辦公室高薪套路

　　Employers hardly ever make their best offer first, and candidates who negotiate their salary generally earn more than those who don’t.

　　雇主們往往很難一開始開出高價(jià)，而那些善于談價(jià)錢的員工往往比其他人賺的多哦。

　　Also, very often people who at least attempt to ask for a higher salary are perceived more positively, since they’re demonstrating the skills the company wants to hire them for.

　　當(dāng)然那些經(jīng)常試圖去開出更高薪水的員工往往都相當(dāng)積極，他們要不斷展現(xiàn)出自己的技巧讓公司看見。

　　Here’s a step-by-step guide to negotiating your best salary yet:

　　下面就來(lái)教教你如何一步一步談到自己滿意的工資吧：

　　Don’t Talk Money Too Early

　　不要過(guò)早提錢

　　You should never ask about a salary during the first interview. While we all want to earn more when we change jobs, no employer wants to hire someone whose only motivation to change jobs is a higher salary.

　　第一次面試的時(shí)候絕對(duì)不要問(wèn)關(guān)于薪資的問(wèn)題。跳槽的時(shí)候我們都希望漲薪，但沒有一個(gè)雇主希望聘請(qǐng)一個(gè)只是為了漲工資的員工。

　　So, how do you answer the inevitable interview question, “What salary are you looking for?”

　　所以，如何去回答這個(gè)面試中無(wú)可避免的問(wèn)題：“你的薪資要求是多少呢?”

　　This is where your homework becomes invaluable. Hopefully, you’ll know the market rates for the type of a position you‘re looking for. It’s better to give a range rather than a specific number — you don’t want to give a salary that’s perhaps lower than the employer is looking to pay, but you don’t want to price yourself out of the market, either.

　　這時(shí)其他的都沒有意義。好在，你知道這個(gè)職位市場(chǎng)的大概價(jià)位。所以最好去給一個(gè)薪資的范圍而不是給出一個(gè)明確的數(shù)字-你不想給出低于雇主可提供的薪資，當(dāng)然也不想把自己標(biāo)價(jià)過(guò)高對(duì)吧。

　　Emphasize that you’re primarily interested in finding the right job for you, and salary isn’t your main consideration.

　　強(qiáng)調(diào)一下找到合適的職位才是你的興趣所在，薪資不是最重要的衡量因素。

　　Do Your Research

　　做好調(diào)研

　　Before you go for an interview, you should find out what the market rates are for the job you’re looking for. There are salary surveys available online, and if you’re dealing with a recruitment agency, your consultant should be able to advise you on the salary range for the position you’re interviewing for.

　　面試之前，你應(yīng)該了解一下這個(gè)職位的市場(chǎng)情況。網(wǎng)上一般都可以找到薪資調(diào)查，如果你去咨詢?nèi)肆�資源機(jī)構(gòu)，你的顧問(wèn)往往就能給你這個(gè)職位薪資幅度的建議。

　　Also think about what you want from the job, both in terms of the job itself and in terms of remuneration. This will help you appear more self-assured during the interview and salary negotiation process.

　　同時(shí)也要明白自己想從該職位中獲得什么，無(wú)論是職位本身還是從報(bào)酬角度。這能讓你在面試以及談?wù)撔劫Y時(shí)表現(xiàn)的更加從容。

　　Believe That You Can Negotiate In This Economy

　　相信在這個(gè)經(jīng)濟(jì)環(huán)境下你是可以協(xié)商的

　　It’s true that it will be easier in some industries than others. In my experience, salary scales in the public sector are usually fixed, and there isn’t much room for negotiation. When I make offers in my recruitment job, I take into account the candidate’s current salary, the company’s salary range for the position, market rates and also what other team members are earning.

　　當(dāng)然相對(duì)于其他行業(yè)而言，有些行業(yè)會(huì)更加容易一點(diǎn)。我的經(jīng)驗(yàn)之談就是大部分職位的薪資是固定的，沒有太多協(xié)商的空間。一般我在招聘的時(shí)候，會(huì)考慮到員工現(xiàn)有的薪水，公司對(duì)這個(gè)職位的薪資幅度，市場(chǎng)比例以及其他員工的工資。

　　If you’ve been selected as the candidate a company wants to hire, and you have some highly sought skills and experience, you’re in an excellent position to negotiate.

　　如果你是公司想要去雇傭的員工，有著高超的技能和經(jīng)驗(yàn)，那么你更有把握去協(xié)商一下啦。

　　Don’t Be Afraid to Ask — But Don’t Demand, Either

　　不要害怕去提要求-但也不要過(guò)于強(qiáng)硬

　　Know what you’re worth and don’t be afraid to ask for it. No one loses a job offer because they ask for something — however, you can have a job offer pulled because of the way you ask.

　　知道你自己的價(jià)值所在不要害怕去提要求。沒有人會(huì)因?yàn)樘嵋�求而失去某個(gè)工作-但你可能會(huì)因?yàn)閱?wèn)法不當(dāng)讓offer泡湯。

　　It’s important that your request is within the ballpark of the salary range, so avoid giving a specific number until the employer is ready to make you an offer. Remember to be enthusiastic, polite and professional during negotiations.

　　一定要讓自己的要求是在市場(chǎng)薪資范圍中，所以除非雇主已經(jīng)給了你offer，千萬(wàn)不要提及具體數(shù)字。在協(xié)商過(guò)程記住要有激情禮貌和專業(yè)性。

　　Communicate to your prospective employer through your tone of voice and demeanor that your goal is a win-win solution. If you’re too pushy, the employer may get the impression that you’re not that interested in the job (or only interested in the money) and withdraw the offer.

　　用合理的語(yǔ)氣和方式告訴未來(lái)的老板這是個(gè)雙贏的局面。如果你過(guò)于強(qiáng)硬，老板會(huì)覺得你其實(shí)對(duì)工作本身興趣不大(或只是關(guān)心錢而已)從而收回offer哦。

　　Ask For a Fair Price

　　要一個(gè)合理的價(jià)錢

　　You really need to ensure your requests are reasonable and in line with the current marketplace. A few days ago, I spoke to a candidate for an analyst role who’d asked for a salary of $55K-$60K. Since all analysts at his level (three years of experience) earn between $35K-$40K, this candidate had priced himself out of the process with his unreasonable demands.

　　要保證你的開價(jià)非常合理也符合現(xiàn)在的市場(chǎng)需求。幾天之前，我跟一個(gè)應(yīng)聘分析師的`候選人聊天，他開價(jià)年薪55K-60K。而他這個(gè)級(jí)別的分析師(三年工作經(jīng)驗(yàn))薪資普遍在年薪35K-40K，這個(gè)人很明顯把自己定位在了市場(chǎng)之外提出了不合理的要求。

　　However, if the salary offer is below market value, you might want to (gently!) suggest it’s in the company’s best interest to pay the going rate:

　　然而如果你的薪資要求低于市場(chǎng)，你也許會(huì)想要(禮貌的)建議公司加薪：

　　“The research that I’ve done indicates the going rate for a position such as this is $6K higher than this offer. I’d really love to work for you and I believe I can add a lot of value in this job; however, I can’t justify doing so for less than market value. I think if you reevaluate the position and consider its importance to your bottom line, you’ll find it’s worth paying market price to get someone who can really make an impact quickly.”

　　“關(guān)于這個(gè)職位的薪資市場(chǎng)價(jià)一直在上漲，現(xiàn)在大概是6K。我真的希望能有機(jī)會(huì)為你做事，也相信我能給這個(gè)職位帶來(lái)很多的利益;然而，我不能拿一個(gè)低于市場(chǎng)價(jià)的薪資，我認(rèn)為如果你再重新衡量一下這個(gè)職位，想想你這個(gè)底線的重要性，你會(huì)發(fā)現(xiàn)這值得去開出市場(chǎng)價(jià)來(lái)聘用能很快上手干事的人。”

　　Negotiate Extras and Be Creative

　　談?wù)勑劫Y之外的事，有點(diǎn)創(chuàng)意

　　If the employer can’t offer you the salary you want, think about other valuable options that might not cost as much. You can look at negotiating holiday days (e.g. if new employees must work for six to 12 months before receiving paid holidays, ask that this restriction be waived.), ask for yearly salary reviews or negotiate a sign-on or performance bonus.

　　如果雇主不能給你滿意的薪資，想想其他有價(jià)值且花錢不多的方法。你可以談?wù)勀昙?比如新員工一般都需要工作半年到一年才能獲得帶薪年假，讓他們把這個(gè)標(biāo)準(zhǔn)降一降唄。)，要求有個(gè)年度的薪資總結(jié)或是談一談表現(xiàn)獎(jiǎng)勵(lì)什么的吧。

　　Keep Selling Yourself

　　要會(huì)銷售自己

　　As you go through the interviewing and negotiating process, remind the employer how they will benefit from your skills and experience. Let’s say, for example, that the employer wants to offer $50K, but you’re looking for minimum $57K base salary. Explain how they’d benefit by increasing your compensation. For example:

　　在面試和協(xié)商時(shí)，要讓雇主明白他們從你的技能和經(jīng)驗(yàn)中能獲得的好處。這么說(shuō)吧，比如你的雇主想給你50K，但你覺得最起碼也應(yīng)該是57k。讓他們知道這個(gè)漲薪能給他們帶來(lái)什么利益，比如：

　　“I realize you have a budget to worry about. However, I believe that with the desktop publishing and graphic design skills I bring to the position, you won’t have to hire outside vendors to produce customer newsletters and other publications. That alone should produce far more than $7K in savings a year.”

　　“我知道你擔(dān)心的是預(yù)算的問(wèn)題。然而，我相信自身可以給這個(gè)職位帶來(lái)桌面印刷以及圖樣設(shè)計(jì)技能，我相信你也不希望讓其他公司的人來(lái)幫忙創(chuàng)作顧客信以及其他出版物吧。單就這一方面每年能省下來(lái)的就不止7K了哦。”

　　In other words, justify every additional dollar or benefit you request. Remember to do so by focusing on the employer’s needs, not yours.

　　換句話來(lái)說(shuō)，衡量每一塊錢漲薪或者是你要求的福利。記住要關(guān)注雇主的需求而非你自己的。

　　Make Them Jealous

　　讓他們大方點(diǎn)

　　If you’re interviewing for other jobs, you might want to tell employers about your offer. This should speed up the interview process. If they know you have another offer, you’ll seem more attractive to them, and it might help you negotiate a higher salary.

　　如果你還在面試其他的職位，也許就會(huì)想跟雇主談?wù)刼ffer了。這能加速面試的進(jìn)程。如果他們知道你還有其他的offer，似乎對(duì)那個(gè)更感興趣，這也能幫助你談個(gè)好價(jià)錢哦。

　　Be Confident

　　要有信心

　　Remember to use confident body language and speech patterns. When you make a salary request, don’t go on and on, stating over and over again why it’s justified. Make your request and offer a short, simple explanation of why that amount is appropriate.

　　記住要用自信的身體語(yǔ)言和說(shuō)話方式。當(dāng)你提出薪資要求的時(shí)候，不要一直不停的說(shuō)啊說(shuō)啊，不斷地申明這是多么的合理。簡(jiǎn)明清晰的提出你的要求，以及為什么要這個(gè)價(jià)錢。

　　Finally, it’s a smart negotiating strategy to ask for a few benefits or perks you don’t want that badly. Then you can “give in” and agree to take the job without those added benefits if the employer meets all of your other requests.

　　最后，要求漲薪或者增加點(diǎn)福利真的需要一定的談判技巧。然后你可以“妥協(xié)”同意接受工作，哪怕雇主沒有給你加薪卻滿足了其他的福利要求。

　　Ideally, both parties in a negotiation should come away from the table feeling that they’ve won. This is especially true when you’re dealing with salary negotiations. You want employers to have good feelings about the price paid for your services so that your working relationship begins on a positive note.

　　最理想得狀況是雙方在協(xié)商過(guò)程中能感受到雙贏的局面。這在談薪資的時(shí)候真的尤為準(zhǔn)確。你希望你的雇主對(duì)你的要求也感到很合理，這樣你們的工作關(guān)系一開始就很和諧啦。

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