向前一步:第62期 要成功 也要受欢迎(13)

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　　so they are going to negotiate rather than accept the original offer. 所以不要一下子就接受最初的条件，应该给自己机会继续谈判。

　　By doing so, women position themselves as connected to a group and not just out for themselves; 这样一来，女性就把自己与一个群体联系起来了，而不只是在提自己的诉求。

　　in effect, they are negotiating for all women. 事实上，这也等于是在为所有的女性谈判。

　　And as silly as it sounds, pronouns matter. 此外，虽然听起来有点傻，但你所用的人称代词很重要。

　　Whenever possible, women should substitute "we" for "I." 只要有可能，女性就应该使用“我们”而不是“我”。

　　A woman's request will be better received if she asserts, "We had a great year," as opposed to "I had a great year." 如果一个女性告诉对方“我们度过了美好的一年”而不是“我度过了美好的一年”，她的要求会更容易被对方接受。

　　But a communal³ approach is not enough. 但是，只诉求利益共同化还不够。

　　According to Professor Bowles, the second thing women must do is provide a legitimate⁴ explanation for the negotiation¹. 在鲍尔斯教授看来，女性必须做的第二件事是为谈判提供合理的解释。

　　Men don't have to legitimize their negotiations; they are expected to look out for themselves. 男性不必为谈判找理由，因为在人们看来，他们本应为自己考虑。

　　Women, however, have to justify⁵ their requests. 然而，女性必须为自己的要求辩护，

　　One way of doing this is to suggest that someone more senior encouraged the negotiation ("My manager suggested I talk with you about my compensation") 她们必须有更高层人员的支持（也就是“我的经理建议我跟你谈谈我的报酬”），

　　or to cite industry standards ("My understanding is that jobs that involve this level of responsibility are compensated⁶ in this range"). 或者应该引用行业标准（也就是“我的理解是，这种责任级别的工作，报酬大概在这样的范围内……”)。

　　Still, every negotiation is unique, so women must adjust their approach accordingly. 当然，每次谈判都是不一样的，所以女性必须相应地调整自己的方式。

　　Telling a current employer about an offer from another company is a common tactic⁷ but works for men more easily than for women. 还有个常用的策略，就是告诉对方还有别的公司准备给自己工作机会。但通常男性用这种策略比女性要更有效。

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