哈佛商学院教给学生的加薪谈判技巧

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。

"You can imagine why that's really annoying," Malhotra says. Hiring managers want to get all of your concerns upfront, so that they can go back to their bosses once and come up with a workable solution.
“你可以想象为什么这样做很烦人，”马尔霍特拉说。招聘经理在前期想知道你的所有顾虑，这样他们可以回去和老板商量并提出可行的解决方案。

It's also important to say what's most important to you. Otherwise, the employer may think that they've met you halfway, while you feel that they opted to change the least important details.
说出对你来说最重要的事情也是非常重要的。否则，雇主可能认为他们还是不能完全了解你，而你觉得他们只选择改变最不重要的细节。

6. Understand the meaning behind the questions.
6.理解问题背后的含义。

There's always a reason the employer is asking you something. To answer adequately, you need to understand why the questions are asked.
雇主问你问题总是有原因的。要想恰当地回答，你需要理解为什么会问这些问题。

"Don't get stuck on what they're asking you," he says. "Figure out why they're asking you." When a hiring manager asks if you're interviewing elsewhere, for example, they're really trying to figure out how fast they need to act to get you before another company moves in.
“不要卡在他们问你的问题上，“他说。“弄清楚他们为什么问你。”例如，当招聘经理问你是否在别处参加了面试，他们实际上是想弄清在其他公司行动前他们的动作需要有多快。

7. Ignore ultimatums.
7.忽视最后通牒。

Malhotra says that sometimes things that sound like ultimatums will be said as an attempt to show "a position of strength," but it doesn't always mean that it's actually an ultimatum.
马尔霍特拉说有时候听起来像最后通牒的事情是用来显示“强势地位”，但是这也不总是意味着它真的是最后通牒。

If someone says "we never do this," the worst thing you can do is ask them to repeat it. If they find out that they are able to do it for you later, they will be embarrassed if you call them out on it. In short, let them make the ultimatum a big deal, but don't make it a big deal for them.
如果有人说“我们从不这样做”，你做的最糟糕的事情就是让他们重复说一次。如果他们发现他们以后可以为你这样做，但你说出来的话，他们会感到尴尬的。总之，让他们把最后通牒弄得像回事儿，但是不要让他们觉得是小题大做。