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1、女性如何向上司要求待遇 尽管很多职场女性能够游刃有余地代表公司谈判，但她们却不擅长向上司争取自身权益。西北高校商学院教授维多利亚 麦维琪和. 公司总法律顾问维贾亚 嘉德认为，女性要敢于提要求，但也要讲究谈判策略。 女性如何向上司要求待遇 Women are terrific negotiators: for their companies, for their families, but not as it turns out, for themselves. At Fortunes NextGen conference, Northwestern University business sc
2、hool professor Victoria Medvec and .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 dont ask, according to Medvec. When they do, they think about salary instead of focusing on the entire package includin
3、g 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 thats right for the relationship you want to have is the trickiest part of negotiating, Gadde
4、 says. Its 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 neg
5、otiators forget to do enough preparation. Its 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, youll need to decide what to put on the table. Figure out all of yo
6、ur 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, its important to frame it from the
7、other sides 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 w
8、hat he could achieve over five years. 5. No is the starting point, not the end “Until I hit no, I know I havent 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 say
9、s. Be the squeaky wheel. You want to remind people you wont take no for answer, because no one else will do it for you. 女性是杰出的谈判者：尤其是在为公司和家人谈判的时候，但她们却并不擅长为自己进行谈判。在财宝新一代最具影响力女性峰会（NextGen）上，西北高校（Northwestern University）商学院教授维多利亚 麦维琪和.公司总法律顾问维贾亚 嘉德分享了她们对于如何成为谈判高手的心得体会。 1. 提出要求 麦维琪表示，女性最常犯的错误是不提出要求。即便她们
10、提出要求，她们重点考虑的也是工资，而不是包括权责在内的一揽子待遇。她指出，要求权责范围，可以带来更多敏捷性，让公司认识到你的价值。 2. 正确提问 嘉德表示，选择策略时，肯定要顾及你盼望建立的关系，这是谈判中最困难的部分。务必要考虑到对方在交易之后的感受。通常状况下，你将来还要与对方进行谈判，或者在事关加薪升职的时候，你至少在肯定程度上不得不依靠自己的信誉。 3. 做预备 麦维琪警告称，很多最有阅历的谈判者通常会遗忘做足预备。所谓的预备工作不仅仅是数字那么简洁，而是要以分析思维去考虑问题。确定自己的目标，对方想要什么，以及他们所供应选项的弱点。你需要依据这些考虑，确定谈判的筹码。弄清晰自己的全
11、部选择，让自 己在谈判中更加敏捷。嘉德表示，这对于个人谈判尤其重要，由于在个人谈判中，人们的思索往往会受到心情的影响。 4. 谈论对方想要的 虽然谈判的关键是挑战自我，并提出一些会让自己不舒适的要求，但从对方的立场动身进行考虑依旧很重要。麦维琪列举了一位CEO的例子。公司为他供应了一个为期两年的雇佣合同，但由于家庭缘由他却盼望签五年。她让这位CEO想清晰公司聘用他的缘由，然后从公司的角度来设想自己的目标。这种状况事实上就是跟对方谈论他在将来五年能够取得什么成绩。 5. 将拒绝作为起点，而非终点 麦维琪说道：“直到遭受了拒绝，我才知道自己不够努力。”对方第一次表现出拒绝的意思，往往会被女性理解为谈判结束但事实上，这只是开头。嘉德说道，女性可怕提出要求。要做“会哭的孩子”。你要提示对方，你不会接受拒绝，由于没有人能站出来替你完成这件事。