Hey, still have a few minutes? Of course, grab a chair. Thanks, I know you've been in and out of meetings all day. It never ends. No lunch? Oh, well, I'm trying to get out early. My son has a class play tonight. He's gonna be a fig tree. Well, you have to start somewhere. So, how's your own little one? Olivia, she's amazing.

嘿，還有時間嗎？當然，請坐謝謝，我知道你一整天都在開會沒完沒了沒吃午飯？我想早點出去我兒子今晚有個班級演出他要演一棵無花果樹總得有個開始你的小寶貝怎麼樣？奧利維亞 她棒極了

Yeah, she's four weeks old tomorrow. Congrats. Thanks. That's actually what I'm here about. Paternity leave was fantastic. Working flex time for the last several weeks was, it was just great being able to spend time with my wife and my daughter. But now that I'm back full-time, I'm realizing that I actually got more work done at home than I do here. You know, a baby cries for five minutes but a meeting goes on for two hours. I see. So, what you're saying is you want to work flex time on a long-term basis? What I'm saying is I think the whole company could benefit from a flex time policy. What do you think?

是啊，她明天就四周大了。恭喜 - 謝謝 - Congrats.謝謝我就是為這個來的陪產假太棒了過去幾周都是彈性工作時間，能和我妻子和女兒在一起真是太棒了。但現在我回來全職工作了，我意識到其實我在家裡做的工作比在這裡做的還多。你知道，嬰兒哭五分鐘，會議卻要開兩個小時。我明白了你的意思是你想長期彈性工作？我想說的是，我認為整個公司都能從彈性工作時間政策中受益。你覺得呢？

Well, that's ambitious and I think it might be fine for a startup but for someone as big as us, I don't see it. That's how I thought at first but I did a lot of research and I found at least half a dozen companies our size or larger, also competitors, who have flex time policies and they all say the same thing. Employee satisfaction goes up, productivity goes up, and employee turnaround goes down. Look, that might be great for them but it's such a radical departure from the way we do business. I wouldn't even know where to start.

好吧，這是個雄心勃勃的想法，我認為這對初創公司來說可能沒問題，但對我們這樣的大公司來說，我就不這麼認為了。我一開始也是這麼想的，但我做了很多調查，發現至少有六七家與我們規模相當或更大的公司，也包括競爭對手，都實行了彈性工作時間政策，他們都說了同樣的話。員工滿意度提高了，生產率提高了，員工週轉率降低了。聽著，這對他們來說可能很好，但這與我們的經營方式大相徑庭。我都不知道從何說起。

Well, have you seen the customer service stats from when I was away? Yeah, I have.

你看到我離開時的客戶服務統計了嗎？看過了

And what did they say? Complaints were down about 10%, sales were up about the same amount. I get it, Tom. You were more productive at home. It wasn't just me though. It was my whole team. Without me here micromanaging them, everybody got to focus on their own tasks, on their own time, and lo and behold, it turns out that micromanaging wasn't the answer. Hmm. Can I ask you another question? Mm-hmm.

他們怎麼說？投訴率下降了約 10%，銷售額增長了約 10%。我明白了，湯姆你在家工作效率更高但這不是我一個人的功勞而是我的整個團隊沒有了我的微觀管理 每個人都能專注於自己的任務 在自己的時間裡 看吧 事實證明微觀管理並不能解決問題嗯我能問你另一個問題嗎？可以

Who do you think would benefit from a more flexible schedule? Well, Steve and

你認為誰會從更靈活的日程安排中受益？史蒂夫和

Sally both have long commutes. I'm sure they would both love to work from home a couple of days a week. How about yourself? Well, I mean, if you were able to work from home today, you'd have been able to have a decent lunch and you'd be able to get to your son's play without being rushed. Well, it sounds great when you put it that way. But the executive team doesn't necessarily believe that employee morale directly affects the bottom line. Well, look at it this way. You know Sheila from my department? Mm-hmm. Well, she had to take two days off last week because her kid was home from school and she didn't have a sitter. Now that's two days of lost work because she wasn't set up to work from home. And the thing is is if we had known about this ahead of time, it wouldn't have been hard to do. So you're saying we just need to have a system in place where if anybody had to work from home, they could. Or from anywhere. So it doesn't matter where they are when they get their work done as long as it gets done. Exactly. Results are results. That's all that matters. I do see where you're coming from. But pitching this to the executive team? Just brainstorming here. It doesn't have to be one big sweeping change all at once. We could try one team, not even my own team, maybe engineering, and try it out for a few months. Mm-hmm.

莎莉的通勤時間都很長。我相信她們都很願意每週在家工作幾天。你自己呢？我是說，如果你今天能在家工作的話，你就能吃上一頓像樣的午餐 而且你還能去看你兒子的演出，而不用匆匆忙忙的。你這麼說聽起來不錯。但是，高管團隊並不一定相信員工士氣會直接影響底線。那麼，這樣來看。你認識我們部門的希拉嗎？認識她上週請了兩天假，因為她的孩子放學回家了，而她沒有保姆。因為她沒有在家工作的條件，所以耽誤了兩天工作。問題是，如果我們提前知道這件事，就不難做到了。所以你的意思是，我們只需要建立一個系統 如果有人需要在家工作，他們就可以在

I'm not a hundred percent with you yet. Okay, well I just sprang this on you. Yeah,

我還沒完全相信你呢好吧，那我就直接告訴你了好吧

I understand. What do you think you would need for me to get to that 100% commitment? Not 99%, but a hundred percent. Well, let's see. You've got a good start with those customer service stats. If you could make a compelling case that benefits the bottom line and demonstrate how you plan to maintain those numbers over the long haul, that'd help. I'm on it. I'll design a set of objectives that we can track and measure results. Okay. What else? Well, that research you were talking about. I'll need to see that. And give me some examples about how your own team can remotely do their jobs. And engineering, or anybody, even the receptionist. Basically, just give me the data. And if it's rock-solid, I'll sign on.

我明白了。你覺得我需要什麼才能做到 100% 的承諾？不是百分之九十九，而是百分之百讓我想想你的客戶服務統計已經有了一個良好的開端。如果你能提出一個令人信服的案例，讓底線受益，並證明你計劃如何長期保持這些數字，那會很有幫助。我這就去辦。我會設計一套我們可以跟蹤和衡量結果的目標。好的Okay. What else?你說的那個研究我要看看再舉例說明你的團隊如何實現遠程辦公比如工程部，或者任何人，甚至是接待員。基本上，只要給我數據就行。如果數據確鑿無疑，我就籤合同

A hundred percent? Yes, if your data is rock-solid. All right. I think I can make this happen. Okay. And I'll go one up on you. Okay. What if I were to design a pilot plan to go along with these measurement targets you're going to present? That's what I'm looking for. Okay. And if I were to get this to you before next Friday, would you be willing to present this at the next executive team meeting? Well, if the data is good and our proposal is tight, I would. Excellent. I'm thrilled about this, Sarah. Thank you so much. Now, you realize you still have a long way to go. Yeah, but I'm a lot closer than I was five minutes ago. Okay. I'll be talking to you. All right. Thank you so much. You're very welcome.

百分之百？是的，如果你的數據堅如磐石的話。好吧我想我能做到我想我能做到我會去一個你。好的如果我設計一個試點計劃 來配合你將要提出的測量目標呢？這正是我要找的好的如果我在下週五之前把這個交給你，你願意在下一次執行團隊會議上介紹嗎？如果數據不錯，我們的方案也很嚴謹，我會的。好極了我很高興，莎拉非常感謝你知道你還有很長的路要走是的，但我比五分鐘前更接近了好的，我會跟你說的好的 非常感謝 All right.非常感謝不客氣

So, that was a great example of how to keep a negotiation on track. And it was great to hear Tom make his way through the conversation with ease and yet persistence. Sounded like an everyday workplace conversation, right? But everything we covered throughout the course, from diagnostic questions to handling a lack of cooperation, made its way into the negotiation authentically due to Tom's preparation. Watching that example may have triggered possibilities for you to practice asking for what you want in your workplace. When thinking about a request you've been wanting to make, use this conversation as a template for reaching your goals and finding your way to agreement.

所以，這是一個很好的例子，說明了如何讓談判步入正軌。聽到湯姆在談話中從容不迫、堅持不懈，真是太棒了。聽起來就像日常的職場對話，對嗎？但是，我們在整個課程中所涉及的一切，從診斷性問題到處理缺乏合作的情況，都因為湯姆的準備而真實地進入了談判。看了這個例子，也許會讓你有機會在工作中練習提出自己想要的要求。在考慮你一直想提出的要求時，可以將這次對話作為模板，以達到你的目標，並找到達成一致的方法。