????“你不會(huì)理所應(yīng)當(dāng)?shù)孬@得你應(yīng)該得到的，你只能獲得你從談判中爭(zhēng)取到的。”

????——談判專(zhuān)家萊斯特?嘉洛斯

????你有多少次聽(tīng)到有人這樣抱怨團(tuán)隊(duì)里的另一個(gè)成員：

????? “我只是提了一個(gè)很簡(jiǎn)單的要求……他們就是無(wú)法交付我需要的東西?！?/p>

????? “每次我要什么東西，他們就說(shuō)‘好的’，但是我還是不能在需要的時(shí)候得到需要的東西。”

????? “他們壓根就沒(méi)在聽(tīng)……他們總是能弄出差錯(cuò)……他們會(huì)什么？”

????或許，親愛(ài)的讀者，當(dāng)一名團(tuán)隊(duì)成員的表現(xiàn)沒(méi)有達(dá)到你的預(yù)期時(shí)，你自己也曾說(shuō)過(guò)類(lèi)似的話(huà)吧？

????如果你很誠(chéng)懇，你可能會(huì)承認(rèn)，你經(jīng)常會(huì)聽(tīng)到這些話(huà)……有時(shí)甚至是你自己的表現(xiàn)沒(méi)有達(dá)到標(biāo)準(zhǔn)，最后你感覺(jué)自己像個(gè)無(wú)助的受害者，是吧？

????那么，這種事情為什么會(huì)發(fā)生呢？是因?yàn)槿藗兲?、太懶、太無(wú)能嗎？（如果是的話(huà)，我真懷疑他們一開(kāi)始為什么會(huì)被錄用?。└鶕?jù)我的經(jīng)驗(yàn)，在99%的案例中，答案都是否定的。真正的問(wèn)題是，無(wú)論提出要求的人也好，接受要求的人也罷，他們都不擅長(zhǎng)有效地提出和接受別人的要求。因此這不是態(tài)度的問(wèn)題，問(wèn)題是你有沒(méi)有技巧和意愿，去花時(shí)間做真正有效果的事。

????如果你想一勞永逸地解決這個(gè)問(wèn)題，你就要在每次向別人提出要求時(shí)，在談判過(guò)程中應(yīng)用以下的“SMART”準(zhǔn)則。你沒(méi)聽(tīng)錯(cuò)，我用的是“談判”這個(gè)詞。每次提要求都是一次談判，你要利用SMART準(zhǔn)則，確保在第一時(shí)間成功地提出要求。如果你忘了“SMART”是什么意思，不妨在這里重溫一下：

????SMART準(zhǔn)則

????? 具體

????? 可衡量

????? 可執(zhí)行

????? 現(xiàn)實(shí)性

????? 時(shí)效性

????1. 盡量具體（Specific）：確保你提出的要求明確細(xì)致地表達(dá)了你的期望。模糊不清是不能被接受的。如果你聽(tīng)不明白別人提出的要求，就要繼續(xù)發(fā)問(wèn)，一直到你徹底明白對(duì)方需要什么。在你向別人提要求的時(shí)候，要盡量明晰，直白地表達(dá)出你到底需要什么。你可以花十分鐘把你需要的東西白紙黑字地寫(xiě)下來(lái)，這十分鐘會(huì)給你后來(lái)的工作省去很多麻煩。

????“You never get what you deserve; you only get what you negotiate.”

????Lester Karrass, Negotiation Expert

????How many times have you heard someone complaining about another team member saying things like this:

????? “I made such a simple request…and they couldn’t deliver what I needed.”

????? “Every time I ask for something, they say ‘yes’ but I still don’t get what I need, when I need it.”

????? “They just don’t seem to listen…there is always something they get wrong…don’t they know anything?”

????Or, perhaps, dear reader, you have found yourself saying something like the above when a team member’s performance is not what you expected?

????If you are honest, you can admit hearing things like this happen all the time…and sometimes it is your own performance that did not meet the standard and you end up feeling like a victim, yes?

????Why does this happen?Is it because people are stupid, lazy or incompetent. (If so I wonder how they got hired in the first place!) In 99% of cases, in my experience, the answer is “No.” The real problem is that both the person making the request and the person accepting it, are unskillful in making and accepting effective requests. It is not about ‘a(chǎn)ttitude’ it is about skill, and willingness to take the time to do what actually works.

????If you want to solve this problem forever, it is time to start applying the SMART standard each and every time a request is negotiated. That’s right: negotiated. Each request is a negotiation, using SMART standards, to ensure that it will be carried out successfully the first time. If you have forgotten what “SMART” stands for, here it is again:

????THE SMART STANDARD

????? SPECIFIC

????? MEASURABLE

????? ACTIONABLE

????? REALISTIC

????? TIME-BASED

????1. Be Specific:Make sure your request is completely explicit and clear about exactly what is expected. Vagueness cannot be accepted. If a request is not clear to you, keep pushing until you know, specifically, what is wanted. When you are making the request, be CLEAR and say exactly what you want. Spell it out in black and white. You might spend 10 minutes writing down exactly what you want. That 10-minute investment may save you a lot of trouble later on.