換工作如何提加薪問(wèn)題
Q: I've been with my company for about 10 years; it's my second job out of college. I've been interviewing for other positions and am often asked about my current salary. I have done my homework and know that I am underpaid by about $15,000 for the position I am in. In fact, people hired in a level below me often get hired at the same salary I make. I know that companies I interview with will make offers based on the salary I make now, but even at a 15% higher salary, I'd not be making up the difference. How can I be honest about my current salary but also command the salary I deserve at a new company?
我已經(jīng)為現(xiàn)在的公司賣(mài)命工作了10年，這是我大學(xué)畢業(yè)后的第2份工作。我一直在面試其它的職位，經(jīng)常被問(wèn)及目前的收入。經(jīng)過(guò)一番調(diào)查，我發(fā)現(xiàn)現(xiàn)在工作的職位，公司大約少付給我15000美元。事實(shí)上，級(jí)別比我低的員工經(jīng)常和我拿一樣的薪水。我知道我去面試的公司會(huì)根據(jù)我現(xiàn)在工資來(lái)給我定薪，但即使薪水比現(xiàn)在高出15%，也彌補(bǔ)不了差價(jià)。我該怎樣在如實(shí)承認(rèn)現(xiàn)有工資的同時(shí)，讓新老板支付給我更多薪水呢?
A: You've definitely got the right idea to be honest about your current salary. Potential employers can always find out what you earn and it would be the end of an opportunity if a company found out at a later date that you lied about your salary. "It reflects your ethics," says Sheryl Spanier, an executive career management consultant in New York.
顯然你誠(chéng)實(shí)地透露當(dāng)前的薪水是正確的。新老板一定會(huì)知道你現(xiàn)在賺多少。如果以后他發(fā)現(xiàn)你對(duì)收入撒了謊，那么你就得不到這個(gè)工作機(jī)會(huì)了。紐約職業(yè)管理執(zhí)行顧問(wèn)謝樂(lè)爾?斯巴涅爾說(shuō)：“這反映了你的道德水平”。
To get what you think you deserve, you'll definitely want to know why you have been underpaid. Is it because you have had marginal performance, is the company or industry struggling or is the company bad at managing salaries? Perhaps you stayed on because of challenging assignments even though raises were paltry and you see now that the best way to make more money is to jump to another firm. Once you get a handle on why you've be underpaid, you'll be better able to explain it honestly in an interview.
要獲得你認(rèn)為應(yīng)得的`收入，你肯定會(huì)想了解為什么現(xiàn)在的收入那么少。是因?yàn)槟愕谋憩F(xiàn)不佳嗎?還是因?yàn)楣净蛐袠I(yè)不景氣?或公司工資方面管理不善?也許你呆在現(xiàn)在的崗位是因?yàn)殡m然加薪渺茫，但工作內(nèi)容很富有挑戰(zhàn)性;而現(xiàn)在你明白了要賺更多的錢(qián)，最好的方式是跳槽。一旦你了解了為什么收入偏低，你就能更好地在面試中做出誠(chéng)實(shí)的解釋。
Recruiters and human resources personnel ask this question because they want to know where you fit into their compensation structure -- not necessarily to figure out how little they can pay you. But, there are ways to get around giving a specific number at the beginning of the interview or even shifting the focus of the question when asked about your current salary. The first thing to keep in mind is that companies are most interested in your experience. They want to know that the person they're offering a position to can handle the everyday challenges on the job. "Be very clear about how your experience and talent fits directly with the new position," says Andrea Eisenberg, a senior human resources consultant in New York.
招聘人員和人力資源部人員問(wèn)這個(gè)問(wèn)題是因?yàn)樗麄兿Ｍ滥阍谒麄児镜男浇鸾Y(jié)構(gòu)中處于哪個(gè)位置，不一定就是想了解能少付你多少錢(qián)。但是，在面試初期，當(dāng)被問(wèn)及目前工資時(shí)，你可以先回避明確數(shù)字甚至轉(zhuǎn)移問(wèn)題焦點(diǎn)。要記住，公司最感興趣的是你的經(jīng)驗(yàn)。他們希望知道，他們要雇的這個(gè)人在日后工作中能夠游刃有余。紐約資深人力資源顧問(wèn)安德里亞?艾森伯格說(shuō)：“要很清晰地說(shuō)明，你的工作經(jīng)驗(yàn)和才能正好與職位的要求相吻合。”
Then, when the conversation gets around to a hiring manager's question about what you're making, Paul Gavejin, managing director of Total Compensation Solutions, a compensation consulting firm in Armonk, N.Y. suggests asking a few questions in return. You might say: “I’d be happy to tell you, but first, I'd really like to know what you think this job is worth?" or "What is the salary range for this job?" You could also reply with by shifting the subject and saying, "I'm looking at jobs in this salary range." It might also help to adjust your thinking when you respond. Think in terms of total compensation, and not just salary alone. To that end, you might respond, "My salary is X, my annual bonus is Y and the employer contribution to my 401(k) is Z. All totaled, my current compensation package is worth $(X+Y+Z)."
保羅?蓋文金是來(lái)自紐約州阿蒙克市的一家薪金咨詢公司“全薪建議”的常務(wù)董事。他建議，當(dāng)招聘經(jīng)理問(wèn)你賺多少時(shí)，你可以反問(wèn)他一些問(wèn)題。你可以說(shuō)：“我很樂(lè)意告訴你，但是首先我想知道你認(rèn)為這個(gè)職位值多少?”或者“這個(gè)職位的工資大概處于什么范圍?”你還可以這樣轉(zhuǎn)移話題：“我想要找的工作，薪水大概處于這個(gè)范圍。”這也可以幫助你在回答過(guò)程中調(diào)整思路。在考慮收入時(shí)要計(jì)算全部所得，而不僅僅是工資。最后，你可以說(shuō)：“我的收入是X，我的年終分紅是Y，雇主會(huì)替我交納的退休金補(bǔ)貼是Z。 所以，我的當(dāng)前收入是(前3者合計(jì)數(shù))。”
Another tactic might be to tell the interviewer that you appreciate that they have asked you about your compensation but that you won't be making your decision about the job based solely on that criteria alone, says Ms. Spanier. "Tell them you're looking for an opportunity for growth, career development, and the ability to make a contribution," she says. You could also say that the job you did for ten years is a very different position than the one for which you are applying, even though the skills are similar.
斯巴涅爾女士稱，另一個(gè)策略就是告訴面試人員你尊重對(duì)方對(duì)你的收入的提問(wèn)，但是你不會(huì)只根據(jù)這個(gè)標(biāo)準(zhǔn)來(lái)做出決定。她說(shuō)：“告訴他們你正在尋找上升空間、謀求職業(yè)發(fā)展、以及尋找提高自身能力并為公司做出貢獻(xiàn)的機(jī)會(huì)。” 你還可以說(shuō)，雖然工作技能類(lèi)似，你已經(jīng)做了10年的那份工作和現(xiàn)在應(yīng)聘的很不一樣。
Clearly, you only want to deflect the question up to a point, otherwise you'll start to annoy the hiring manager. The idea is to try to get as much information as you need about the position and salary range before you disclose your previous salary. "The goal is not to get screened out before you can fully explore your candidacy," says Ms. Spanier.
顯然，你只想部分回避這個(gè)問(wèn)題。如果絕口不提，你就會(huì)惹招聘經(jīng)理生氣了。 要盡可能地在透露目前薪資水平之前，獲得關(guān)于面試職位以及工資范圍的更多信息。 斯巴涅爾女士說(shuō)：“宗旨是在確定自己會(huì)成為職位候選人之前，不要出局。”
If the interviewer insists on knowing what you're currently earning at the start of the interview, it's best to have a few already-thought out answers in your mind that can explain your low pay. "You'll want to do a little explaining about how you've been at the organization a long time and while you're not looking to leave based solely on salary, you would expect to be paid fair market value when you make a move," says Ray Skiba, director of human resources for Streck Inc. a medical-device company in Omaha, Neb.
如果面試官最開(kāi)始就執(zhí)意問(wèn)你的當(dāng)前收入，那么最好準(zhǔn)備一些現(xiàn)成的回答來(lái)解釋收入為什么偏低。位于內(nèi)布拉斯加州奧馬哈的斯特克醫(yī)療器械公司人力資源部門(mén)主管瑞?斯科巴說(shuō)：“你可以解釋自己在原來(lái)公司的呆了這么久，沒(méi)有只因?yàn)槭杖攵o職。在當(dāng)你找新工作時(shí)，希望獲得公平的薪酬。”
Perhaps your company traditionally gives out very low annual increases or froze raises altogether for the last few years -- mention that or say that while the company provided many on the job challenges, it didn't offer much in the way of compensation. "It is pretty common that people who have been with companies a while don't often keep up with the typical salary ranges" adds Mr. Skiba. You might want to share a recent performance appraisal to make clear that your salary issues aren't a matter of performance.
也許你原來(lái)的公司一直以來(lái)年度加薪都很低，或是這幾年根本沒(méi)加薪。你可以說(shuō)出這一點(diǎn)，并且表示雖然工作很有挑戰(zhàn)性，可是公司待遇方面卻沒(méi)有什么競(jìng)爭(zhēng)力。斯科巴先生還說(shuō)：“很多人在公司工作一定時(shí)間后，都不能獲得應(yīng)得的薪金，這是很常見(jiàn)的。” 你也許可以通過(guò)一份最近的業(yè)績(jī)?cè)u(píng)估報(bào)告來(lái)表明你的工資水平與你的工作表現(xiàn)無(wú)關(guān)。
Mr. Skiba says whatever you do, don't be too pushy. "Show your value on the job and you'll be taken care of," he says. If you get the feeling that's not the case before you take a new job, "you won't want to work there anyway," Mr. Skiba adds.
斯科巴先生還認(rèn)為，不論你如何應(yīng)對(duì)，態(tài)度不要太強(qiáng)硬。他說(shuō)：“表現(xiàn)出你在工作中的價(jià)值，雇主就會(huì)考慮你。” 接受工作之前，如果你發(fā)現(xiàn)情況和你預(yù)計(jì)的差別太大，“那你也不會(huì)想去那里工作。”
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