are two beautiful skills you have to master

是你必須掌握的兩個美麗的技能

to be an effective negotiator,

以成為一個有效的談判者。

and I have great news for you.

我有個好消息要告訴你。

You've been anchoring and framing all your life.

你一生都在錨定和框定。

I'm just going to turn the light on

我只是要把燈打開

so you can see what you've been doing.

所以你可以看到你一直在做什麼。

Anchoring is landing your idea or request.

錨定是讓你的想法或要求落地。

You anchor with numbers,

你用數字作錨。

say, when you ask for a 20% raise,

說，當你要求加薪20%時。

and you anchor with ideas or proposals,

和你錨定的想法或建議。

say, when you ask permission to work remotely.

說，當你請求允許遠程工作的時候。

Framing is building a perspective.

框定是建立一個觀點。

It's how you package or back up your request.

這就是你如何包裝或支持你的請求。

Now going back to the remote work example,

現在回到遠程工作的例子。

let's put the two together.

讓我們把這兩者放在一起。

You might say this.

你可以這樣說。

"Now that I've been given responsibility

"現在，我已經被賦予了責任

for managing three new projects,

用於管理三個新項目。

I'm really concerned about meeting deliverables on time.

我真的很關心按時完成任務的問題。

What I'd like to propose is working remotely on Friday

我想提議的是在週五進行遠程工作

so I can dot all the I's

是以，我可以點所有的I's

and cross all the T's without interruption.

並不間斷地跨越所有的T。

How can you help me work that out?"

你怎麼能幫我解決這個問題呢？"

So let's break it down.

是以，讓我們把它分解開來。

The anchor was the request to work remotely,

錨是要求遠程工作。

and the frame was the concern

和框架是關注的焦點

for meeting deliverables on time.

為按時滿足交付成果。

If you were making this request,

如果你在提出這個要求。

what I want you to notice is how the framing

我想讓你注意到的是，框架是如何形成的。

is not just about why remote work is good for you,

這不僅僅是關於為什麼遠程工作對你有好處。

but how it will benefit your team or company.

但它將如何使你的團隊或公司受益。

What's in it for them?

對他們有什麼好處？

So when you tie your request

是以，當你把你的請求綁在一起時

to quantifiable business case reasons,

到可量化的商業案例的原因。

like efficiency and productivity

像效率和生產力

or money saved and money earned,

或省下的錢和賺來的錢。

you increase your chances of getting to yes.

你就會增加你達到 "是 "的機率。

After you anchor and frame,

在你錨定和框架之後。

you want to finish with a diagnostic open-ended question,

你想用一個診斷性的開放式問題來結束。

so you can jumpstart conversation and brainstorming.

所以你可以啟動對話和頭腦風暴。

"How can you help me work that out?"

"你怎麼能幫我解決這個問題？"

is a crafty little question.

是一個狡猾的小問題。

It assumes that your conversation partner

它假定你的對話夥伴

wants to help you work it out,

希望能幫助你解決這個問題。

and that all there is to do is to figure out the how.

而要做的就是想出辦法。

Now, here's one final point about anchoring.

現在，這裡有一個關於錨定的最後一點。

Resist the temptation to negotiate against yourself

抵制對自己進行談判的誘惑

by saying things like, "I know it's a lot to ask, but,"

諸如 "我知道這是個很大的要求，但是，"這樣的話語。

or, "Remote work would be great,

或者，"遠程工作就好了。

but I'd be happy

但我還是很高興

with just an occasional day here and there."

只是偶爾在這裡和那裡停留一天。

Be definite.

要明確。

Anchor and frame with confidence,

錨定和框架的信心。

and let your requests land.

並讓你的請求落地。

Doing this demonstrates your leadership

這樣做顯示了你的領導力

and helps you find your way to a better deal.

並幫助你找到更好的交易方式。

(upbeat music)

(歡快的音樂)