談判協商Part 1：要求加薪

Cindy works for a high-class Dutch cheese importer in Taiwan. She has asked to have a meeting with her boss, Frans, to try and get a raise.

辛蒂在一家台灣的荷蘭頂級起司進口商工作，她希望與老闆法藍斯開會，試試看要求加薪。

Dialogue 對話

Frans: So Cindy, you asked to see me. What can I do for you?

法藍斯：辛蒂，妳想見我，我能幫妳什麼忙？

Cindy: You know that I have just signed a major new contract with a distributor in southern Taiwan.

辛蒂：你知道我剛與一個南台灣的經銷商簽了一項重要的新合約。

Frans: Yes. It was a good team effort. Well done.

法藍斯：對，那是很棒的團隊成績。做得好！

Cindy: Well actually, I led on the project, and the deal was down to me taking the initiative in the negotiations.

辛蒂：事實上，我主導此案，而成交的原因，是我在談判中掌握了主動權。

Frans: Yes. You did show good leadership skills.

法藍斯：是的，妳確實展示出很好的領導力。

Cindy: And I single-handedly led the original pitch.

辛蒂：而且我獨當一面地順利將此案照原訂計劃進行。

Frans: Yes, it was a great performance. Thank you.

法藍斯：對，很棒的表現。謝謝妳。

Cindy: My pleasure. So, I clearly have the full skill set. I have proved my value to the company. I believe now is the time for the company to increase my responsibilities and give me a raise.

辛蒂：我的榮幸。顯然，我已經具備完整的工作能力，也證明我對公司的價值。我相信現在應該是時候了，請公司讓我擔當更大的責任，也為我加薪。

Frans: Cindy, I’d love to, but it’s a recession, and we’re already over-budget for the year.

法藍斯：辛蒂，我很想這麼做，但現在不景氣，我們本年度預算已經超支了。

Cindy: I appreciate that, but that’s all the more reason for you to retain talent in the organisation. And talent costs money. I could easily get a better package with one of our competitors.

辛蒂：我很感謝。就因為如此，更應該鞏固好的人才在組織裡。好人才值得花錢。不然，我可以很容易從我們對手那邊拿到更好的薪水。

Frans: OK, OK, I’ll look into it. I’ll review your pay package and have another meeting with you next week.

法藍斯：OK，OK。我會考慮。我會重新看過妳的待遇，下週再與妳開會。

Cindy: Excellent! I’ll hold you to that.

辛蒂：太好了！我會記住你的話。

Frans: You really are a tough negotiator. This gives me an idea. We have a particularly tricky supplier back in Holland. I think you could be just the person to deal with him.

法藍斯：妳真是個難纏的談判家。這讓我想到，我們有一個特別難對付的荷蘭供應商，對付他的最佳人選非妳莫屬了。

To be continued…
（待續）

Keywords 字彙

the initiative [I nItIv] 主動權
= the ability to make decisions and take action
If you want to meet him, you need to take the initiative and introduce yourself.

negotiations [nI goI ens] 談判
= discussions between people trying to make a deal
The negotiations between the two companies took three days.

leadership skills 領導力
= the ability to lead others
He won the election because of his strong leadership skills.

single-handedly [ sIngl hndIdlI] 獨當一面
= to do something by oneself
She single-handedly saved the company from bankruptcy.

the full skill set 全方位能力
= all the skills required to succeed in business
She’s ambitious, creative, motivated, determined and persuasive. She’s got the full skill set.

a raise [rez] 加薪
= a pay rise
David has just been promoted and been given a big raise.

a recession [rI sn] 不景氣
= a time when economic activity decreases
A lot of people lost their jobs during the recession.

over-budget 超出預算
= to have spent more than the budget
The new World War II film went $20 million dollars over-budget.

to retain talent 留住人才
= to keep skilled employees working for the company
HR managers have to work hard these days to retain talent.

I’ll hold you to that 要求對方承諾
= to make someone keep his promise
She promised to buy me dinner, and I’m going to hold her to it.