There is one common component that can make or break any negotiation–research and preparation.
有一项常见的内容可以成就或破坏任何谈判，那就是研究和准备。
It doesn’t matter whether you’re trying to make a convincing case for why you deserve a promotion, or whether you’re trying to convince your boss that you need more resources to complete the project that they assigned to your team.
无论你是想要尝试说明自己为什么应该升职，或者试图说服老板你需要更多资源来完成他们分配给你团队的项目，研究和准备都至关重要。
Here are three common circumstances where you’ll probably find yourself negotiating at work, and how to prepare in each situation.
以下是三种工作中常见的谈判情况，以及如何在每种情况下做好准备。
Situation 1: When You Get A Job Offer
情况1：当你获得工作机会时
In most cases it’s in your best interest to negotiate when you get a job offer.
在大多数情况下，当你获得工作机会时进行谈判符合你的最佳利益。
Many employers admit to lowballing initial offers because they anticipate that the candidate will try to negotiate.
许多雇主承认低报了初始报价，因为他们推断候选人会尝试议价。
Identify situations where you fixed something that was broken.
就像你修复了某件本已损坏的东西。
Ideally, that story should mirror potential situations you might face in your new role.
在理想的情况下，故事应该反映你在新岗位中可能面临的状况。
When you communicate to the company your value in terms and language that they understand, it becomes easier to justify why you should be offered a higher salary.
当你通过他们理解的方式和语言向公司传达你的价值时，更容易证明为什么你应该获得更高的薪水。
Situation 2: When You’re Asking For A Promotion, Or Negotiating Its Terms
情况2：当你要求升职或协商升职条款时
It’s true that some companies have their own policies and rules when it comes to promotion–but there is still a tendency for companies to see what they can get away with.
确实，有些公司在升职方面有自己的政策和规则，但公司仍然倾向于不主动给员工升职。
This is why in a lot of instances, it’s on you, the employee, to make the case for why you deserve a title change and raise.
这就是为什么在很多情况下，你作为员工应告诉公司为什么你值得升职加薪。
To an extent, the preparation for promotion conversations are similar to negotiating job offers.
在某种程度上，升职谈判与谈判工作机会是相似的。
But a big piece of that preparation should be building your influence.
但是，在升职谈判时，一大部分准备工作应该是建立自己的影响力。
You have to be networking with everyone you work with in your team and your department, but also managing up and finding out what people need.
你必须与你所在团队和部门中工作过的每个人建立联系，同时还要管理并了解他们需要什么。
Finally, employees should see the negotiation process as transactional, and relational.
最后，员工应该将谈判过程视为事务性和关系性的。
It’s not about presenting your demands and not stopping until the other party concedes.
这不是单纯地提出你的要求，并在另一方接受之前不要停止。
It’s about making sure that both parties find a solution that meets both their demands.
这是为了确保双方都能找到满足其需求的解决方案。
Situation 3: When You’re Asking Something You Want Or Need At Work
情况3：当你讨要工作上想要或需要的东西时
When it comes to negotiating for resources–or even asking your boss for benefits like working remotely or flexible hours, remember to view the negotiation prep like putting together a proposal.
涉及到资源谈判，甚至向老板要求远程工作或灵活工作时间等好处时，请记得查看谈判准备工作，例如整理提议。
When you’re preparing the proposal, you should present the benefits to the company the same way you’d make a case for the promotion.
当你准备提议时，你应该以与提出升职申请相同的方式向公司列举好处。
How much money will you save? How much more revenue will you bring? How will your productivity increase? How will this improve your company’s reputation in the market?
你能节省多少开销？你能新增多少营收？你的生产力将如何提高？这将如何提高你们公司在市场上的声誉？
At the end of the day, negotiation is really about value creation and problem solving.
归根结底，谈判实际上在于创造价值和解决问题。
