赢有输 |
| 6 | Think of it more like a dance, | 想起来更像是跳舞 |
| 7 | two or more people moving fluidly in sync. | 两个或两个以上人员同步流动。 |
| 8 | We constantly negotiate at work. | 我们在工作中不断进行谈判。 |
| 9 | We negotiate for higher pay, promotions, | 我们谈判提高工资,晋升, |
| 10 | vacations, and even greater autonomy. | 假期,甚至更大的自主权。 |
| 11 | In fact, every day we negotiate just to get our job done | 其实,我们每天都在谈判 只是为了完成任务 |
| 12 | and to secure resources for ourselves and our teams. | 并为我们自己和我们的团队争取资源。 |
| 13 | And yet, when we go in with the wrong mindset, | 然而,当我们进入错误的心态, |
| 14 | with a fist up, ready to fight, we aren't as successful. | 用拳头,准备战斗, 我们没有那么成功。 |
| 15 | You know why? | 你知道为什么吗? |
| 16 | Because negotiation is not about dominating. | 因为谈判不是关于支配。 |
| 17 | It's about crafting a relationship | 这是关于构筑关系 |
| 18 | and relationships thrive when we find ways to give | 当我们找到方法给予 |
| 19 | and to take and move together in unison. | 一起行动 |
| 20 | And to do that, you have to be well-prepared. | 为了做到这一点,你必须做好充分准备。 |
| 21 | First, do your research. | 首先,做你的调查。 |
| 22 | Figure out whether what you're asking for is realistic. | 想想你的要求是否现实 |
| 23 | What is your aspiration? | 你有什么愿望? |
| 24 | What do you want? | 你想怎样? |
| 25 | And what will make you walk away from the table? | 是什么让你离开桌子? |
| 26 | This might seem obvious, | 这似乎很明显, |
| 27 | but too many people don't think it through. | 但太多人没有想清楚 |
| 28 | Let's say you're negotiating for a salary in a new job. | 假设你在谈判新工作的工资 |
| 29 | Some people, they determine their ask | 一些人,他们决定他们的问 |
| 30 | based on their past salary. | 根据过去的工资计算。 |
| 31 | That isn't a good yardstick. | 这不是一个很好的尺度。 |
| 32 | You may end up asking for too much or too little. | 你可能会要求太多或太少。 |
| 33 | Instead, find out the range of what is possible. | 相反,找出可能的范围。 |
| 34 | Look at industry reports' websites. | 看行业报告网站. |
| 35 | Talk to people in your professional network | 跟你专业网络的人谈谈 |
| 36 | to find out the lowest, average, | 找出最低,平均, |
| 37 | and the highest salary for a similar role. | 以及担任类似职务的最高薪金。 |
| 38 | And then make your ask closer to that upper limit. | 然后让你的要求更接近上限 |
| 39 | Build a solid rationale for why you are above average | 为您为什么高于平均水平提供坚实的理由 |
| 40 | and thus deserving of that ask. | 也值得你这样问 |
| 41 | Let's say you're negotiating | 假设你在谈判 |
| 42 | for something less black and white, | 为了少一点黑白的东西 |
| 43 | like the ability to work from home, | 就像在家工作的能力, |
| 44 | to care for an aging parent. | 照顾老父母。 |
| 45 | You need to study your company's policies on remote work. | 您需要研究您公司的远程工作政策。 |
| 46 | Ask yourself when and why were these policies | 问问自己,这些政策是什么时候和为什么 |
| 47 | developed in the first place? | 发展在第一? |
| 48 | Talk to trusted mentors to understand | 和受信任的导师谈谈 让他们明白 |
| 49 | how working from home might affect issues | 在家工作会如何影响问题 |
| 50 | that aren't on your radar. | 这不在你的雷达上 |
| 51 | And think about how changing to working from home | 想想如何从家里改变工作 |
| 52 | might actually affect others in your team. | 可能会影响你团队中的其他人 |
| 53 | In fact, make a table summarizing the parts of your job | 其实,做一个表格 总结你的工作部分 |
| 54 | that can be done remotely | 可以远程进行 |
| 55 | and the parts that require face-to-face interaction. | 以及需要面对面互动的部分。 |
| 56 | This may sound like a lot to do, | 这听起来像很多事情要做, |
| 57 | but when the person you're negotiating with | 但当你正在谈判的人 |
| 58 | sees that you've done all this homework, | 看到你做了这些作业, |
| 59 | you're more likely to get that yes. | 你更有可能得到这个是的。 |
| 60 | It also helps you avoid being lied to | 这也帮助你避免被骗 |
| 61 | while building the person's respect. | 在建立个人尊重的同时 |
| 62 | Second, prepare mentally for the negotiation. | 第二,为谈判做好心理准备。 |
| 63 | Asking for things can get emotional. | 问事情会变得情绪化 |
| 64 | They're real and complex feeling at play. | 他们是真正的和复杂的 感觉在玩。 |
| 65 | Fear, anxiety, anger, even hurt. | 恐惧,焦虑,愤怒,甚至伤害。 |
| 66 | It's essential to have strategies in place | 一定要有战略 |
| 67 | to manage those feelings. | 管理这些感情。 |
| 68 | One strategy is to adopt a mindset | 一种策略是采取心态 |
| 69 | of defensive pessimism. | 防卫悲观。 |
| 70 | That just means that you accept obstacles | 就是说你接受障碍 |
| 71 | and failures are likely in a negotiation. | 而失败可能发生在谈判中。 |
| 72 | So it's better to put your energy | 所以最好把精力放进去 |
| 73 | in imagining the ways to overcome those obstacles. | 以设想克服这些障碍的方法。 |
| 74 | That way, you're ready to respond when you face it. | 那样的话,你就可以面对现实了 |
| 75 | Another strategy is emotional distancing. | 另一种策略是情感疏远. |
| 76 | That is the idea of being less attached | 这就是减少感情的想法 |
| 77 | to any specific outcome. | 任何具体结果。 |
| 78 | I know it's easier said than done. | 我知道说起来比做起来容易 |
| 79 | We all feel emotions like anger and hurt | 我们都觉得情绪像愤怒和伤害 |
| 80 | when our core identities are being threatened. | 我们的核心身份受到威胁 |
| 81 | When your manager may be challenging a truth | 当你的经理质疑真相时 |
| 82 | that you hold dear about yourself, | 以至你们亲近自己, |
| 83 | like you're a hard worker and you deserve this. | 像你是一个勤奋的工人 你应该得到这一点。 |
| 84 | Try and avoid thinking of negotiations | 尽量不要考虑谈判 |
| 85 | as the ultimate test of your worth. | 作为你价值的最终测试 |
| 86 | Go in knowing that your requests might be met, | 去知道你的要求可能得到满足 |
| 87 | that it might be denied, | 以便他们否认真理, |
| 88 | and that none of this is a measure of your worth. | 这些都不是你的价值 |
| 89 | Also know that if you feel yourself getting upset, | 还要知道 如果你觉得自己心烦意乱 |
| 90 | hurt during a negotiation, it's okay to step back. | 谈判时受伤了 退后 |
| 91 | You can leave the dance floor | 你可以离开舞池 |
| 92 | and move up to the balcony. | 到阳台上去 |
| 93 | Just say, let me think about this a little more. | 只要说,让我多考虑一下 |
| 94 | Could we press pause and continue this tomorrow? | 我们能按住暂停,明天继续吗? |
| 95 | The third and the final way you can prepare for negotiations | 第三种也是最后一种方法 你可以准备谈判 |
| 96 | is by putting yourself in the other person's shoes, | 将自己置于别人的境地, |
| 97 | taking the time to anticipate | 需要时间来预测 |
| 98 | the other's needs and challenges. | 对方的需求和挑战。 |
| 99 | What pressures may they be under? | 他们会承受什么压力? |
| 100 | What risks would they be taking? | 他们会冒什么风险? |
| 101 | Do they even have the power | 他们甚至有力量 |
| 102 | to give you what you're asking for? | 让你得到你想要的? |
| 103 | What ripple effects might a yes mean? | 连带效应会意味着什么? |
| 104 | When you make that request, | 当你提出要求时 |
| 105 | look to balance assertiveness about your own needs | 保持对自身需要的自信 |
| 106 | with a concern for the other. | 与关心对方。 |
| 107 | As you lay out your case, | 当你陈述你的情况时, |
| 108 | use phrases like, I'm asking for this | 用诸如此类的短语,我要求这样 |
| 109 | because I know it's good for my team, | 因为我知道这对我的团队有好处 |
| 110 | that I want to achieve X and Y goals, | 我想达到X和Y的目标, |
| 111 | and I know this is what will enable it. | 我知道这才是它的力量所在 |
| 112 | Arguments like that show that you're ambitious, | 这样的争论表明你野心勃勃 |
| 113 | you know what you want, but you also care for others. | 你知道你想要什么 但你也关心别人 |
| 114 | So many of our negotiation missteps, | 如此之多的谈判失误, |
| 115 | they don't actually come from disagreements, | 他们其实不是来自分歧 |
| 116 | but misunderstanding the other person. | 但误解了对方 |
| 117 | So it's important to listen well, | 所以必须好好听 |
| 118 | to ask why and why not, | 问为什么和为什么 |
| 119 | and you will surely find unexpected opportunities | 你们必定发现意外的机会, |
| 120 | for win-win solutions. | 对于双赢解决方案。 |
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