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，而那些善于談價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.

　　當然那些經常試圖去開出更高薪水的員工往往都相當積極，他們要不斷展現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.

　　第一次面試的時候絕對不要問關于薪資的問題。跳槽的時候我們都希望漲薪，但沒有一個雇主希望聘請一個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，如何去回答這個面試中無可避免的問題：“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.

　　這時其他的都沒有意義。好在，你知道這個職位市場的大概價位。所以最好去給一個薪資的范圍而不是給出一個明確的數字-你不想給出低于雇主可提供的薪資，當然也不想把自己標價過高對吧。

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

　　強調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，你應該了解一下這個職位的市場情況。網上一般都可以找到薪資調查，如果你去咨詢人力資源機構，你的顧問往往就能給你這個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.

　　同時也要明白自己想從該職位中獲得什么，無論是職位本身還是從報酬角度。這能讓你在面試以及談論薪資時表現的更加從容。

　　Believe That You Can Negotiate In This Economy

　　相信在這個經濟環(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.

　　當然相對于其他行業(yè)而言，有些行業(yè)會更加容易一點。我的經驗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。一般我在招聘的時候，會考慮到員工現有的薪水，公司對這個職位的薪資幅度，市場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驗，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-但也不要過于強硬

　　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.

　　知道你自己的價值所在不要害怕去提要求。沒有人會因為提要求而失去某個工作-但你可能會因為問法不當讓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薪資范圍中，所以除非雇主已經給了你offer，千萬不要提及具體數字。在協(xié)商過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.

　　用合理的語氣和方式告訴未來的老板這是個雙贏的局面。如果你過于強硬，老板會覺得你其實對工作本身興趣不大(或只是關心錢而已)從而收回offer哦。

　　Ask For a Fair Price

　　要一個合理的價錢

　　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.

　　要保證你的開價非常合理也符合現在的市場需求。幾天之前，我跟一個應聘分析師的`候選人聊天，他開價年薪55K-60K。而他這個級別的分析師(三年工作經驗)薪資普遍在年薪35K-40K，這個人很明顯把自己定位在了市場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，你也許會想要(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.”

　　“關于這個職位的薪資市場價一直在上漲，現在大概是6K。我真的希望能有機會為你做事，也相信我能給這個職位帶來很多的利益;然而，我不能拿一個低于市場價的薪資，我認為如果你再重新衡量一下這個職位，想想你這個底線的重要性，你會發(fā)現這值得去開出市場價來聘用能很快上手干事的人。”

　　Negotiate Extras and Be Creative

　　談談薪資之外的事，有點創(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，想想其他有價值且花錢不多的方法。你可以談談年假(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，讓他們把這個標準降一降唄。)，要求有個年度的薪資總結或是談一談表現獎勵什么的吧。

　　Keep Selling Yourself

　　要會銷售自己

　　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，要讓雇主明白他們從你的技能和經驗中能獲得的好處。這么說吧，比如你的雇主想給你50K，但你覺得最起碼也應該是57k。讓他們知道這個漲薪能給他們帶來什么利益，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.”

　　“我知道你擔心的是預算的問題。然而，我相信自身可以給這個職位帶來桌面印刷以及圖樣設計技能，我相信你也不希望讓其他公司的人來幫忙創(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.

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

　　Make Them Jealous

　　讓他們大方點

　　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，也許就會想跟雇主談談offer了。這能加速面試的進程。如果他們知道你還有其他的offer，似乎對那個更感興趣，這也能幫助你談個好價錢哦。

　　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言和說話方式。當你提出薪資要求的時候，不要一直不停的說啊說啊，不斷地申明這是多么的合理。簡明清晰的提出你的要求，以及為什么要這個價錢。

　　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)商過程中能感受到雙贏的局面。這在談薪資的時候真的尤為準確。你希望你的雇主對你的要求也感到很合理，這樣你們的工作關系一開始就很和諧啦。

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