4. Know the other party。

4.认识另一方。

People often think negotiating is all about persuading the other person to think the way you want them to, Malhotra says. And although that plays a part, "nothing is fundamentally more important than understanding the person on the other side of the table from you."

人们经常认为谈判就是劝说另一人去以你想要的方式去思考，马尔霍特拉说。虽然这是其中的一部分，“但没什么事情比你去理解另一方的人更为重要。”

Who are they? What do they like? What are their interests? What are their constraints?

他们是谁？他们喜欢什么？他们有什么兴趣？他们受什么约束？

Malhotra says you need to learn as much as you can about a company to understand the bottom line and why they're interested in you. Then you can align your interests with theirs。

马尔霍特拉说你需要尽可能地去了解一个公司，去理解他们的底线以及为什么他们对你感兴趣。然后你就可以和他们的利益保持一致。

5. Negotiate multiple interests simultaneously。

5.同时对多种利益进行谈判。

If you get an offer and you have a few concerns, bring them up all at once. Don't list a few things, and then list a few more later in the process。

如果你有一个工作机会并有一些担忧，那么立刻全部提出来。不要先列出几个，然后在这个过程中又列出几个。

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