People often think negotiating is all about persuading the other person to think the way you want them to, Malhotra says. And although that plays a part, "nothing is fundamentally more important than understanding the person on the other side of the table from you."
人们经常认为谈判就是劝说另一人去以你想要的方式去思考，马尔霍特拉说。虽然这是其中的一部分，“但没什么事情比你去理解另一方的人更为重要。”
Who are they? What do they like? What are their interests? What are their constraints?
他们是谁？他们喜欢什么？他们有什么兴趣？他们受什么约束？
Malhotra says you need to learn as much as you can about a company to understand the bottom line and why they're interested in you. Then you can align your interests with theirs.
马尔霍特拉说你需要尽可能地去了解一个公司，去理解他们的底线以及为什么他们对你感兴趣。然后你就可以和他们的利益保持一致。