Name: 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)
Uploaded: 2021-09-27T18:00:38.000Z
Duration: 5 min 18 s

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。

形容詞最高級

So, my 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。

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 that, it'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 people, because 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 so, so 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 was a really 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

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。

So, we 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. So, the 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 opinions, ideas, 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。