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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
我建议职场女性在谈判前都先好好想想，因为女性通常比男性拿到的报酬低，
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条件，应该给自己机会继续谈判。
By doing so, women position themselves as connected to a group and not just out for themselves;
这样一来，女性就把自己与一个群体联系起来了，而不只是在提自己的诉求。
in effect, they are negotiating for all women.
事实上，这也等于是在为所有的女性谈判。
And as silly as it sounds, pronouns matter.
此外，虽然听起来有点傻，但你所用的人称代词很重要。
Whenever possible, women should substitute "we" for "I."
只要有可能，女性就应该使用“我们”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."
如果一个女性告诉对方“我们度过了美好的一年”而不是“我度过了美好的一年”，她的要求会更容易被对方接受。
But a communal approach is not enough.
但是，只诉求利益共同化还不够。
According to Professor Bowles, the second thing women must do is provide a legitimate explanation for the negotiation.
在鲍尔斯教授看来，女性必须做的第二件事是为谈判提供合理的解释。
Men don't have to legitimize their negotiations; they are expected to look out for themselves.
男性不必为谈判找理由，因为在人们看来，他们本应为自己考虑。
Women, however, have to justify their requests.
然而，女性必须为自己的要求辩护，
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")
她们必须有更高层人员的支持（也就是“我的经理建议我跟你谈谈我的报酬”），
or to cite industry standards ("My understanding is that jobs that involve this level of responsibility are compensated in this range").
或者应该引用行业标准（也就是“我的理解是，这种责任级别的工作，报酬大概在这样的范围内……”)。
Still, every negotiation is unique, so women must adjust their approach accordingly.
当然，每次谈判都是不一样的，所以女性必须相应地调整自己的方式。
Telling a current employer about an offer from another company is a common tactic but works for men more easily than for women.
还有个常用的策略，就是告诉对方还有别的公司准备给自己工作机会。但通常男性用这种策略比女性要更有效。
