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I have advised many women to preface negotiations by explaining that they know that women often get paid less than men
我建議職場女性在談判前都先好好想想，因為女性通常比男性拿到的報酬低，
so they are going to negotiate rather than accept the original offer.
所以不要一下子就接受最初的條件，應該給自己機會繼續談判。
By doing so, women position themselves as connected to a group and not just out for themselves;
這樣一來，女性就把自己與一個群體聯系起來了，而不只是在提自己的訴求。
in effect, they are negotiating for all women.
事實上，這也等于是在為所有的女性談判。
And as silly as it sounds, pronouns matter.
此外，雖然聽起來有點傻，但你所用的人稱代詞很重要。
Whenever possible, women should substitute "we" for "I."
只要有可能，女性就應該使用“我們”而不是“我”。
A woman's request will be better received if she asserts, "We had a great year," as opposed to "I had a great year."
如果一個女性告訴對方“我們度過了美好的一年”而不是“我度過了美好的一年”，她的要求會更容易被對方接受。
But a communal approach is not enough.
但是，只訴求利益共同化還不夠。
According to Professor Bowles, the second thing women must do is provide a legitimate explanation for the negotiation.
在鮑爾斯教授看來，女性必須做的第二件事是為談判提供合理的解釋。
Men don't have to legitimize their negotiations; they are expected to look out for themselves.
男性不必為談判找理由，因為在人們看來，他們本應為自己考慮。
Women, however, have to justify their requests.
然而，女性必須為自己的要求辯護，
One way of doing this is to suggest that someone more senior encouraged the negotiation ("My manager suggested I talk with you about my compensation")
她們必須有更高層人員的支持（也就是“我的經理建議我跟你談談我的報酬”），
or to cite industry standards ("My understanding is that jobs that involve this level of responsibility are compensated in this range").
或者應該引用行業標準（也就是“我的理解是，這種責任級別的工作，報酬大概在這樣的范圍內……”)。
Still, every negotiation is unique, so women must adjust their approach accordingly.
當然，每次談判都是不一樣的，所以女性必須相應地調整自己的方式。
Telling a current employer about an offer from another company is a common tactic but works for men more easily than for women.
還有個常用的策略，就是告訴對方還有別的公司準備給自己工作機會。但通常男性用這種策略比女性要更有效。
