谈薪、涨薪、杀价谈判占上风多种策略（合集）

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P1 · 谈薪、涨薪、杀价谈判占上风多种策略（合集） p01 如何有效地要求加薪 - Jordan Peterson 教授 (P1)

谈薪、涨薪、杀价谈判占上风多种策略（合集） p01 如何有效地要求加薪 - Jordan Peterson 教授 (P1)

发布于 2026-10-06 · 时长 3:05

字幕摘录

时间	英文	中文
0:00	Now, the advantage to being agreeable, then, is that you're good in teams and you're very much likely to give other people credit.	现在,同意的优点是, 你擅长团队, 你非常可能给其他人以信用。
0:06	The downside of being agreeable is that you're not very good at putting forward your own interests.	同意的缺点在于 你不太善于提出自己的利益
0:10	And so, one of the things that predicts salary across time, for example, is agreeableness, and it predicts it negatively.	所以,一个预测工资 跨时间的东西,例如, 是同意的, 它的预测是消极的。
0:17	And so, it's part of the reason why women get paid less than men, and this is something for the women in the class to really listen to.	因此,这是女性得到的工资比男性少的原因之一, 这是班级中女性真正倾听的原因。
0:24	Because how you get paid across time depends on a very large number of things, right?	因为你如何在一段时间内得到报酬 取决于很多事情,对不对?
0:28	It depends on your skills, and your abilities, and your position, and your social network, and all of that.	这取决于你的能力,你的能力,你的地位,你的社交网络,以及所有这一切.
0:33	But the other thing it depends on is whether or not you actually go ask for money.	但另一件事取决于你是否真的去求钱。
0:36	Or maybe that you don't even ask.	或者你甚至不问。
0:38	Because actually, you don't ask for money.	因为实际上,你不要求钱。
0:40	You tell people that you need to be paid more, or something they don't like will happen.	你告诉人们,你需要得到更多的报酬, 否则他们不喜欢的事情会发生。

展开字幕全文（44 条）

序号	英文	中文
1	Now, the advantage to being agreeable, then, is that you're good in teams and you're very much likely to give other people credit.	现在,同意的优点是, 你擅长团队, 你非常可能给其他人以信用。
2	The downside of being agreeable is that you're not very good at putting forward your own interests.	同意的缺点在于 你不太善于提出自己的利益
3	And so, one of the things that predicts salary across time, for example, is agreeableness, and it predicts it negatively.	所以,一个预测工资 跨时间的东西,例如, 是同意的, 它的预测是消极的。
4	And so, it's part of the reason why women get paid less than men, and this is something for the women in the class to really listen to.	因此,这是女性得到的工资比男性少的原因之一, 这是班级中女性真正倾听的原因。
5	Because how you get paid across time depends on a very large number of things, right?	因为你如何在一段时间内得到报酬 取决于很多事情,对不对?
6	It depends on your skills, and your abilities, and your position, and your social network, and all of that.	这取决于你的能力,你的能力,你的地位,你的社交网络,以及所有这一切.
7	But the other thing it depends on is whether or not you actually go ask for money.	但另一件事取决于你是否真的去求钱。
8	Or maybe that you don't even ask.	或者你甚至不问。
9	Because actually, you don't ask for money.	因为实际上,你不要求钱。
10	You tell people that you need to be paid more, or something they don't like will happen.	你告诉人们,你需要得到更多的报酬, 否则他们不喜欢的事情会发生。
11	And I don't mean as a threat.	我不是说威胁
12	I mean that you have to be willing, when you're negotiating, to have an alternative.	我的意思是,你必须愿意, 当你在谈判, 有一个替代办法。
13	You go talk to your boss, who isn't going to give you money, because everyone wants money, right?	你去和你老板谈谈 谁不会给你钱 因为每个人都想要钱 对吧?
14	It's a competitive game.	竞技游戏.
15	You're going to have to go there and say, look, here's what I do.	你得去那里说 听着 这就是我要做的
16	Here's why it's useful.	这就是为什么它有用。
17	Here's why you have to give me more money, and this is my opportunities if you don't.	这就是为什么你必须给我更多的钱, 如果你不给我,这是我的机会。
18	And then you're not taking your boss's money anyways, because it's very frequently the case that he's working for a whopping big company.	而且你也不收老板的钱 因为他经常为一家大公司工作
19	But he needs an excuse to give you money, because everyone's asking for money all the time.	但是他需要一个给你钱的借口 因为每个人都在要求钱
20	And so you have to put your case forward powerfully and disagreeably.	所以,你必须把你的案子 有力和不同意。
21	Now, you don't want to do it too disagreeably, because then he's going to think that you're a son of a bitch,	现在,你不想 这样做太不同意, 因为那样他就会认为 你是一个狗娘养的,
22	and maybe he's not going to give you anything, and maybe you'll get fired for being mouthy, and all of that.	也许他不会给你任何东西, 也许你会因为口交而被解雇, 所有这一切。
23	And that certainly happens to people who are too disagreeable.	这肯定发生在那些太不满意的人身上。
24	You've got to get the balance right.	你必须把平衡弄好
25	But it's definitely the case.	但绝对是这样
26	And the other thing that happens to women that's also worth noting,	还有一件事发生在女人身上 也值得一提
27	and this is probably because they're higher in negative emotion,	这可能是因为他们的负面情绪更高,
28	is they tend to underestimate their own utility in business settings, right?	难道他们往往低估自己在商业环境中的效用吗?
29	Because if you're trying to evaluate what you're like, and you're more tilted towards negative emotion,	因为如果你试图评估你是什么样子, 你更倾向于消极的情绪,
30	then the things that you do that are wrong are going to stand out more on the foreground,	你做错的事,在前面会更加突出,
31	than the things that you do that are right.	而不是你做的正确的事情。
32	So if you go into a negotiation, and you're uncertain already, because you have self-doubts,	所以如果你去谈判, 而且你已经不确定, 因为你有自我怀疑,
33	and then you're agreeable in the negotiation,	然后你同意在谈判中,
34	what's going to happen is that you're not going to win as often.	所要发生的是,你不会经常赢。
35	And winning in a business setting, or in a career development setting,	在商业或职业发展中获胜,
36	means more opportunity for promotion, and more revenue generated.	意味着有更多的晋升机会和创造更多的收入。
37	Now, the downside of that, of course, is as you climb the business hierarchy,	当然,这的缺点是 当你攀登商业等级,
38	is that you also have to take on more responsibility.	也就是你还必须承担更多的责任。
39	And that responsibility is sometimes unpleasant as well, especially to people who are agreeable,	而这种责任有时也令人不快,尤其是对那些同意的人,
40	because you're not necessarily liked if you're in a position of authority.	因为你不一定喜欢 如果你处于权威的地位。
41	And agreeable people really like to be liked.	和愉快的人 真的很喜欢被喜欢。
42	It's their primary motivator, because they're concerned about the maintenance,	这是他们的首要动力 因为他们关心维护
43	I would say, of intimate positive relationships.	我想说,亲密的正面关系。
44	That also makes them conflict avoidant.	这也使他们避免了冲突。

该视频共有字幕 44 条。解锁更多字幕为会员功能，请移动到 价格

P2 · 谈薪、涨薪、杀价谈判占上风多种策略（合集） p02 哈佛谈判专家：如何每次都得到你想要的 (P2)

谈薪、涨薪、杀价谈判占上风多种策略（合集） p02 哈佛谈判专家：如何每次都得到你想要的 (P2)

发布于 2026-10-06 · 时长 11:30

字幕摘录

时间	英文	中文
0:00	William Urie and Roger Fischer are the founders of the Harvard Negotiation Project.	威廉·乌里和罗杰·菲舍尔是哈佛谈判计划的创始人.
0:05	They've written a book together titled, Getting to Yes.	他们一起写了一本书 标题是"走向"
0:08	I recently read the book and want to share with you the key lessons.	我最近读了这本书,想与你们分享关键的经验教训。
0:12	According to the book, negotiation isn't about splitting things 50-50,	根据这本书, 谈判不是关于 分割事物50 -50,
0:17	or insisting on your way or my way.	或者坚持走你的路或我的路
0:20	It is definitely not about winning or losing.	这绝对不是输赢的问题。
0:23	If you're asking who is winning, you've already lost.	如果你问谁赢了, 你已经输了。
0:26	So what is a negotiation about then?	那么谈判是什么?
0:29	Let me give you a few examples and you'll see.	让我举几个例子给你看看。
0:32	Two men argue in a library.	两个人在图书馆里争论

展开字幕全文（232 条）

序号	英文	中文
1	William Urie and Roger Fischer are the founders of the Harvard Negotiation Project.	威廉·乌里和罗杰·菲舍尔是哈佛谈判计划的创始人.
2	They've written a book together titled, Getting to Yes.	他们一起写了一本书 标题是"走向"
3	I recently read the book and want to share with you the key lessons.	我最近读了这本书,想与你们分享关键的经验教训。
4	According to the book, negotiation isn't about splitting things 50-50,	根据这本书, 谈判不是关于 分割事物50 -50,
5	or insisting on your way or my way.	或者坚持走你的路或我的路
6	It is definitely not about winning or losing.	这绝对不是输赢的问题。
7	If you're asking who is winning, you've already lost.	如果你问谁赢了, 你已经输了。
8	So what is a negotiation about then?	那么谈判是什么?
9	Let me give you a few examples and you'll see.	让我举几个例子给你看看。
10	Two men argue in a library.	两个人在图书馆里争论
11	One wants the window open for fresh air.	一个人想打开窗户呼吸新鲜空气
12	The other wants it closed to avoid the wind blowing his papers.	另一个希望它关闭 以避免风吹他的论文。
13	So what do you do?	那你怎么办?
14	Do you leave it half open, a bit open, or closed?	你把它半开,有点开,还是关闭?
15	The librarian listens to both and then goes and opens the window in another room,	图书馆员听了两句 然后在另一个房间打开窗户
16	bringing in fresh air without disturbing the papers.	带入新鲜空气 而不打扰报纸。
17	This leaves both sides happy.	此令两岸欢喜.
18	Another example.	另一个例子。
19	Two people want to share a cake but can't agree on how to divide it fairly.	两个人想分享一个蛋糕,但不能同意如何公平地分割蛋糕.
20	Regardless of how you cut it, they will both complain that the other side got a bigger piece.	不管你怎么剪的 他们都会抱怨对方得到了更大的碎片
21	So what do you do?	那你怎么办?
22	Well, you ask one person to cut the cake and the other chooses first.	好吧,你要求一个人切蛋糕 而另一个选择第一。
23	Since the person cutting knows that the other side picks first,	既然被砍的人知道对方先选
24	he will split it evenly to avoid getting a smaller piece.	他会平分它 以避免得到一个小块。
25	One last example.	最后一个例子。
26	Two kids argue over an orange.	两个孩子争着吃橙子
27	The parent takes the knife, cuts the orange 50-50, and gives each kid half.	父母取刀,切橘五五分,给每个孩子一半.
28	One kid eats the fruit and throws away the peel,	一个孩子吃水果 丢掉皮
29	while the other uses the peel to bake a cake and throws the fruit into the trash.	而另一个则使用皮革来烤蛋糕,然后把水果扔进垃圾桶.
30	If the parent had asked why they wanted the orange,	如果父母问他们为什么想要橘子
31	both kids could have gotten 100% of what they wanted, but they only got 50%.	两个孩子都有可能得到他们想要的100%,但他们只得到50%。
32	As you can see from these examples,	从这些例子中可以看出,
33	negotiation is about finding a solution that leaves both sides happy	谈判是要找到一个让双方都快乐的解决办法
34	without hurting the relationship.	不伤害关系。
35	So how do you do it?	那你是怎样做到的?
36	How do you find those wise and practical solutions like the ones we just saw?	你怎么找到像我们刚刚看到的 明智而实际的解决办法?
37	Here's a four-step framework that will make you a smarter negotiator.	这是四步框架 会让你成为更聪明的谈判者
38	Step number one.	步骤一.
39	Focus on interests, not positions.	注重利益而非立场.
40	Remember the story about the two men arguing over a window in the library?	还记得那两个男人在图书馆里争吵过窗户的故事吗?
41	It illustrates a common problem in negotiations	它说明了谈判中的一个共同问题
42	where people focus too much on their positions.	在那里人们过于关注自己的位置。
43	Instead of arguing about positions, shift your focus to interests.	与其争论立场,不如把注意力转移到利益上.
44	The benefits of focusing on interests are obvious, but doing it can be hard.	注重利益的好处是显而易见的,但这样做可能很困难。
45	Positions are clear and specific.	立场明确而具体。
46	Interests might be hidden or vague.	利益可能隐藏或模糊。
47	So how do you find the interests of the other side?	那你如何找到对方的利益?
48	Simply ask why.	只是问为什么。
49	Why do they want what they want?	为什么他们想要什么?
50	Try to see things from their point of view.	试着从他们的角度看问题
51	Once you discover their underlying interests, talk about them openly.	一旦你发现他们的潜在利益, 公开谈论他们。
52	People listen better if they feel understood.	人若觉悟,听得更好.
53	They think those who understand them are smart and kind.	他们认为那些理解他们的人是聪明和善良的.
54	If you want them to listen to your interests,	如果你想让他们听听你的兴趣
55	start by showing you care and understand theirs.	首先要告诉你关心和理解他们
56	Of course, you need to communicate your interests as well.	当然,你也需要表达你的兴趣。
57	The other side might not know them.	对方可能不认识他们
58	To turn your interests into real options,	为了把你的利益变成真正的选择
59	ask yourself, if they agree with me tomorrow, what do I want them to do?	问问你自己 如果明天他们同意我的话 我要他们怎么做?
60	Step number two.	步骤二.
61	Use fair standards.	采用公平标准.
62	No matter how well you understand what the other side wants,	不管你有多清楚对方想要什么
63	conflicts will always pop up.	冲突总会爆发
64	You want lower rent, but your landlord wants it higher.	你想要更低的租金 但你的房东想要更高的租金
65	Instead of arguing back and forth, use objective criteria to decide.	与其前后争辩,不如用客观的标准来决定.
66	Recall the cake example?	还记得蛋糕的例子吗?
67	When two men couldn't share a cake,	当两个人不能分享蛋糕时
68	having one man divide it and the other choose first is based on a fair standard.	一个人把它分了,另一个人首先选择,是基于一个公平的标准。
69	Objective criteria are unbiased rules that don't depend on personal opinions.	客观标准是没有偏见的规则,并不取决于个人的意见.
70	Examples of this can be market prices, legal requirements,	例如市场价格、法律要求、
71	expert opinion, or fair standards that you both agree on.	或者你们同意的公平标准
72	In negotiation, often people resist agreeing because they feel like you're demanding it.	在谈判中,人们常常拒绝同意,因为他们觉得你在要求它.
73	But if you say, let's check the rules or regulations,	但是如果你说,让我们检查 规则或条例,
74	it shifts focus from what you want to what the rules say.	它把注意力从你想的转移到规则上
75	Suddenly, it's not you demanding it, but the rules.	突然间,不是你要求的,而是规则
76	For example, if your house construction contract	例如,如果您的房屋建造合同
77	doesn't specify how deep the foundations should be,	没有说明地基应该有多深,
78	and the contractor suggests two feet while you think five feet is the standard,	承包商建议2英尺,而你认为5英尺是标准,
79	don't just compromise.	别妥协
80	Instead, say, look, maybe I'm wrong.	而不是说,你看, 也许我错了。
81	Maybe two feet is enough.	也许两英尺就够了
82	Does the government have standard specifications for these soil conditions?	政府对这些土壤状况有标准规格吗?
83	What is the earthquake risk here?	这里的地震风险有多大?
84	Where do you suggest we look for standards to resolve this question?	你建议我们在哪里寻找解决问题的标准?
85	Here's how you can apply this principle effectively.	这就是你如何有效地应用这一原则。
86	Before you start, figure out some fair standards together with the other side.	在你开始之前 和对方一起找出一些公平的标准
87	For example, say you want a high price and I want a low one.	比如说你想要高价 而我想要低价
88	Let's figure out what a fair price would be.	让我们想出一个公平的价格。
89	What standards should we use?	我们应该使用什么标准?
90	By focusing on fair standards, you can turn a clash of interests into a shared goal.	通过注重公平标准,可以将利益冲突转化为共同目标.
91	Step number three, invent options for mutual gain.	第三步,发明互益的选项.
92	Recall the example of the kids fighting over an orange.	举个例子 孩子们为了一只橙子打架
93	Instead of splitting it 50-50,	而不是分成五五块
94	they could have found a way for both to get 100% of what they wanted.	他们可以找到一个方法 双方得到他们想要的100%。
95	This scenario highlights the importance of inventing options for mutual gain in negotiations.	这一设想突出了在谈判中为互利而发明备选办法的重要性。
96	So how do you invent creative solutions then?	那么,你是如何发明创新解决方案的呢?
97	Here's how.	就是这样
98	Simply get together with your side or with the other side	和你的一方或对方在一起
99	and brainstorm about all the possible solutions.	并集思广益 有关所有可能的解决方案。
100	Let the ideas flow freely.	让想法自由流通。
101	Don't judge or pick any of the ideas in the first stage.	在第一阶段不要评判或挑任何想法.
102	Separate the brainstorming from the selection session.	将集思广益与选拔会分开.
103	For brainstorming, choose a few participants.	为了集思广益,选择几个参与者.
104	Change the environment.	改变环境。
105	Design an informal atmosphere.	设计一种非正式的氛围.
106	Define the purpose.	确定目标。
107	After brainstorming, start with the most promising ideas.	在集思广益之后,首先提出最有希望的想法。
108	Then discuss ways to improve them.	然后讨论改进的方法。
109	People often assume differences in negotiation create problems.	人们常常认为谈判上的分歧会造成问题。
110	Yet these differences can lead to solutions.	然而,这些差异可以导致解决办法。
111	Remember the orange example?	还记得橙色的例子吗?
112	A wise solution was possible because each side wanted different parts of the orange.	一个明智的解决办法是可能的,因为每一方都想要橙色的不同部分.
113	It's absurd to think your differences lead to the problem.	认为你的分歧会导致问题,这是荒谬的.
114	It's actually the differences that lead to creative solutions.	实际上正是这些差异导致了创造性的解决方案.
115	Step number four.	步骤四.
116	Separate the people from the problem.	把人们和问题分开
117	Before starting a negotiation,	在开始谈判之前
118	visualize a vertical line splitting a person down the middle.	可视化垂直线将一个人从中间分裂出来.
119	On one side is the person and on the other side is the problem.	一方是人,另一方是问题所在。
120	Always put the person first and the problem second.	总是把人放在第一,问题放在第二。
121	Negotiators are people first.	谈判者是人先.
122	Your goal in negotiation is to be soft on the person but hard on the problem.	你谈判的目的是要温柔点 但问题却很棘手
123	Often we are soft on the person,	我们经常对人温柔
124	so we end up being soft on the problem as well.	所以,我们最终在这个问题上也很软。
125	And we don't get what we want.	而且我们没有得到我们想要的。
126	Or we're hard on the problem,	或者我们很难解决问题,
127	but also end up being hard on the person, damaging the relationship.	但最后却对人很苛刻 破坏了关系
128	Be soft on the person.	柔软于人.
129	Compliment whenever you can and appreciate the effort.	尽一切可能恭维和赞赏你的努力。
130	At every negotiation stage, ask yourself,	在每一个谈判阶段, 问问你自己,
131	am I paying enough attention to the people problem?	我是否足够关注人民的问题?
132	People have different viewpoints.	人们有不同的观点。
133	Their egos are easily threatened.	他们的自我很容易受到威胁。
134	They see the world from their perspective,	他们从他们的视角看待世界,
135	often confusing their perceptions with reality.	他们的观念往往与现实相混淆。
136	They frequently misinterpret your words	他们经常误解你的话
137	and fail to communicate their true intentions.	却未能传达他们的真实意图
138	Remember, you must deal not only with their problems,	记住,你不仅要处理他们的问题,
139	but also with your own.	还有你自己的
140	Your anger and frustration can block agreement as well.	你的愤怒和挫折也会阻碍达成协议。
141	Your perceptions may be one-sided	你的看法可能是片面的
142	and you might not be listening or communicating effectively.	而且你可能听不见 或沟通有效。
143	One of the best ways to prevent people problems	防止人们出现问题的最佳方法之一
144	is by building a relationship with the other side	就是和对方建立关系
145	before the negotiation starts.	在谈判开始前
146	Negotiating with someone you know is easier than with a stranger.	和熟人谈判比和陌生人谈判容易
147	So arrive early to chat and stay a bit afterward.	所以早点来聊天 然后再待一会儿
148	Get to know their likes and dislikes.	了解他们喜欢和不喜欢的东西
149	These informal interactions make future negotiations a lot easier.	这些非正式互动使未来的谈判更加容易。
150	Multiple studies show that simply getting to know the other side	多项研究表明 仅仅了解对方
151	increases the success rate by 25 to 30%.	成功率提高25%至30%。
152	Okay, now you might say,	好吧,现在你可以说,
153	all these four steps sound fair and nice,	这四步都听上去很公平
154	but what if the other side isn't playing by fair rules?	但是如果对方没有遵守公平规则呢?
155	What if they use dirty tactics?	如果他们使用肮脏的战术呢?
156	What if they are more powerful?	如果他们更强大呢?
157	Or what if they attack me personally?	或者,如果他们攻击我个人呢?
158	Here's how to deal with each of these situations.	下面是如何处理每一个这种情况。
159	Let's start with dirty tactics.	先用脏术.
160	People lie and use various pressure tactics.	人们撒谎并使用各种压力战术.
161	Recognizing these tricks often neutralizes them.	承认这些诡计往往会抵消它们。
162	Mention it directly.	直接提到它。
163	Joe, it seems like you and Ted are playing good cop and bad cop.	乔,你和泰德好像在演好警察,坏警察
164	If you need a break to get on the same page, just ask.	如果你需要休息 在同一页,只是问。
165	Mentioning the tactic makes it less effective	提到这一战术会降低效力
166	and may make the other side worry about losing you.	可能会让对方担心失去你
167	Just raising a question can be enough to end it.	只是提出一个问题就可以结束它。
168	However, be careful.	不过,小心点。
169	Avoid personal attacks.	避免人身攻击。
170	Focus on the problem, not the person.	专心于问题,而非人.
171	Instead of saying, you put me facing the sun deliberately,	而不是说 你故意让我面对太阳
172	say, the sun in my eyes is distracting.	说,我眼中的太阳在分散注意力。
173	Can we adjust the schedule and meet later?	我们能否调整时间表,待会再见面?
174	I can't concentrate like this.	我不能这样集中精神
175	What if they are more powerful?	如果他们更强大呢?
176	If the other side has big guns,	如果对方有大枪
177	don't turn the negotiation into a gunfight.	别把谈判变成枪战
178	The best thing you can do is to develop your BATNA,	最好的办法就是开发你的BATNA
179	best alternative to a negotiated agreement.	谈判协议的最好选择。
180	Think how you would feel walking into a job interview	想想你走进面试室的感觉
181	with no other offers.	没有其他报价。
182	Think how difficult the salary negotiation would go.	想想工资谈判会有多困难
183	Now, contrast that with how you would feel	现在,对比一下你的感受
184	walking into an interview with two other job offers.	接受另外两个职位的面试
185	The difference is power.	差别是权.
186	The more easily you can walk away from a negotiation,	你越容易离开谈判
187	the greater your power.	你的力量越强大
188	Developing your BATNA not only enables you to determine	开发您的 BATNA 不仅能使您确定
189	what a minimally acceptable agreement is,	最低限度接受的协议是什么,
190	it will probably raise that minimum.	这可能会提高这一最低限度。
191	Always develop your BATNA before negotiating.	在谈判前总是开发你的BATNA.
192	Don't say, let's negotiate first and see what happens.	不要说,让我们先谈判,看看会发生什么.
193	Without BATNA, you're negotiating blindly.	没有BATNA,你正在盲目谈判。
194	What if they attack you personally?	如果他们亲自攻击你怎么办?
195	When they attack you instead of the problem,	当他们攻击你而不是问题,
196	things get tough.	事情变得艰难。
197	You want a fair solution, but they tear down your ideas.	你想要一个公平的解决方案,但是他们摧毁了你的想法。
198	It's natural to defend yourself, but that leads nowhere.	保护自己是自然的,但这不会带来任何结果。
199	You push, they push back, and soon you're stuck.	你推,他们推回, 很快你卡住了。
200	So what do you do?	那你怎么办?
201	Use negotiation jiu-jitsu, sidestep their attacks.	用谈判方式,避开攻击
202	Here's how.	就是这样
203	One, look behind their position.	一,看看他们的位置后面
204	When they say what they want, don't just say yes or no.	当他们说他们想要的, 不要只是说是或否。
205	Ask why they want it.	问其欲何故.
206	Understand what is really important to them.	了解什么对他们很重要。
207	Two, if they keep rejecting anything you say,	第二,如果他们继续拒绝你说的话
208	then ask for their advice.	然后请示他们,
209	If you were me, what would you do?	如果你是我 你会怎么做?
210	They will put themselves in your shoes	他们会把自己放在你的鞋里
211	and give you the solutions.	并给你的解决方案。
212	Three, invite criticism.	三,请示批评.
213	Instead of defending your ideas,	而不是捍卫你的想法,
214	ask them what's wrong with them.	问如何是道人.
215	This will help you learn about their interests.	这将帮助你了解他们的兴趣。
216	I would like to conclude this video with a great story	我想用精彩的故事结束这段视频
217	that explains what negotiation truly is.	这解释了真正的谈判是什么。
218	In 1964, an American father and his 12-year-old son	1964年,美国父亲和12岁的儿子
219	were playing frisbee in Hyde Park, London.	在伦敦海德公园玩飞盘
220	Few people in England had seen a frisbee before,	在英国很少有人见过飞盘
221	so a small crowd gathered.	所以一群人聚集起来。
222	After a while, a man approached and asked,	过了一段时间,一个男人走过来问,
223	sorry to bother you.	对不起打扰你。
224	I've been watching you for 15 minutes.	我观察你15分钟了
225	Who's winning?	谁胜.
226	In negotiations, asking who's winning	在谈判中,问谁赢了
227	is like asking that in a marriage.	就像在婚姻中要求那样
228	If you're focused on winning, you've missed the point.	若专注于胜慧已失分.
229	The real goal is working together	真正的目标是合作
230	and finding a solution that satisfies both sides' interests.	找到符合双方利益的解决办法。
231	I hope this was a useful video.	我希望这是一个有用的视频。
232	Thanks for watching.	谢谢你的观看。

该视频共有字幕 232 条。解锁更多字幕为会员功能，请移动到 价格

P3 · 谈薪、涨薪、杀价谈判占上风多种策略（合集） p03 期望薪资？最聪明的回答可能是‘不回答’｜哈佛商业 (P3)

谈薪、涨薪、杀价谈判占上风多种策略（合集） p03 期望薪资？最聪明的回答可能是‘不回答’｜哈佛商业 (P3)

发布于 2026-10-06 · 时长 9:43

字幕摘录

时间	英文	中文
0:00	At some point in a job interview, you're probably going to be asked how much money	面试的时候 你可能会被问到多少钱
0:05	you'd like to be paid.	你想得到报酬。
0:07	You know the question.	你知道这个问题。
0:08	So, what are your salary expectations?	那你的薪水是多少?
0:11	This is a tough one.	这是一个艰难的。
0:13	It's hard to know the right way to answer, but your starting salary is often the basis	很难知道正确的答案 但你的起薪常常是依据
0:18	for all future compensation decisions at that company, such as raises and bonuses.	公司今后所有的赔偿决定,例如提高工资和奖金。
0:24	So you want to get it as high as you can.	故欲调其高.
0:27	Though, aim too high, and you might just price yourself out of the job.	虽然,瞄准太高, 你可能只是付出了自己的工作。
0:32	So what do you do?	那你怎么办?

展开字幕全文（141 条）

序号	英文	中文
1	At some point in a job interview, you're probably going to be asked how much money	面试的时候 你可能会被问到多少钱
2	you'd like to be paid.	你想得到报酬。
3	You know the question.	你知道这个问题。
4	So, what are your salary expectations?	那你的薪水是多少?
5	This is a tough one.	这是一个艰难的。
6	It's hard to know the right way to answer, but your starting salary is often the basis	很难知道正确的答案 但你的起薪常常是依据
7	for all future compensation decisions at that company, such as raises and bonuses.	公司今后所有的赔偿决定,例如提高工资和奖金。
8	So you want to get it as high as you can.	故欲调其高.
9	Though, aim too high, and you might just price yourself out of the job.	虽然,瞄准太高, 你可能只是付出了自己的工作。
10	So what do you do?	那你怎么办?
11	Luckily, there are smart ways to answer or not answer this question.	幸运的是,有明智的方法回答或不回答这个问题。
12	I'm going to show you how to be ready for this point in the interview, so you can maximize	我要告诉你如何准备好 这一点在采访, 这样你可以最大化
13	your pay without minimizing your chances of getting the job.	你的工资不减少你得到工作的机会。
14	Why do they even ask this question?	他们为什么要问这个问题?
15	Let's start here, because knowing why hiring managers and recruiters ask this question	我们从这里开始 因为知道为什么招聘经理和招聘员会问这个问题
16	can help you think about what you want to say in response.	帮助你思考你想要说的话
17	In spite of how it might feel, the question isn't designed to trick you into letting	不管是什么感觉 问题不是想骗你让
18	them underpay you if you come in low.	他们欠你钱,如果你来低。
19	As author and career development expert Vicki Oliver explains, every position is budgeted,	正如作者和职业发展专家Vicki Oliver所解释的,每个职位都列入预算,
20	and typically hiring managers or recruiters want to be sure they can afford you.	通常雇用经理或招聘人员 都想确定他们能买得起你
21	It's in their best interest not to waste their time, or yours, going through multiple	他们最好不要浪费时间 也不要浪费你的时间
22	rounds of interviews and putting together an offer if they just can't meet your salary	轮番面试,如果连薪水都拿不来的话,就给个机会
23	expectations.	期望。
24	And from the candidate's perspective, answering the question can help ensure that the opportunity	从候选人的角度来看,回答问题有助于确保机会
25	is a good fit for you.	这是适合你的。
26	You want to know that there's mutual understanding about the salary and benefits being offered.	你想知道,对提供的工资和福利有共同的理解。
27	It can also help establish a baseline for your negotiations later on in the hiring process.	也可帮助您在招聘过程中确定谈判的基线。
28	Okay, with that in mind, here are some ways to deal with the question.	好吧,考虑到这一点,这里有一些方法来处理这个问题。
29	Strategy number one, redirect the conversation.	战略一,重定向对话.
30	The first strategy is to basically avoid answering directly.	第一个策略是基本上避免直接回答.
31	There are lots of reasons why you may not want to answer.	你可能不愿回答的原因很多。
32	Maybe, for example, you suspect you've been underpaid in the past, and anchoring with	比如说,你怀疑你过去工资过低, 并且跟
33	your previous or current salary would work against you.	你以前或现在的薪水会对你不利
34	Here's a useful tip.	这里有一个有用的提示。
35	There's no law that says you have to give a number.	没有法律规定你必须给一个号码。
36	On the contrary, there are many laws in many U.S. states that make it illegal for employers	相反,美国许多州有许多法律 规定雇主违法
37	to ask for a specific number when it comes to your pay history.	问具体号码时,您的工资历史。
38	In many places, they can't ask you what was your previous salary.	在很多地方,他们不能问 你以前的工资是什么。
39	Make sure to research what the situation is where you are.	确保研究你现在的状况
40	It can be smart to protect your own interests by not giving a specific number until you	在你之前不给出具体数字 就能保护自己的利益
41	have a job offer in hand.	手头有一份工作
42	As career strategist John Lees says, the time to discuss salary is after they've fallen	正如职业战略家约翰·李斯所说 讨论工资问题的时间是在他们跌倒之后
43	in love with you.	爱上了你
44	Here are two ways to redirect the conversation without making it too awkward.	这里有两种方法可以改变对话的方向,同时又不会让对话变得太尴尬.
45	First, turn the question around and ask about their budget.	首先,把问题转过来,问他们的预算问题。
46	Finance expert Tory Dunlap's advice is to respond with something along the lines of,	金融专家Torry Dunlap的建议是 以如下方式作出反应:
47	I actually don't understand the full scope of the role at this point to accurately price	其实我还不明白这个角色的全程 来准确定价
48	But I would love to know the budgeted salary range.	但我很想知道预算的薪水范围
49	If the interviewer is forthcoming about their budget, they'll likely want to know whether	如果采访者知道他们的预算 他们会想知道
50	that meets your expectations.	这符合你的期望。
51	It's okay to be vague at this point and say, that's helpful to know.	此时含糊其辞,且言之,此可知也.
52	If you were to offer me the job, is there room to negotiate?	如果你给我这份工作,有没有谈判的余地?
53	There's a second option.	有二法门.
54	Move past the question and go back to your qualifications.	滚过问题,回到你的资格。
55	You could say something like, I'm still trying to fully understand the role and what's involved.	你可以说,比如,我仍在努力 完全理解角色和涉及什么。
56	I'd love to continue talking about my qualifications and why I think I'm a fit for this position.	我很想继续谈论我的资历和为什么我认为我适合这个职位.
57	Or you might say, that's not something I'm comfortable answering, but I'm happy to talk	或者你可能会说,这不是我自在的回答, 但我很高兴说话
58	about my qualifications for this role.	关于我这个角色的资格。
59	There's no doubt that these responses can feel like you're dodging the question and	毫无疑问,这些答复会觉得你在回避问题
60	that may be uncomfortable.	可能有点不舒服
61	But given the stakes, this small moment of awkwardness is likely worth it.	但考虑到利害关系 这个尴尬的小时刻 很可能值得
62	Strategy number two, offer a salary range.	战略二,提供工资范围.
63	If you feel like you have enough information to answer the question or perhaps your attempts	如果你觉得你有足够的信息来回答问题 或者你的尝试
64	to deflect haven't worked and they're pressing you for a response, consider giving a range	他们逼你回应 考虑给范围
65	instead of a single number.	而不是一个数字。
66	To go this route, you'll need to do research before your interview so you have a realistic	要走这条路,你必须在面试前做研究 这样你才有现实感
67	idea of the typical salary range for the role.	设想角色的典型工资范围.
68	In some places, employers are required to include a salary range on the job posting.	在某些地方,雇主必须把工资幅度纳入招聘岗位。
69	In which case, you can compare your experience and qualifications with the job description	在这种情况下,您可以将自己的经验和资格与职务说明进行比较
70	to determine where in that range you might fit.	以决定你在这个范围内的合适位置。
71	If you're working with a recruiter, external or internal, you can request the salary range	如果与招聘人员合作,无论外部还是内部,都可以要求工资幅度.
72	from them directly.	从他们直接。
73	如果你自己做研究,从Glassdoor和Parry.com等网站开始.
74	This will help you understand what a fair salary might be for the position so that you	这会帮助你理解 职位的公平薪水 让你
75	can choose a minimum salary that you're not willing to go below.	可以选择一个你不愿低于的最低工资。
76	That number isn't something you need to share while interviewing, but it's good to have	这个号码不是你在面试时需要分享的, 但有这个号码是好的
77	it in the back of your mind for when it is time to negotiate.	它在你的脑后, 当是时候谈判。
78	Even with reputable sources though, it can be hard to translate average salaries across	不过,即使有可靠的消息来源,也很难将平均薪金转换成全局。
79	geographies or to the specific role.	地理或特定角色。
80	It's reasonable to think there might be a big difference between what a data scientist	有理由认为数据科学家之间可能有很大的区别
81	in Tampa and a data mining engineer in Oakland make, for example.	例如在坦帕和奥克兰的一位数据挖掘工程师制作.
82	Another option is to ask people in your network, people with similar roles in your industry	另一个选择是问你的网络里的人, 在你的行业里扮演类似角色的人
83	or who maybe even work at the company you're interviewing with.	或者是你正在采访的公司里工作的人
84	Of course, talking about money can be awkward, but tackling a cringey conversation will be	当然,谈钱可能很尴尬, 但处理一个Cringey对话将是
85	worthwhile if it helps you know how to value yourself.	如果你知道如何重视自己,那就值得了
86	Whatever you find in your research, be careful not to get fixated on a specific figure.	无论你在研究中发现什么 都要小心不要迷恋某个具体的数字
87	That can end up with you being unhappy with the final number or even accepting a lower	最终你可能会对最后的号码不高兴 甚至会接受较低的号码
88	salary than you might have gotten otherwise.	薪水比你本该得到的多
89	So what kind of range should you give?	那你应该给多少范围?
90	That will depend on a bunch of factors, like how accurately you feel your research is,	这取决于很多因素 比如你觉得你的研究有多准确
91	the industry you're interviewing in, etc.	你在采访的行业等等。
92	Typically, it spreads across tens of thousands of dollars, so say 80,000 to 120,000.	通常,它会蔓延到数万美元, 所以8万到12万。
93	Don't give too narrow a range, but it shouldn't be ridiculously big either.	不要给太窄的范围,但它不应该是荒谬的大。
94	Once you've landed on a range you're comfortable with, here's how to share it in your interview.	一旦你降落在一个你舒服的射程上, 如何在你的采访中分享它。
95	State your range and provide a rationale for why you've landed there, sharing some of	说明你的射程 并提供你降落的理由
96	your research and noting the skills and experience that make you a good fit for the position.	你的研究和注意到 技能和经验 让你适合这个职位。
97	Acknowledge that salary is just one of the factors that will play in your decision to	确认薪金只是你决定
98	accept the job or not.	接受与否的工作。
99	Make clear that you're interested in knowing more about other benefits as well.	说明你有兴趣了解更多其他好处
100	And signal flexibility so that your answer doesn't come off as a demand, but as the	并显示灵活性 让你的答案 不是一个需求,而是作为
101	beginning of a conversation.	开始谈话
102	Express your enthusiasm about potentially joining the company.	表达你对加入公司的热情
103	Here are three examples of how this might sound.	这里有3个例子可以说明这一点。
104	Here's sample answer number one.	这里的样本答案是第一。
105	I'm looking for a competitive salary that reflects my qualifications and experience.	我要找一份能反映我资历和经验的竞争性工资
106	Based on my research and the requirements of the role as I understand them, I would	根据我的研究和我对角色的要求,我将
107	expect a salary in the range of $75,000 to $100,000.	预计薪金在75 000至100 000美元之间。
108	Of course, I'm open to discussing the details of the entire compensation package, since	当然,我愿意讨论 整个报酬计划的细节,因为
109	salary is just one factor.	工资只是一个因素。
110	I'm particularly excited to learn more about the opportunities for growth and advancement here.	我特别兴奋地更多地了解 在这里增长和进步的机会。
111	Here's sample number two.	这里的样本第二。
112	Given my experience and expertise, I'm looking to make between $60,000 and $90,000 in my	鉴于我的经验和专长,我想赚到六万到九万
113	next role.	下一个角色。
114	I've done some research on similar roles and talked to people in comparable organizations,	我对类似角色做了一些研究 和类似组织的人谈过
115	all of which helped me confirm that range.	所有这一切帮助我确认范围。
116	I know I'd be a valuable asset to your team and am open to learning more about your budget	我知道我会成为你团队的宝贵资产 并且愿意更多地了解你的预算
117	for the role and the other benefits that you offer employees.	给雇员的角色和其他福利。
118	And here's sample number three.	这里的样本是第三。
119	I've been doing some research on similar roles and my understanding is that for someone	我一直在做一些研究 类似的角色,我的理解是 对于某人
120	at my level with my background and experience, I can expect to make a salary in the range	在我的级别,我的背景和经验, 我可以期望一个工资幅度
121	of $100,000 to $125,000.	100 000美元到125 000美元。
122	Of course, compensation isn't the only thing that's important to me, so I'm eager to	当然,赔偿不是对我唯一重要的 所以我渴望
123	hear more about your benefits package, including paid time off and other perks.	更多关于你的福利计划, 包括带薪休假和其他好处。
124	What's most important to me is finding a place where I can thrive.	对我来说最重要的是找到一个可以让我兴旺的地方.
125	I can be flexible around the exact numbers for a job that's a great fit.	我可以灵活地选择一个合适的工作 确切的数字
126	Choose whichever option feels most comfortable to you and tweak the language so that it sounds	选择你觉得最舒服的选项,并调整语言,使其听起来
127	like you.	喜欢你
128	You'll also want to add some specific details about your qualifications so that you can	你也会想补充一些关于你资格的具体细节 这样你就可以
129	highlight again why you're a fit for the role and they should be excited about hiring you.	他们应该对雇用你很兴奋
130	Whether and how you answer the question is up to you, of course.	当然,你是否以及如何回答这个问题取决于你。
131	By following the guidelines I've shared, you'll be able to assess which approach feels most	通过遵循我分享的准则,你就能评估哪一种方法最感同身受
132	comfortable to you and is most likely to keep you in the running for the job.	并且很可能会让你继续竞选
133	Importantly, you'll also have some tools to help make this potentially awkward part	重要的是,你也会有一些工具 来帮助这个可能尴尬的部分
134	of the interview, well, less awkward.	接受采访时 不太尴尬
135	Good luck.	祝你好运
136	You got this.	没问题
137	Thanks for watching.	谢谢你的观看。
138	You can read more about answering the salary question in my article linked in the description	你可以读到更多关于解答 我的文章中的薪水问题 在描述
139	and let us know in the comments what big topics you'd like us to guide you through	并让我们在评论中知道 你希望我们 指导你解决什么大问题
140	and we'll try to tackle those in a future video.	我们会试着在未来的视频中处理这些
141	Bye for now.	再见

该视频共有字幕 141 条。解锁更多字幕为会员功能，请移动到 价格

P4 · 谈薪、涨薪、杀价谈判占上风多种策略（合集） p04 哥伦比亚法学院教授：5个秘诀，让你拿到高薪 (P4)

谈薪、涨薪、杀价谈判占上风多种策略（合集） p04 哥伦比亚法学院教授：5个秘诀，让你拿到高薪 (P4)

发布于 2026-10-06 · 时长 14:47

字幕摘录

时间	英文	中文
0:24	The most important things I know about negotiation, I learned in a kayak on my honeymoon.	我对谈判最了解的是 我蜜月时在皮划艇上学到的
0:38	Picture this, I arrive in Hawaii and I look adoringly at my brand new husband as we get	想象一下,我来到夏威夷, 并看着可爱的我的新丈夫 当我们得到
0:45	in a two person kayak together for a river tour.	两人一起乘皮划艇 一起游河
0:50	Then, things go wrong.	然后,事情会出问题。
0:54	Fast.	快点
0:55	You see, in a two person kayak, the passenger in the back,	你看,在两个人的皮划艇, 乘客在后面,
1:01	usually the larger passenger, is supposed to drive using their paddles.	通常较大的乘客,应该使用他们的桨来驾驶.
1:07	Well, I didn't	我没有
1:10	like how he was driving.	就像他开车的样子
1:13	So I decided to drive my own way.	所以我决定自己开

展开字幕全文（203 条）

序号	英文	中文
1	The most important things I know about negotiation, I learned in a kayak on my honeymoon.	我对谈判最了解的是 我蜜月时在皮划艇上学到的
2	Picture this, I arrive in Hawaii and I look adoringly at my brand new husband as we get	想象一下,我来到夏威夷, 并看着可爱的我的新丈夫 当我们得到
3	in a two person kayak together for a river tour.	两人一起乘皮划艇 一起游河
4	Then, things go wrong.	然后,事情会出问题。
5	Fast.	快点
6	You see, in a two person kayak, the passenger in the back,	你看,在两个人的皮划艇, 乘客在后面,
7	usually the larger passenger, is supposed to drive using their paddles.	通常较大的乘客,应该使用他们的桨来驾驶.
8	Well, I didn't	我没有
9	like how he was driving.	就像他开车的样子
10	So I decided to drive my own way.	所以我决定自己开
11	And exactly at the moment, I thought	现在,我想
12	I had taken over, we flipped over.	我接管了,我们翻过来了。
13	Three separate times.	分别三乘.
14	Apparently, we set a record.	显然,我们创造了一个记录。
15	So I get	┮и笵
16	back in the kayak, now dripping wet, when our guide up ahead turns back and says, okay,	回到皮划艇里,现在滴湿, 当我们的向导前面转身说,好吧,
17	folks, let's negotiate these things to the left because you're going to hit that beach	各位,我们向左谈判一下吧 因为你们要去海滩
18	up ahead.	在前面,在前面。
19	Negotiate the kayak.	谈判皮划艇。
20	In that moment, I realized that although I had been teaching	那一刻,我意识到 虽然我一直在教
21	negotiation for a few years already, I had missed something important.	几年的谈判,我错过了重要的东西。
22	And I was not alone.	我并不孤单
23	A lot of us have misconceptions about negotiation.	我们许多人对谈判有误解。
24	We're taught that it's a battle over	我们被告知这是一场战斗
25	money.	钱
26	That it involves losing.	这涉及到失败。
27	So we either fear it or we avoid it altogether.	所以我们要么害怕,要么完全避免。
28	In fact,	事实上,
29	54% of us didn't negotiate our last salary.	我们54%的人没有谈判我们最后的工资。
30	That's from research, by the way.	顺便说一句,这是研究的结果。
31	I'm not	我没有
32	actually seeing into your souls.	真实地看着你的灵魂。
33	The fact is that before that guide, I had never heard	事实是,在那个向导之前,我从来没有听说过
34	anyone use the word negotiate that way before.	任何人用这个词 谈判的方式之前。
35	I, too, had absorbed this message that it	我也吸收了这个信息
36	was a contest of wills.	那是一场遗嘱竞争
37	You know, like five minutes earlier when I dunked us in the river.	你知道,就像5分钟前 当我在河中灌篮我们。
38	But there's another way to think about it, isn't there?	但还有另一种方法去思考,不是吗?
39	When I negotiate my kayak toward	当我谈判我的皮划艇走向
40	the beach, what am I doing?	海滩,我在做什么?
41	I'm steering.	我在转
42	Today, I want to share five lessons about	今天,我想分享关于
43	negotiation that just might change your life.	谈判可能会改变你的生活
44	And the first is this.	第一个是这个。
45	Negotiation is simply	谈判只是
46	steering.	转向
47	It is any conversation in which you are steering a relationship.	这是任何对话 你正在引导一个关系。
48	And it's so much	这么多
49	more than the money conversations.	比钱的对话还要多
50	You know, just like a kayak where we want to steer	就像我们想开的皮划艇
51	consistently to get to our goal, we can be steering our relationships almost every minute of	为了实现我们的目标,我们几乎可以每一分钟指导我们的关系
52	the day.	这天
53	You know, when I got back from that honeymoon, I looked around and I saw	你知道,当我从蜜月回来后, 我四处看看,我看到了
54	opportunities to negotiate everywhere.	到处谈判的机会。
55	I could be getting to know my bosses better so that I	我可能更了解我的老板 这样我才能
56	understood what they prioritized most.	了解他们最优先的是什么。
57	I could be calling my clients regularly and asking	我可能经常打给客户 问
58	{\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}他们的新生意
59	And I realized something powerful.	我意识到一些强大的东西。
60	If we intentionally	如果我们故意
61	focus on the everyday steering, what happens when we do get to the money conversations?	专注于日常的引导, 当我们得到钱的对话?
62	We are more likely to be successful.	我们更有可能取得成功。
63	Which brings me to lesson two.	这让我想到第二课
64	Curious people make	好奇的人会
65	more money.	更多的钱。
66	There's one negotiation technique that most of us are not using.	我们大多数人没有使用一种谈判技术。
67	So years ago,	这么多年来,
68	a professor set people up to negotiate as part of a study.	教授安排人们谈判 作为研究的一部分。
69	Only 7% of those people achieve the	这些人中只有7%实现了
70	optimal outcome.	最佳结果。
71	What did they do?	他们做了什么?
72	Well, they didn't lead with their points.	嗯,他们没有领头 他们的分数。
73	They asked	他们问
74	questions first.	先问.
75	Bottom line, in negotiation, you get more by asking questions than you do by	底线,在谈判中,你得到更多的 通过提问比你做的
76	arguing.	争吵
77	But not just any questions.	不只是任何问题
78	That 7%, they asked open questions.	那7%, 他们问了公开的问题。
79	Questions that	问题
80	covered the other person's needs, concerns and goals.	涵盖他人的需要、关切和目标。
81	And most of us aren't great at that.	而我们大多数都不擅长这个。
82	When I teach people about asking questions, I say, okay, I've just taken a trip.	当我教别人问问题时,我说,好吧,我刚出去旅行。
83	What can you	你还能做什么?
84	ask me to get some good information?	问我一些好消息?
85	Top two questions they ask, I bet you could guess.	他们问的两个问题,我敢打赌,你可以猜测。
86	Number one, where did you go?	一号,你去哪儿了?
87	Reno, did you have a good time?	里诺,你玩得开心吗?
88	Yeah.	对
89	Two closed questions,	两个闭门问题,
90	two one word answers.	两个单词回答。
91	So what's the best question?	那么,什么是最好的问题?
92	Well, it's a little bit of a trick	嗯,这有点小把戏
93	because technically, the best question of all doesn't end with a question mark.	因为从技术上讲 最好的问题不会以问号结束
94	It's tell me	告诉我
95	all about your vacation.	所有关于你的假期。
96	Tell me is the biggest question you can ask and it is the most powerful	告诉我这是你能问的最大问题 也是最强大的
97	first question in any negotiation, at work or at home.	在任何谈判中,在工作或家中,首先提问。
98	With the hiring manager, tell me how the	和那个雇佣经理,告诉我怎么样
99	company sees the salary range for this position.	公司了解这一职位的工资范围。
100	With your teenager, tell me what's making you ask	和你的少年, 告诉我是什么让你问
101	for a $50 a week allowance.	每周50美元津贴。
102	Tell me gets you the most information, but it also builds trust.	告诉我,你得到的信息最多, 但它也建立信任。
103	So it creates the best deals.	所以它创造了最好的交易。
104	Lesson three, the negotiation starts before the negotiation starts.	第三课,谈判开始前开始.
105	Most people don't know that every negotiation actually comes in two parts.	大多数人不知道,每个谈判实际上都分为两部分。
106	The second part,	第二部分
107	we all know about.	我们都知道
108	That's where we're sitting down with someone else.	即与彼众坐.
109	But that first part,	但是,第一部分,
110	that's what I call the mirror because we have to negotiate with ourselves first before we negotiate	那是我所说的镜子,因为我们在谈判前必须先与自己谈判
111	with anyone else.	与别人。
112	And it's the most critical part of the negotiation too, because if we don't get	这也是谈判最关键的部分 因为如果我们得不到
113	this right, the negotiation stops there.	这是正确的,谈判停止在那里。
114	We don't ask.	我们不问。
115	We get confused about our priorities.	我们对我们的优先事项感到困惑。
116	We shut ourselves down before we give anybody else the chance.	在给别人机会之前,我们关闭了自己。
117	If you want to master the mirror,	如果你想掌握镜子
118	try asking yourself, how have I handled something like this successfully before?	问问你自己,我以前是怎么成功处理这种事的?
119	Did you know that research shows if we think about a time and write it down,	你知道研究显示 如果我们考虑一下时间然后写下来
120	that we achieved great results before we go in to negotiate, we are more likely to negotiate well.	在开始谈判之前,我们取得了巨大成果,我们更有可能进行良好的谈判。
121	Why?	为什么?
122	Because we remind ourselves of who we are at our most powerful.	因为我们提醒自己,我们是谁 在我们最强大的。
123	And we also gather data on	我们还收集有关
124	strategies that are likely to work for us.	可能对我们有效的战略。
125	I once counseled someone named May, who was struggling	我曾经劝说过一个叫梅的人 他正在挣扎
126	to ask for a raise.	请求加薪。
127	You know, in May's family, they were taught that you should wait until	你知道,在五月的家人, 他们教导你应该等待,直到
128	something was offered to you.	有东西给你
129	So I asked May about the last time she successfully advocated for	所以我问梅最后一次 她成功地倡导
130	herself.	自己来
131	And she told me she actually felt really confident negotiating for the job in the first	她告诉我,她真的觉得很有信心 在第一个工作谈判
132	place.	地点。
133	She really believed in the company's mission and she felt confident she could contribute.	她真的相信公司的使命,并且她感到有信心自己可以作出贡献.
134	You know, as May wrote this down, I saw her face change and her confidence grow.	你知道,正如梅写下这一点, 我看到她的脸变了, 她的信心提高了。
135	May went in and she got that raise.	May进去了 她加薪了
136	Lesson four, land the plane.	第四课,降落
137	I worked with a brilliant sales	我做了一个出色的销售
138	executive named Brody who sometimes would lose deals because he talked too much.	执行官叫Brody 他有时会因为说话太多而失去交易
139	He'd ask a	他会问一个
140	great question and then he would get scared of the silence so he would eat it up with his words.	问得好 然后他就会害怕沉默 这样他就会用他的话来吃它
141	What do you need to get this done here today?	你今天要在这里做什么?
142	Well, I know our price point might be a little	好吧,我知道我们的价点可能有点
143	bit higher than that of our competitors, but I think if you go ahead and look at our customer	比我们的竞争对手要高一些, 但我想如果你继续看我们的客户
144	reviews, want to know the secret to great deals?	想知道大交易的秘密吗?
145	Shut up.	闭嘴
146	Recent research found that leaving a	最近的研究发现,
147	period of silence in negotiation not only made it more likely that the other person would give you	在谈判中保持缄默不仅使对方更有可能给你
148	a high value move, but it also came across as collaborative.	高价值的移动, 但它也发现作为合作。
149	So, how much silence?	那么,有多少沉默吗?
150	I just did	我刚刚做了
151	three and a half seconds.	三秒钟半。
152	See?	看到没?
153	You were nervous, but we all survived.	你紧张 但我们都活下来了
154	That's what I call landing	这就是我说的降落
155	the plane.	飞机
156	Ask your question, make your proposal, and then zip it.	问你的问题, 提出你的建议, 然后拉链。
157	And finally, lesson five,	最后,第五课
158	make your adversary your partner.	让你的对手成为你的搭档
159	It's 3 a.m. and you have five hours to go before the entire	现在是凌晨3点,你还有五个小时要赶
160	world is expecting you and several other countries to announce a peace deal.	世界期待你和其他几个国家宣布和平协议。
161	But right now you have	但现在你有了
162	a problem because one of the other country's diplomats has left the building and is down in	一个问题,因为另一个国家的外交官 已经离开大楼 并下楼
163	the parking lot threatening to drive away because he feels disrespected.	停车场威胁要开车离开 因为他觉得不尊重
164	This was the situation	就是这样
165	that one of the diplomats I work with faced, but a lot of us face things like this in our	与我共事的外交官之一, 但我们很多人面对这样的事情,在我们
166	negotiations.	谈判。
167	So much of the popular wisdom talks about our adversary, our opponent.	这么多的大众智慧 谈论我们的对手,我们的对手。
168	Well,	那个
169	in most everyday negotiations, that adversary at the bargaining table becomes our partner	在大多数日常谈判中, 在谈判桌上的对手成为我们的伙伴
170	once that deal is done.	等交易完成后
171	The boss who holds the keys to your raise, once you get it,	拿着你加薪钥匙的老板 一旦拿到
172	you're working together.	你们一起工作
173	Or that home contractor you're negotiating with over your kitchen.	或者你和那个家庭承包商在厨房里谈判
174	Once you settle on a price, you're trusting her to build a room you're going to love for years to	一旦你付出了代价 你就会信任她 建立一个你爱的房间
175	come.	来
176	And even when your spouse might feel like an opponent, well, you're still sleeping in the same	即使你的配偶觉得自己是对手 你仍然睡在同一个地方
177	bed at the end of the day.	床在一天结束时。
178	That diplomat I worked with, he walked out of the building, down to the	我和那个外交官一起工作 他走出大楼,走到了
179	parking lot, and he approached the man who had left.	停车场,他接近了离开的人。
180	He said to him, we are on the same side.	他说,我们是同一边的。
181	He listened.	他听话了
182	Eventually, the two men walked together back into that building, and later they	最终,两人一起走回那栋楼,后来他们
183	deal.	说定了
184	My negotiation motto is this.	我的谈判座右铭是这个。
185	I never request.	我从来没有要求。
186	I recruit.	我招募人员
187	I don't want to talk to	我不想跟你说话
188	someone across the table.	有人对面的桌子。
189	I want to pull them around with questions to my side of the table	我想把他们拉到桌子那边
190	so that we are now co-conspirators working toward the same goal.	因此我们现在是为同一目标而努力的同谋。
191	Negotiation	谈判
192	is not a battle.	这不是一场战斗。
193	It is simply steering.	它只是方向盘。
194	And if we lead with curiosity about ourselves and about	如果我们以好奇心带领我们
195	others, we won't just create great deals.	其他人,我们不会只是创造伟大的交易。
196	We'll create great relationships along the way.	我们一路上都会建立良好的关系
197	Speaking	请讲
198	of which, you might be wondering, what happened after the honeymoon?	蜜月过后发生了什么?
199	Well, I'm glad to report	我很高兴报告
200	that my husband and I have been happily steering together for 18 years.	我丈夫和我在一起18年 一直很快乐
201	Just not in a kayak.	只是不是在皮划艇上。
202	Thank	谢谢
203	you.	你们

该视频共有字幕 203 条。解锁更多字幕为会员功能，请移动到 价格

P5 · 谈薪、涨薪、杀价谈判占上风多种策略（合集） p05 如何像专业人士一样谈加薪 (P5)

谈薪、涨薪、杀价谈判占上风多种策略（合集） p05 如何像专业人士一样谈加薪 (P5)

发布于 2026-10-06 · 时长 2:43

字幕摘录

时间	英文	中文
0:00	If you need to learn how to negotiate, you needn't look further than Phil DiPicciato.	如果你需要学习如何谈判,你不需要比菲尔·迪皮奇托更进一步.
0:04	Our top clients right now include Steph Curry, Michael Phelps, Jimmy Johnson, Bill Cower, and many, many more.	我们的顶级客户现在包括史黛芬·库里 迈克尔·菲尔普斯 吉米·约翰逊 比尔·考尔 以及许多其他人
0:10	What are the top three tips you would give to someone going into an interview, asking for a raise or promotion, something like that?	你给一个去面试 要求加薪或升职的人的头三个提示是什么?
0:17	The top three tips are first, know your facts.	前三个小费是第一, 知道你的事实。
0:19	And don't only know them from your side, also know them from the other side so that you can anticipate and there are no surprises.	不只是从你这边认识他们, 也从另一边认识他们, 这样你就可以预料到, 没有惊喜。
0:25	And second, choose a style.	其次,选择一种风格.
0:27	Any style works in a negotiation.	任何风格都会在谈判中起作用.
0:30	One can approach a negotiation being nice, being aggressive, being fearful.	谈判是好人,是攻击性的,是恐惧的。
0:35	The most important piece is that you be authentic and that you be very comfortable with the style that you choose.	最重要的作品是,你很真实,而且你对所选择的风格非常自在.
0:41	And third, get your story straight in your mind.	第三,把故事讲清楚

展开字幕全文（44 条）

序号	英文	中文
1	If you need to learn how to negotiate, you needn't look further than Phil DiPicciato.	如果你需要学习如何谈判,你不需要比菲尔·迪皮奇托更进一步.
2	Our top clients right now include Steph Curry, Michael Phelps, Jimmy Johnson, Bill Cower, and many, many more.	我们的顶级客户现在包括史黛芬·库里 迈克尔·菲尔普斯 吉米·约翰逊 比尔·考尔 以及许多其他人
3	What are the top three tips you would give to someone going into an interview, asking for a raise or promotion, something like that?	你给一个去面试 要求加薪或升职的人的头三个提示是什么?
4	The top three tips are first, know your facts.	前三个小费是第一, 知道你的事实。
5	And don't only know them from your side, also know them from the other side so that you can anticipate and there are no surprises.	不只是从你这边认识他们, 也从另一边认识他们, 这样你就可以预料到, 没有惊喜。
6	And second, choose a style.	其次,选择一种风格.
7	Any style works in a negotiation.	任何风格都会在谈判中起作用.
8	One can approach a negotiation being nice, being aggressive, being fearful.	谈判是好人,是攻击性的,是恐惧的。
9	The most important piece is that you be authentic and that you be very comfortable with the style that you choose.	最重要的作品是,你很真实,而且你对所选择的风格非常自在.
10	And third, get your story straight in your mind.	第三,把故事讲清楚
11	Be very clear and very concise so that you can communicate what you want to communicate.	非常清楚,非常简洁,这样你就可以沟通你想要沟通的东西.
12	Are there certain things that you should definitely not do?	有你绝对不该做的事吗?
13	First, one shouldn't bluff.	首先,不应该虚张声势
14	One shouldn't put oneself in a corner.	不应该把自己放在角落里
15	And one shouldn't be impatient.	人们不应该不耐烦
16	One shouldn't act disrespectful or unprofessional.	人们不应该不尊重或不专业
17	I would prefer in a negotiation not to use the phrase, I want.	我希望在谈判中不要使用这个词。
18	A negotiation has to be win-win if it's going to have a successful and long-term conclusion.	谈判若要取得成功和长期的结果,就必须是双赢的.
19	I would always try to lead by what value you can give to the other side.	我总是想用你给对方的价值观来领导
20	But going in and saying I want sounds like a demand.	但进去说我想听一个要求
21	It will put the other side on a more defensive posture.	它将使对方处于更防御的姿态.
22	It's not very collaborative and it won't usually yield the results that you want.	它不是很合作 通常不会产生你想要的结果。
23	We've learned the skills.	我们已经学会了这些技能。
24	Now, let's try this out for ourselves.	现在,让我们试试这个为自己。
25	I'm going to try to negotiate a raise for myself against 35 years of experience.	我将尝试谈判一个自我提升 相对于35年的经验。
26	So I've been with this company for two years.	所以我在这家公司呆了两年
27	Start with the company.	从公司开始。
28	Tell me what has been happening at the company while you have been here.	告诉我你来这的时候公司里发生了什么
29	While I've been here, I have helped.	我在这里的时候,我一直帮助。
30	Not I.	我没有
31	What is happening at the company.	公司发生的事
32	I have seen this company grow.	我见过这家公司的成长
33	I am very proud of the work we are doing.	我对我们所做的工作感到非常自豪。
34	You have put together a fantastic team.	你组建了一个很棒的团队
35	We are the pride of the industry.	我们是业界的骄傲。
36	Positivity that communicates your awareness of what the other person has been doing and contributing to the company.	表达你对他人所做所为 以及对公司贡献的认识的倾向
37	I see myself growing here.	我看见自己在这里长大
38	I already have grown a lot.	我已经长大了很多。
39	I see myself helping the company to grow.	我看见自己帮助公司成长
40	Put it back on them and say, do you feel confident that we're going to continue to grow and am I part of your plans?	放回去说,你有信心 我们将会继续成长, 并且我是你计划的一部分吗?
41	Once a company acknowledges that you are, then you've got some data points where you know you can say, but you said that I was good.	一旦一个公司承认你是, 那么你得到了一些数据点 在那里你可以说,但你说我很好。
42	You said that I'm adding value.	你说我在增加价值
43	You said you want me as part of the future.	你说你希望我成为未来的一部分
44	And that will end up becoming part of the compensation discussion.	这最终将成为赔偿讨论的一部分。

该视频共有字幕 44 条。解锁更多字幕为会员功能，请移动到 价格

P6 · 谈薪、涨薪、杀价谈判占上风多种策略（合集） p06 Chris Voss：薪资谈判的顶级技巧 (P6)

谈薪、涨薪、杀价谈判占上风多种策略（合集） p06 Chris Voss：薪资谈判的顶级技巧 (P6)

发布于 2026-10-06 · 时长 3:01

字幕摘录

时间	英文	中文
0:00	I believe we're going to come up on a question-and-answer session, and I hope we have some interesting	我相信我们将会来 问答, 我希望我们有一些有趣的
0:10	things to talk about in our remaining time together.	剩下的时间我们一起谈
0:14	Come on, Chris.	来吧,克里斯。
0:15	Thank you so much.	非常感谢
0:17	Quite inspiring.	相当鼓舞人心。
0:20	And, yes, we definitely have some questions for you that have received quite a bit of	是的,我们肯定有些问题要问你 已经收到了很多问题
0:24	votes.	选票。
0:26	So question for you.	问你个问题
0:27	What is your advice around negotiating salaries during a promotion?	你对升职期间谈判工资有什么建议?
0:33	From your experience, is this usually seen negatively from the other side of the table?	从你的经验来看,这通常是从桌子的另一边看负面的吗?

展开字幕全文（44 条）

序号	英文	中文
1	I believe we're going to come up on a question-and-answer session, and I hope we have some interesting	我相信我们将会来 问答, 我希望我们有一些有趣的
2	things to talk about in our remaining time together.	剩下的时间我们一起谈
3	Come on, Chris.	来吧,克里斯。
4	Thank you so much.	非常感谢
5	Quite inspiring.	相当鼓舞人心。
6	And, yes, we definitely have some questions for you that have received quite a bit of	是的,我们肯定有些问题要问你 已经收到了很多问题
7	votes.	选票。
8	So question for you.	问你个问题
9	What is your advice around negotiating salaries during a promotion?	你对升职期间谈判工资有什么建议?
10	From your experience, is this usually seen negatively from the other side of the table?	从你的经验来看,这通常是从桌子的另一边看负面的吗?
11	Well, it depends on what you're trying to accomplish.	这取决于你想要完成什么
12	Salary pays your bills, but it doesn't advance your career.	薪水支付你的账单,但这并不推进你的事业.
13	They're two different things.	二者分别.
14	Salary is our component.	薪水是我们的一部分。
15	But here's the hard part.	但这里是困难的部分。
16	If you go in asking for more salary, how do you expect your employer, your boss, to view	如果你去要求更多的薪水, 你如何期待你的雇主,你的老板,
17	you?	你吗?
18	It's selfish.	这是自私的。
19	What happens when you go in to negotiate a better life for the company, for your boss?	当你进去为公司 为你老板争取更好的生活时会怎么样?
20	Change the game.	换个游戏
21	A good friend of mine, the gentleman that I referred to earlier, that was the international	我的一个好朋友,我前面提到的那位先生, 那是国际的
22	banker, the way he became the head of an international bank, and in every single annual review, every	银行家 他成为一家国际银行的首脑的方式 以及每一次年度审查
23	job he was ever in, he always said, how can I be guaranteed to be involved in projects	他的工作,他总是说, 我怎么能保证参与项目
24	that are critical to the strategic future of the company?	对公司的战略未来至关重要?
25	Instant game changer, because he's not in there trying to get paid more.	即时的游戏改变者, 因为他不在那里试图得到更多的报酬。
26	He's in there trying to figure out how he can advance everybody's welfare, which consequently	他在里面想着如何提高每个人的福利,结果
27	makes him more valuable, and it makes him more promotable, because now your boss sees	这让他更有价值 也让他更有宣传性 因为现在你的老板看到了
28	you differently.	你不一样
29	You're not in there.	你没有在那里。
30	You're not out for you.	你不是为你而出。
31	You're out for everybody.	你为所有人服务。
32	Now, this changes things immediately, plus I want to know who wants to make life better.	现在,这立即改变了事物, 并且 我想知道谁想让生活更美好。
33	I'm a boss.	我是个老板。
34	I want to know who wants to push the whole team forward.	我想知道谁想推进整个团队
35	I will see that person differently.	我会用不同的眼光看待他
36	Now, this gentleman's career advanced faster than anybody I know.	现在,这位绅士的事业进展快于我认识的任何人.
37	I will also tell you that not everybody appreciated him for that.	我也会告诉你 不是每个人都欣赏他
38	Not every boss is going to appreciate you, but what will happen as a result is the depth	不是每个老板都会欣赏你 但结果会是深度
39	of your experience will increase, you will become more valuable, and if whoever you're	你的经验会增加, 你会变得更有价值,
40	working for doesn't appreciate that value, you're instantly more marketable.	工作是不会欣赏这个价值的, 你马上会更适合市场。
41	So change the conversation to, I'm trying to advance our agenda as opposed to mine,	换个话题,我试着推进我们的日程 而不是我的日程
42	and you will be more valuable, and you will get promoted, and you will have a path forward,	你们将更加宝贵,你们将获得晋升,你们将有一个前进的道路,
43	and you will make more money.	你会赚更多的钱。
44	If money is third on your list, the money will come.	如果钱在你名单上第三,钱就会来

该视频共有字幕 44 条。解锁更多字幕为会员功能，请移动到 价格

P7 · 谈薪、涨薪、杀价谈判占上风多种策略（合集） p07 基于领英93,000个数据：如何谈判更高薪资 (P7)

谈薪、涨薪、杀价谈判占上风多种策略（合集） p07 基于领英93,000个数据：如何谈判更高薪资 (P7)

发布于 2026-10-06 · 时长 7:58

字幕摘录

时间	英文	中文
0:00	LinkedIn recently teamed up with Austin Belsack	链接 最近和奥斯汀·贝尔萨克结为伙伴
0:02	to release a massive report with over 93,000 data points	发布一份包含93 000多个数据点的大规模报告
0:06	on how best to negotiate your job offer.	如何最好地谈判你的工作机会。
0:09	As usual, I value your time,	跟往常一样,我珍惜你的时间
0:10	so let's begin with the key takeaways	所以,让我们开始 关键外卖
0:12	before diving into three of the most practical	在跳进三个最实用的
0:15	negotiation techniques from the report.	报告中的谈判技巧。
0:17	Let's get started.	让我们开始吧。
0:18	Takeaway number one,	一号外卖
0:19	people who negotiate earn up to two times more,	谈判者的收入高达两倍

展开字幕全文（189 条）

序号	英文	中文
1	LinkedIn recently teamed up with Austin Belsack	链接 最近和奥斯汀·贝尔萨克结为伙伴
2	to release a massive report with over 93,000 data points	发布一份包含93 000多个数据点的大规模报告
3	on how best to negotiate your job offer.	如何最好地谈判你的工作机会。
4	As usual, I value your time,	跟往常一样,我珍惜你的时间
5	so let's begin with the key takeaways	所以,让我们开始 关键外卖
6	before diving into three of the most practical	在跳进三个最实用的
7	negotiation techniques from the report.	报告中的谈判技巧。
8	Let's get started.	让我们开始吧。
9	Takeaway number one,	一号外卖
10	people who negotiate earn up to two times more,	谈判者的收入高达两倍
11	that's 100% more, over the course of their careers.	在他们的职业生涯中,这要增加100%。
12	Yeah, 54% of candidates don't negotiate their salary.	54%的候选人不谈判工资
13	I was initially skeptical as well, so let's do the math.	我一开始也很怀疑,我们来算算
14	According to the Social Security Administration in the US,	据美国社会保障管理局称,
15	the average salary is around 63,000 US dollars.	平均工资约为63 000美元。
16	而根据Investopdia,
17	candidates who negotiate can expect a 10% to 20%	谈判候选人可预期10%至20%
18	pay increase when changing jobs.	在换工作时增加工资。
19	So let's assume Sacha Nutella and Elon Husky	让我们假设萨夏·努特拉和伊隆·胡斯基
20	both start off with $63,000 in base salary.	两者都以63 000美元的基薪开始。
21	They both receive a 10% pay increase	他们的工资都增加了10%
22	only when they change roles every five years	只有每五年改变一次角色
23	and work a total of 40 years.	总共工作40年。
24	As you can see, these are very conservative numbers.	如你所见,这些都是非常保守的数字。
25	The only difference being that Elon,	唯一的区别是伊隆
26	with his, shall we say, energetic personality,	他的性格充满活力
27	negotiates an additional 10% increase for each new role.	为每个新角色谈判增加10%。
28	We see that by year 40,	我们到了40年
29	the difference in annual salary is $154,000.	年薪差额为154 000美元。
30	So actually, more than two times Sacha's,	所以实际上,超过两次萨夏,
31	and the difference in cumulative earnings is $1.9 million.	累计收入差额为190万美元。
32	I'll leave a link to the spreadsheet down below	我会在下面留下电子表格的链接
33	if you wanna play around with it.	如果你想玩它的话
34	As you can see, the math checks out.	如你所见 数学检查出来了
35	For the 54% of us who are not negotiating our salaries,	对于54%的我们 谁没有谈判 我们的工资,
36	on average, we're cutting our own take home by half	平均来说,我们自己把回家的时间缩短了一半
37	over the course of our careers.	在我们职业生涯中
38	Takeaway number two, 50% of candidates	二号外卖,50%的候选人
39	fear losing their job offer if they negotiate,	害怕失去工作机会 如果他们谈判,
40	yet 84% of employers expect candidates to negotiate	但84%的雇主期望候选人谈判
41	and have budgeted accordingly.	并据此编制预算。
42	Austin's report found the top three reasons	奥斯汀的报告找到了前三个原因
43	people don't negotiate.	人们不谈判。
44	13% lack confidence	13%缺乏信心
45	because they don't think they have the right skills,	因为他们认为自己没有合适的技能
46	35% don't wanna seem greedy,	35%不想看起来贪婪,
47	and a whopping 50% are afraid of losing the offer.	50%的人害怕失去报价
48	And this right here is the spotlight effect in action.	这才是行动中的聚光灯效应。
49	We are so focused on ourselves that we forget to see things	我们如此专注于自己 以至于我们忘记看到事物
50	from the employer's perspective.	从雇主的角度来看。
51	Because guess what?	你猜怎么着?
52	90% of employers say they have never withdrawn an offer	90%的雇主说从未撤回过报价
53	just because someone negotiated.	只是因为有人谈判。
54	73% of employers agree they are not offended by negotiations	73%的雇主同意不因谈判而得罪
55	and 84% actually expect you to negotiate	84%的人希望你谈判
56	and build it into their budget.	并将其纳入他们的预算中。
57	The implication here is clear.	这里的含义是明确的。
58	View the company's initial offer as their opening bid,	将公司的初始报价视为他们的开标,
59	not their final one.	不是他们最后的
60	They are open to having a conversation around salary	他们愿意就工资问题进行交谈
61	and so should we.	我们也应该这样
62	Third takeaway from Austin's report,	第三次从奥斯汀的报告中取走,
63	and this one blew my mind,	这个让我心碎
64	93% of the candidates who negotiated	93%的谈判候选人
65	got more than their original offer.	得到的不只是他们最初的报价。
66	The 93% figure is a bit tricky,	93%的数字有点棘手
67	so let me break it down for you.	让我帮你破解一下
68	Imagine if the original offer were $60,000, right?	想象一下,如果最初的报价是6万美元,对不对?
69	And you counter with $80,000.	你用八万块还价
70	You would expect to land at a final number of around 70,000.	你会期望降落 最终数量约7万。
71	That's your expectation even if you countered with 80,000.	即使你用八万块还价 这也是你的期望
72	46% of people got more than their expectation of $70,000,	46%的人得到的超过他们预期的7万美元,
73	while 47% of people got less than 70,000,	47%的人收入不到7万
74	but more than 60,000.	但超过6万
75	So adding those two numbers together,	所以把这两个数字加在一起
76	93% of candidates who negotiated	93%的谈判候选人
77	got more than the original offer of $60,000.	得到的超过原先的6万美元报价.
78	Also, if you're a job seeker,	还有 如果你是求职者
79	I've got a free toolkit with practical networking tips,	我有一个免费的工具包 与实用的联网提示,
80	resume and cover letter templates	恢复和封面信件模板
81	that got me into Google, and even AI prompts.	这让我进入谷歌, 甚至AI提示。
82	I'll leave a link down below.	我下面留个链接
83	All right, by now it should be extremely clear	好了,现在应该很清楚了
84	that the question is not if we should negotiate salary,	问题不在于我们是否应该谈判工资,
85	but how to negotiate.	但如何谈判。
86	Here are three simple techniques.	这里有三个简单的技术。
87	Number one, avoid the early ask salary trap.	第一,避免提前问工资陷阱。
88	There are two critical principles to keep in mind here.	在此要铭记两项关键原则。
89	First, companies are incentivized	首先,公司受到激励
90	to disqualify candidates early	提前取消候选人资格
91	because interviewing everyone costs too much time and money.	因为采访每个人花费太多的时间和金钱。
92	Therefore, number two,	因此,第二号,
93	the further you go in the interview process,	在面试过程中你走得越远,
94	the more leverage you have.	越多的筹码。
95	And that's where recruiters will say stuff like this	招兵买马的人会这么说
96	very early on.	刚刚开始
97	May I ask how much you make at your account company?	请问你在你的账户公司赚多少钱?
98	And we don't move forward with candidates	我们不跟候选人合作
99	unless we know what range they fit in.	除非我们知道它们适合什么范围
100	I can already feel you feeling uncomfortable slash intimidated,	我已经感觉到你被吓坏了
101	but remember what we just learned a minute ago.	记得刚才我们学到了什么
102	Companies expect negotiation	公司期望谈判
103	and always have a salary range in mind.	并且始终有 工资范围。
104	So here's how to politely push back.	故此以礼推之.
105	Of course, that totally makes sense.	当然,这完全有道理。
106	Would you be open to sharing the range	您是否打开共享范围
107	you have budgeted for this role?	你为这个角色做了预算?
108	That way we can make sure we're aligned from the get-go	这样我们就能确保我们合体
109	and we're making the best use of both our time.	我们最好地利用我们的时间
110	Good recruiters and employers	良好的招聘者和雇主
111	are generally willing to share the information	通常愿意分享信息。
112	because remember, it's in their best interest	因为记住,这是他们的最大利益
113	to filter out candidates	筛选候选人
114	who are way outside of their range earlier on.	之前他们已经不在他们的范围了
115	Pro tip, if you're still struggling	专业小费,如果你还在挣扎
116	to get over the fear of asking,	为了克服恐惧 问,
117	pretend you're negotiating for your friend.	假装你在跟你朋友谈判
118	It's like if you're hitting on a stranger,	就像你在勾搭陌生人一样
119	it's much easier to say,	说起来容易多了
120	hey, my friend over there thinks you're cute.	嘿,我的朋友认为你很可爱。
121	There's no one over there.	那边无人.
122	I know.	我知道,我记得
123	Okay, all of this leads to the next logical question.	好吧,这一切导致下一个逻辑问题。
124	What salary range should we share when they ask?	当他们问起我们该分享什么工资范围?
125	Negotiation tip number two, prepare your bolstering range.	第二点谈判,准备支援范围
126	Step one, search for your role on levels.fy,	第一步,在水平上寻找你的角色. fy,
127	glassworld.com, passion.com, and h1bdata.info 互联网档案馆的存檔,存档日期2013-12-22.
128	and input the lower, upper, average,	输入下,上,平均,
129	and top percentile ranges of the base salary	和基薪最高百分率幅度
130	into a spreadsheet like this.	输入这样的电子表格。
131	Step two, review 10 job descriptions for similar roles.	第二步,审查10个类似角色的职务说明。
132	If you're slightly more qualified,	如果你更有资格
133	for example, the job description asks for three years	例如,职务说明要求三年
134	and you have five,	和你有五个,
135	then you know you deserve something closer	那你就应该更亲近一点
136	to the higher end of the range.	到距离的更高端。
137	Step three, prepare your bolstering range,	第三步,准备支援范围
138	where the numbers on the lower end of the range	区域下端的数字
139	are closer to your target salary.	接近目标工资。
140	You do this because a recent study by Columbia shows,	你这么做是因为最近哥伦比亚的研究表明
141	number one, candidates who share a range	排名第一,候选人共享范围
142	receive higher salaries	领取更高的工资
143	than those who share a specific number.	胜过同数者。
144	And number two, employers usually come back	第二,雇主通常会回来
145	on the lower end of the range.	位于射程的下端。
146	Pro tip, h1bdata.info对国际学生是很好的
147	because employers have to disclose	因为雇主必须披露
148	what they're paying H1B visa holders.	他们付给H1B签证持有者什么
149	So this is gonna be the most accurate salary data	所以这是最准确的工资数据
150	you're gonna find.	你会找到的
151	Negotiation technique number three,	三号谈判技术
152	adhere to the double nope rule.	遵守双无规则。
153	Put simply, this is just Austin's fancy way of saying	简而言之,这只是奥斯汀的花言巧语
154	we should prepare to go through three rounds of negotiations	我们应该做好三轮谈判的准备
155	after receiving an offer and it looks something like this.	在接到要约之后 看上去是这样的
156	We propose plan A, which is our ideal offer,	我们提出A计划 这是我们的理想提议
157	and the company says no for the first time.	公司第一次拒绝
158	We immediately fall back to plan B.	我们立即回到B计划
159	The company says, ah, still not possible, no number two.	公司说,啊,仍然不可能,没有二号。
160	And by the time we share plan C,	当我们分享C计划时
161	the company will likely give us their final offer.	公司可能会给我们最后报价
162	Obviously, plans A, B, and C look different for everyone,	显然,计划A,B,和C看起来每个人不同,
163	but here's a simple framework from Austin.	但这里是一个简单的框架 来自奥斯汀。
164	For plan A, aim to maximize base salary.	就计划A而言,目标是尽量提高基薪。
165	For plan B, aim to increase equity and bonuses.	对于B计划,目标是增加公平和奖金。
166	And for plan C, ask for additional perks like PTO,	而对于计划C,要求额外的好处 像PTO,
167	remote work flexibility, and continuing education budgets.	远程工作的灵活性和继续教育预算。
168	Phrasing is obviously very important,	写作显然非常重要
169	but instead of wasting your time here,	但不要在这里浪费时间
170	I'll just link to Austin's	我只是把奥斯汀的
171	word-for-word salary negotiation script.	以字换字的工资谈判脚本。
172	For now though, I recommend memorizing this snippet below	现在,我建议记住下面的片段
173	designed to minimize awkwardness.	目的是尽量减少尴尬
174	I understand the constraint around base and bonus.	我理解基地和奖金的局限
175	I wanna be respectful of your budget,	我想尊重你的预算
176	but I like to make sure my compensation is aligned	但我喜欢确保我的补偿一致
177	with my value and the market.	我的价值和市场。
178	Finally, a bonus tip I like to leave you with.	最后,一个奖金小费 我喜欢留给你。
179	Take advice from people	接受别人的建议
180	who are just one or two steps ahead of you.	他们只是你前面一两步。
181	This applies to life in general,	这适用于一般生活,
182	but the most actionable negotiation advice	但最可行的谈判建议
183	will come from people who just went through	将来自刚刚经历的人
184	that exact process.	那个过程
185	And if you want to reach out to professionals on LinkedIn	如果你想与专业人士接触 链接 内
186	who's working in your target role,	谁在你的目标角色,
187	check out this video on how to connect with them	看这段录像,怎么和他们联系
188	without coming off as too pushy.	别太冲动
189	See you there, and as usual, have a great one.	在那里见,和往常一样,有一个伟大的。

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