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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