Case Study #2: Know your valueManag

案例研究2：了解您的价值<br>管理教练Ginger Jenks不想失去她的客户。迈克尔*曾要求她从事一项附带咨询项目，但对她的拟议费用不肯接受。詹克斯说，尽管他已经按照惯例支付了几年的薪水，但他还是进入了“艰苦的谈判模式”以进行额外的工作。“他告诉我，他可以不到我的价格的三分之一就能得到别人。” <br>詹克斯（Jenks）珍视迈克尔（Michael）的持续业务，但她知道她不愿意降低利率。她说：“我非常有信心他希望我去做这项工作，而且我确定我不想在这个项目上感到'镍和黯淡'。” 她认为自己最坚强的策略就是不要以为自己被他的行为侮辱了。“我知道这只是他的谈判策略。”<br>当他们再次见面讨论条款时，詹克斯坚持了她的最初建议。她从听到他讲述过去谈判的故事时就知道他尊重力量和坚韧。她还知道，他最重视的就是出色的工作，并且可能不希望找到新人的麻烦。<br>在餐桌上，Jenks共同强调了他们出色的往绩，并建议如果他能找到一个可以做自己想做的出色工作的人，就应该去其他地方。她说，在整个过程中，詹克斯都提醒自己，“有点像约会”。“如果您仍然对镇定感兴趣但仍然感兴趣，则会失去力量。但是，如果您能够超脱，那就可以创造力量。”

Case Study #2: Know your value<br>Management coach Ginger Jenks didn’t want to lose her client. Michael* had asked her to work on a side consulting project, but balked at her proposed fee. Though he had been paying her usual rate for several years, he went into “hard negotiation mode” for the extra work, Jenks says. “He told me he could get someone else for less than a third of my price.”<br>Jenks valued Michael’s continued business, but she knew she wasn’t willing to lower her rate. “I was fairly confident that he wanted me to do the work,” she says, “and I was certain that I did not want to feel ‘nickel and dimed’ on the project.” She decided her strongest strategy was not to take it personally that he was acting so insulted by her price. “I knew it was just a negotiating tactic on his end.”<br>When they met again to discuss terms, Jenks held fast to her initial proposal. She knew from hearing him relate stories of past negotiations that he respected strength and tenacity. She also knew that he valued good work above all else, and likely didn’t want the hassle of finding someone new.<br>At the table, Jenks stressed their great track record together, suggesting that if he could find someone who could do as good a job as he knew she would do, he should go elsewhere. Throughout, Jenks reminded herself that negotiating “is a little like dating,” she says. “If you are too remain calmly interested but still interested, you lose power. But if you can detached, that creates power.”

案例研究2：了解你的价值<br>管理教练金吉尔·詹克斯不想失去她的客户。迈克尔要求她做一个辅助咨询项目，但对她提出的费用犹豫不决。詹克斯说，尽管他已经为她支付了几年的正常工资，但他为额外的工作进入了“艰难的谈判模式”。“他告诉我他可以用不到我价格三分之一的价格找别人。”<br>詹克斯很看重迈克尔继续做生意，但她知道她不愿意降低工资。她说：“我相当有信心，他希望我做这项工作，我确信我不想在这个项目上感到‘一文不值’。”她决定，她最强硬的策略是，不要把他自己的行为视为被她的价格侮辱了。“我知道这只是他一方的谈判策略。”<br>当他们再次见面讨论条件时，詹克斯坚持她的最初提议。她从听到他讲述过去谈判的故事中知道，他尊重力量和坚韧。她也知道他把好工作看得比其他一切都重要，而且很可能不想找新的人麻烦。<br>在会议桌上，詹克斯强调了他们的良好记录，建议如果他能找到一个像他知道的那样能做好工作的人，他应该去别的地方。詹克斯自始至终都提醒自己，谈判“有点像约会，”她说。“如果你也保持冷静的兴趣，但仍然感兴趣，你就会失去力量。但如果你能分离，那就创造了力量。”<br>