Think in terms of money or time saved, resources preserved, problems solved, and opportunities or new products created. If you can assign value in terms of numbers, you'll enhance your negotiating stance. Learn more about yourself to help communicate your personal value by taking a personality assessment.

　　想一想你是否曾经为公司节省金钱(时间)、保护资源、解决问题、创造机会或新产品。如果你能够将你的价值量化出来，那么就提高了你的谈判立场。通过进行自我评估来判定你的个人价值，从而帮助你更好地进行谈判。

　　4) Work toward a win/win situation. Focus on mutual goals. Negotiations that are open dialogues rather than adversarialpositions get the most for everyone. Avoid commitment words like "always," "must," "never," and "won't consider." If you don't get all you want, don't take it personally or become angry. Before you enter the negotiation, see if you can state the company's side in terms of present conditions. Those who can understand the issues on both sides of the table are the most successful.

　　努力使情况变成双赢的局面。将重点放在共同的利益上。协商更多的是开放性的对话，而不是站在敌对的立场上为每个人争取最大的利益。避免说“总是”“必须”“绝不”以及“不会考虑”等这样的口头性承诺。如果你没有得到你想要的，不要太介意，也不要生气。在你协商之前，站在公司的立场看看你是否能够接受目前的条件。那些能够理解两边情况的人才是最大的赢家。

　　5) Seek creative alternatives. Often times in negotiations, a person does not achieve everything they would like, especially in the area of salary. What other things might be important to you? A bonus, cell phone or PDA, childcare services, association membership, commuting and parking costs, company car, computer equipment, flexiblework schedule, telecommuting, profit sharing and savings plans, etc. Decide what options are the most important to you and put them on the table.

　　找到有创意的替代性方法。在很多协商中，人往往都不能得到他们所想要的全部，特别是在薪资协商的时候。还有没有其他事情对你来说也是很重要的呢?比如红利、电话或PDA、儿童看护服务、协会会员、交通费、停车费、公司汽车使用或电脑设备等的使用权、灵活的工作制度、远程办公、分红或储蓄计划等。看看哪个对你最有利，然后提出来。

　　Finally, celebrate. No matter if you got all you wanted, got some of what you wanted, or even didn't get anything you wanted, it is time to celebrate that you participated in a negotiation. Each time you participate, you learn something new. The negotiations concern a strictly economic issue -- not a statement of your personal worth.

　　最后，庆祝一下吧。不管是否得到了你全部想要的，或是得到了你想要的一部分，甚至是一点收获都没有，你都要庆祝下你进行了协商。每次你都可以从协商中学会一些新东西。另外，协商和经济状况密切相关，而不是仅由你个人价值的陈述来决定的。

来源：沪江网

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