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  • Hi, my name is Eileen Burbidge.

    嗨,我的名字是艾琳-伯比奇。

  • I'm a partner at Passion Capital, the early-stage venture fund based in London.

    我是Passion Capital的合夥人,這是位於倫敦的早期風險基金。

  • These are My Biggest Lessons.

    這些是我最大的教訓。

  • Somy first lesson is that it's all about the people.

    是以,我的第一個教訓是,一切以人為本。

  • After years and years of working in business, when I've tried to apply approaches

    在多年的商業工作中,當我試圖運用方法時

  • that I thought would obviously work in a book, really, at the end of the day,

    我認為這顯然會在書中發揮作用,真的,在一天結束的時候。

  • it comes down to individuals and people.

    歸根結底是個人和人的問題。

  • And so it's so important to choose to work with and spend time with people

    是以,選擇與人合作並花時間與人相處是非常重要的。

  • that really resonate with what I'm trying to achieve

    與我試圖實現的目標產生真正的共鳴

  • or what you're trying to achieve and what's going to sort of serve the best purpose.

    或你想實現的目標,以及什麼會起到最好的作用。

  • With thatit's really important to work with people that you can trust

    是以,與你可以信任的人合作真的很重要。

  • or that you're going to develop trust with, and also to understand what motivates the individuals

    或你將與之建立信任的人,同時也要了解個人的動機是什麼。

  • or the peoplebecause at the end of the day, most of the things that we do in business,

    或人,因為在一天結束時,我們在商業中所做的大多數事情。

  • that have the highest value creation, aren't going to be able to be automated.

    有最高價值創造的,是不可能被自動化的。

  • They are going to come down to people, personalities and emotions

    它們將歸結為人、個性和情感。

  • Make sure that you know how to negotiate. This doesn't mean that everyone's necessarily

    確保你知道如何進行談判。這並不意味著每個人都必須

  • going to be negotiating million-dollar deals, or large mergers and acquisitions,

    談判百萬美元的交易,或大型合併和收購。

  • but this can apply to everyday life. You might need to negotiate your place

    但這可以適用於日常生活。你可能需要就你的位置進行談判

  • in a queue, in a line, you might need to negotiate with your children,

    在排隊的時候,在排隊的時候,你可能需要和你的孩子進行協商。

  • you might need to negotiate with your boss or with peers or with colleagues,

    你可能需要與你的老闆、同僚或同事進行談判。

  • simply to try and persuade them to your point of view.

    只是為了試圖說服他們接受你的觀點。

  • But negotiation skills are soso important. And I think the first sort of sub-rule of this

    但談判技巧是如此,如此重要。我認為這其中的第一條次規則是

  • is to know your worth or to know your position in the negotiation.

    是知道你的價值或知道你在談判中的地位。

  • You have to know when you're willing to walk away and be willing to walk away.

    你必須知道你什麼時候願意走開,並且願意走開。

  • Because if you're not, you'll have no negotiating power or leverage whatsoever.

    因為如果你不這樣做,你就沒有任何談判的權力或籌碼。

  • Secondly, another sort of sub-rule is that you need to know what's motivating the other party.  

    第二,另一種子規則是,你需要知道對方的動機是什麼。

  • Put yourself in other people's shoes. This is a lesson that I learned

    設身處地為他人著想。這是我學到的一個教訓

  • when I wasreally small child, and I'd watched children's television shows,

    當我還是一個非常小的孩子時,我就看了兒童電視節目。

  • but it served me really well. Even at my point in my career,

    但它對我來說真的很好。即使在我的職業生涯中也是如此。

  • I think a lot of people seem to forget that other people might have different perspectives.

    我認為很多人似乎忘記了其他人可能有不同的觀點。

  • I think it's incredibly important to think about what's driving other people,

    我認為,思考是什麼在驅動著其他人,這一點非常重要。

  • what motivates other people. At the end of the day,

    是什麼在激勵著其他人。在一天結束的時候。

  • I don't think we can achieve any kind of success on our own.

    我不認為我們可以靠自己的力量取得任何形式的成功。

  • It requires teams, it requires teamwork, it requires collaboration,

    它需要團隊,需要團隊工作,需要協作。

  • and one has to be able to think about what's motivating or driving the people

    人們必須能夠思考是什麼在激勵或驅使人們

  • that we're working with, in order to understand

    我們的工作,以瞭解

  • how to get the best from that partnership or that interaction.

    如何從這種夥伴關係或互動中獲得最佳效果。

  • Sowe really need to reflect what other people are going through,

    是以,我們真的需要反映其他人正在經歷的情況。

  • what they might be considering and how that could be different

    他們可能在考慮什麼,以及這可能有什麼不同

  • or similar to what we're going through ourselves. Put in a word, it's actually called empathy.

    或類似於我們自己正在經歷的事情。放在一個詞裡,其實就是所謂的共情。

  • But saying that makes it sound like I'm just saying, you know,

    但這麼說讓人覺得我只是在說,你知道的。

  • to be kind or to be empathetic, just for the sake of doing it.

    為了做善事或同情心,只是為了做善事而做善事。

  • I think it's actually important, even if you don't want to be kind

    我認為這實際上是很重要的,即使你不願意善待自己

  • and even if one is trying to get one over on something, somebody else,

    甚至如果一個人想在某件事情上獲得勝利,其他人也是如此。

  • to understand what that other person is going through so that you can try to maximize that situation,

    瞭解對方正在經歷的事情,以便你可以嘗試將這種情況最大化。

  • whether it's going to be for a collective good or to try and negotiate against them.

    不管是為了集體利益,還是為了試圖與他們談判。

  • Another important lesson is to be able to fix your mistakes as quickly as possible.

    另一個重要的教訓是,要能夠儘快彌補自己的錯誤。

  • And this might be referred to as course correcting, or iterating quickly, failing quickly,

    而這可能被稱為課程糾正,或快速迭代,快速失敗。

  • failing fast, or even just an agile methodology. When people talk about being agile 

    快速失敗,甚至只是一種敏捷的方法。當人們談及敏捷的時候

  • and responding quickly to new information, what they really mean, put in a negative way,

    並對新的資訊作出快速反應,他們真正的意思是什麼,以一種消極的方式提出。

  • is actually if you figure out that there's been a mistake or an error made,

    實際上,如果你發現有一個錯誤或一個錯誤,你就會發現有一個錯誤。

  • you need to fix that as quickly as possible. One really good example of this,

    你需要儘可能快地解決這個問題。這方面有一個非常好的例子。

  • which I don't think many people think about as often as they should,

    我認為很多人沒有像他們應該的那樣經常思考這個問題。

  • is just as we talked about how important hiring is and getting

    正如我們所談到的招聘是多麼的重要,並獲得

  • the right people to build a team, it's just as important to recognize

    挑選合適的人建立一個團隊,認識到這一點同樣重要。

  • if there's been a wrong hire made, and to let that person go.

    如果有一個錯誤的僱傭,並讓這個人離開。

  • So firing is just as important as hiring. If there's been a mistake made

    所以解僱和僱用一樣重要。如果出現了錯誤

  • with a candidate or with somebody to match a job specification,

    與應聘者或與某人匹配的工作規格。

  • as soon as that's recognized it needs to be addressed.

    一旦認識到這一點,就需要加以解決。

  • It doesn't help, it doesn't help anybody, even if we feel bad for that person,

    它沒有幫助,它沒有幫助任何人,即使我們為那個人感到難過。

  • to just sort of hope that it's going to get better when there's nothing externally

    在沒有任何外部因素的情況下,只是希望它能變得更好。

  • that's going to help make that better. Sothe best thing to do is to

    這將有助於使之更好。是以,最好的辦法是

  • actually just fix that, nip it in the bud, and let that person go

    其實只要解決這個問題,把它扼殺在萌芽狀態,然後讓這個人離開。

  • Be yourself and to be as authentic as you can possibly be.

    做你自己,並儘可能地做一個真實的人。

  • Obviously, we all put on gamefaces or we have to put on a face in order

    很明顯,我們都戴上了遊戲的面具,或者我們必須戴上面具,以便

  • to present certain opinionsideas, and to be taken seriously or in a certain way for a certain context.

    提出某些意見、想法,並在某種情況下被認真對待或以某種方式對待。

  • But really, it's important to know what's really motivating you, or what motivates ourselves,

    但實際上,重要的是要知道什麼是真正激勵你的因素,或者什麼是激勵我們自己的因素。

  • in order to be able to be as convincing and to have conviction with that particular topic.

    以便能夠像以前一樣有說服力,並對該特定的主題有說服力。

  • Similarly, the best way to be your best self is to take care of yourself.

    同樣,成為最好的自己的最好方法是照顧好自己。

  • And there's nothing more alarming or underscoring about this than a global pandemic.

    而沒有什麼比全球大流行病更令人震驚或強調的了。

  • We can only bring our best selves to business and to work

    我們只能把最好的自己帶到業務和工作中去

  • if we're taking care of ourselves and our families at home as well

    如果我們在家裡也能照顧好自己和家人。

Hi, my name is Eileen Burbidge.

嗨,我的名字是艾琳-伯比奇。

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A2 初級 中文 談判 重要 教訓 激勵 認為 快速

科技風險投資女王揭示了成為殺手級談判專家所需的兩點|CNBC 我的最大教訓 (Queen of tech VCs reveals two things needed to become a killer negotiator | CNBC My Biggest Lessons)

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    Summer 發佈於 2021 年 09 月 27 日
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