女性如何向上司要求待遇

????女性是出色的談判者：尤其是在為公司和家人談判的時候，但她們卻并不擅長為自己進行談判。在《財富》新一代最具影響力女性峰會（NextGen）上，西北大學（Northwestern University）商學院教授維多利亞?麥維琪和Twitter公司總法律顧問維賈亞?嘉德分享了她們對于如何成為談判高手的心得體會。

????1. 提出要求

????麥維琪表示，女性最常犯的錯誤是——不提出要求。即便她們提出要求，她們重點考慮的也是工資，而不是包括權責在內的一攬子待遇。她指出，要求權責范圍，可以帶來更多靈活性，讓公司認識到你的價值。

????2. 正確提問

????嘉德表示，選擇策略時，一定要顧及你希望建立的關系，這是談判中最困難的部分。務必要考慮到對方在交易之后的感受。通常情況下，你未來還要與對方進行談判，或者在事關加薪升職的時候，你至少在一定程度上不得不依靠自己的信譽。

????3. 做準備

????麥維琪警告稱，許多最有經驗的談判者通常會忘記做足準備。所謂的準備工作不僅僅是數字那么簡單，而是要以分析思維去考慮問題。確定自己的目標，對方想要什么，以及他們所提供選項的弱點。你需要根據這些考慮，確定談判的籌碼。弄清楚自己的所有選擇，讓自己在談判中更加靈活。嘉德表示，這對于個人談判尤其重要，因為在個人談判中，人們的思考往往會受到情緒的影響。

????4. 談論對方想要的

????雖然談判的關鍵是挑戰自我，并提出一些會讓自己不舒服的要求，但從對方的立場出發進行考慮依然很重要。麥維琪列舉了一位CEO的例子。公司為他提供了一個為期兩年的雇傭合同，但因為家庭原因他卻希望簽五年。她讓這位CEO想清楚公司聘用他的原因，然后從公司的角度來設想自己的目標。這種情況實際上就是跟對方談論他在未來五年能夠取得什么成績。

????5. 將拒絕作為起點，而非終點

????麥維琪說道：“直到遭遇了拒絕，我才知道自己不夠努力?！睂Ψ降谝淮伪憩F出拒絕的意思，往往會被女性理解為談判結束——但實際上，這只是開始。嘉德說道，女性害怕提出要求。要做“會哭的孩子”。你要提醒對方，你不會接受拒絕，因為沒有人能站出來替你完成這件事。（財富中文網）

????譯者：劉進龍/汪皓

????Women are terrific negotiators: for their companies, for their families, but not as it turns out, for themselves. At Fortune’s NextGen conference, Northwestern University business school professor Victoria Medvec and Twitter’s General Counsel Vijaya Gadde shared their insights on how to be killer at the negotiation table.

????1. Ask

????The biggest mistake women make is they don’t ask, according to Medvec. When they do, they think about salary instead of focusing on the entire package including responsibilities and roles. Asking in terms of your roles and responsibilities gives you more flexibility and makes the company think of you as an asset, she points out.

????2. Ask right

????Choosing the strategy that’s right for the relationship you want to have is the trickiest part of negotiating, Gadde says. It’s important to think about how the other side will feel after the deal. Often you will have to negotiate with the other party again, or in the case of a raise or promotion, will have to rely, at least in part, on your reputation.

????3. Prepare

????Medvec warns that some of the most experienced negotiators forget to do enough preparation. It’s about more than numbers, you need to think analytically. Figure out your objectives, what the other side wants, and the weaknesses of their options. Based on all of these considerations, you’ll need to decide what to put on the table. Figure out all of your options so you can be flexible. This is even more important for personal negotiations, says Gadde, during which emotions can cloud your thinking.

????4. Talk about what the other side wants

????While the key is to stretch and ask for things that make you uncomfortable, it’s important to frame it from the other side’s point of view. Medvec cites a CEO who was offered a two-year contract to change jobs, but wanted a five-year contract for family reasons. She told him to figure out what the company was hiring him for and then frame his goals from its point of view. In this case, it meant talking about what he could achieve over five years.

????5. No is the starting point, not the end

????“Until I hit no, I know I haven’t pushed hard enough,” Medvec says. But too often women consider the first hint of no as the end of the negotiation – when it should really be the beginning. Women are afraid to ask, Gadde says. Be the squeaky wheel. You want to remind people you won’t take no for answer, because no one else will do it for you.