想要加薪的你,必須知道的事
理想的狀態(tài)下，你能馬上得到你想要的薪水。接下來，小編給大家準(zhǔn)備了想要加薪的你,必須知道的事,歡迎大家參考與借鑒。
想要加薪的你,必須知道的事
ln an ideal world, you’d get offered the salary you want right off the bat. But if you’ve been working or job hunting for a while, you probably know that very few people receive their perfect offer right out of the gate. Most of the time, you have to ask for what you want, make your case, and hope that the company you’re negotiating with has the bandwidth to give you what you’re looking for.
在理想的狀態(tài)下，你能馬上得到你想要的薪水。但是，如果你已經(jīng)工作了一段日子或找了一段時(shí)間的工作，你可能會(huì)知道很少有人能一開始就得到一個(gè)很好的薪酬。大多數(shù)時(shí)候，你得去要求你想要的東西，還得證明自己的要求是合理的，并且期望你正在談判的公司有能力給你想要的。
Whether you’re negotiating for more money or perks at your current company or trying to secure the right offer somewhere new, here’s the best advice we heard this year for getting what you deserve in 2018.
無論你是想在現(xiàn)在的公司爭取更多的工資或擁有特殊的待遇，還是想在其他新的公司努力爭取合適的薪酬，以下是我們今年所聽到最好的一些建議，你也將會(huì)在2018年收獲你應(yīng)得的了。
1. BE SURE YOUR PERFORMANCE MERITS A RAISE BEFORE YOU ASK FOR ONE
1.提出加薪前，確保你的工作表現(xiàn)與你的要求相匹配
If you’re going to try to negotiate for a bump in your current salary, be sure you can show that it’s warranted. One of the biggest mistakes that can ruin a salary negotiation is not having proof that you’re indispensable to your organization. “The biggest mistake I’ve seen from employees over the years is asking for a raise when their performance is average or sub-par,” says Joanna Buickians, vice president of operations for JBA. “For example, I’ve had sales people asking for raises when they are in the red and not able to close–or worse, people who take frequent vacations, use all their sick days . . . who have a general sense of entitlement and an attitude of, ‘I deserve a raise because I’m just awesome.’ If these employees had shown they’re really worth their salt, by showing up to work on time and working as hard as they could, I would have given a them a raise.”
如果你要就目前的工資進(jìn)行談判、要求加薪，請(qǐng)確保你可以表明這是合理的。很可能破壞薪資談判的最大錯(cuò)誤之一，就是沒有“證據(jù)”證明你對(duì)公司而言是不可或缺的。日本商業(yè)自動(dòng)化公司運(yùn)營副總裁Joanna Buickians表示：“這些年來我從員工那里看到的最大的錯(cuò)誤就是他們一方面要求加薪，另一方面工作卻表現(xiàn)平平甚至低于平均標(biāo)準(zhǔn)?！?，他補(bǔ)充道，“比如，有些銷售人員要求加薪時(shí)，他們的業(yè)績?nèi)蕴幪潛p狀態(tài)，而且還沒有能力談妥交易，或者更糟糕的是，有些人利用他們所有的病假經(jīng)常休假，他們也要求加薪...... 這些人自認(rèn)為擁有加薪的權(quán)力，而且還有著一種“我值得加薪，因?yàn)槲揖褪呛馨簟钡膽B(tài)度，要是這些員工能夠表明他們真的很稱職，按時(shí)上班，努力工作，行，我會(huì)給他們加薪的?！?/p>
2. TREAT IT AS A COLLABORATION, NOT A FIGHT
2. 將加薪視為溝通合作的結(jié)果而非一場斗爭
By approaching a negotiation as a way to work with your hiring manager or HR department rather than against them, you’re more likely to be successful. “Never engage in negotiation as an ultimatum–an either/or–but rather as a collaborative process and a unique opportunity to create a compensation package that makes sense for both you and for them,” advises career coach Roy Cohen. “Establish priorities as to what is most important to you and what items you are willing to trade off.” Then, make your case and say that you’re looking forward to “working together” on this–one of the best phrases to use in a salary negotiation if you want to succeed. “Unless you know for sure that you are indispensable, and few of us ever are, successful negotiation should never become adversarial. That is a bad sign that the process has broken down or will,” Cohen continues.
通過將談判作為與招聘經(jīng)理或人力資源部門合作的方式而不是與他們進(jìn)行對(duì)抗，你更有可能成功。職業(yè)生涯指導(dǎo)師羅伊·科恩(Roy Cohen)建議說：“不要把談判視為最后通牒，這不是非此即彼的關(guān)系，而是把它看作一種協(xié)作的過程，這是一個(gè)獨(dú)特的機(jī)會(huì)來商討一個(gè)令你們雙方都滿意的薪酬方案?！按_定優(yōu)先事項(xiàng)，對(duì)你來說最重要的是什么，你又愿意在什么地方做出讓步?！比缓?，說出你的想法，并且說明你期望雙方能“一起努力”達(dá)成這些要求——如果你想要成功，這是能使用的最佳的短語之一?！俺悄愦_定自己是不可或缺的，但是事實(shí)上我們中很少一部分是這樣的人，成功的談判永遠(yuǎn)不應(yīng)該讓雙方處于敵對(duì)的處境。這是一個(gè)壞的跡象，表明這個(gè)協(xié)商過程已經(jīng)中斷或?qū)?huì)中斷，”科恩繼續(xù)說。
3. DON’T FEEL LIKE YOU HE TO SHARE YOUR CURRENT SALARY
3.不要覺得你必須得分享現(xiàn)有薪資
It’s super common for recruiters to ask what you’re making at the moment and what you’re looking for in terms of compensation in your next job. You do not have to answer this directly, and it’s actually one of the things you should never say during a salary negotiation, according to Josh Doody, author of Fearless Salary Negotiation. “I call this The Dreaded Salary Question, and it’s tricky because it usually comes up early in the interview process, and most candidates don’t think of it as part of a salary negotiation, even though it is,” he says. “Answering this question by disclosing numbers can make it very difficult to negotiate effectively later on, because it can box the candidate in. Once they disclose current or desired salary, the offers they get are very likely to be tied to those numbers. ”
對(duì)于招聘人員來說，問及你現(xiàn)在的工資以及你對(duì)下一份工作的薪酬有什么樣的要求，這是非常普遍的。《無畏薪酬談判》的作者喬希·多迪(Josh Doody)認(rèn)為，其實(shí)你不必直接回答這個(gè)問題，而且這實(shí)際上是薪酬談判中你永遠(yuǎn)不應(yīng)該說的一件事情。他說，“我將這個(gè)問題稱為‘可怕的薪水問題’，這很棘手，因?yàn)檫@個(gè)問題通常會(huì)在面試過程中提前出現(xiàn)，大多數(shù)候選人并不認(rèn)為這是薪酬談判的一部分，盡管這真的是?！薄坝脭?shù)字來回答這個(gè)問題可能會(huì)使之后的談判很難變得有效，因?yàn)檫@可能會(huì)讓候選人陷入困境。一旦候選人暴露了他們當(dāng)前或期望的薪水，他們得到的薪酬就很可能會(huì)與這些數(shù)字相關(guān)聯(lián)。”
4. WAIT AS LONG AS YOU CAN BEFORE DISCUSSING SALARY
4. 在討論薪水之前，盡可能耐心等待
This one is especially true if you’re trying to score a great salary at your first job, but it’s applicable to all job seekers. In addition to avoiding naming a number that you’re looking for in terms of salary, “you also want to defer the salary conversation as long as possible, because the longer you can defer that discussion, the more time you have to impress them in your interviews and convince them that you should be paid at the higher end of the range they have budgeted for the role,” Doody says. By leaving the money talk until the end of the job application process, you’re more likely to nab a higher paycheck.
如果你想在第一份工作中得到很高的薪水，這一點(diǎn)尤其正確，但是這條也適用于所有的求職者。除了避免用數(shù)字明確指出你想要的薪水之外，“你也應(yīng)該希望盡可能拖延這場關(guān)于薪水的對(duì)話，因?yàn)橛懻摰臅r(shí)間越長，你就有越多的時(shí)間在面試中給他們留下印象，并且說服他們你應(yīng)該得到他們?yōu)檫@個(gè)崗位預(yù)算的最高薪酬?！盌oody表示。把薪酬協(xié)商一直拖到求職過程的最后，你將更有可能拿到更高的工資。
5. THINK BEYOND DOLLARS AND CENTS
5.別只盯著錢，還要考慮其他的福利待遇
It can be tempting to focus on the dollar amount you’ll be taking home each month or year, but if your prospective employer isn’t open to changing how much money they’re offering you, don’t forget about benefits negotiation, which can actually be one of the most important parts of figuring out your salary. Consider what might be worth bartering for, whether it’s extra vacation days, better medical or dental benefits, a gym membership reimbursement, or even commissions.
把注意力盯在每個(gè)月或每年你能帶回家的錢固然誘人，但是如果你的雇主不愿意在他們能提供給你的薪酬上松口，不要忘記對(duì)其他福利進(jìn)行協(xié)商，實(shí)際上這些也是你預(yù)估工資的重要組成部分之一?？紤]一下什么東西是值得互相交換協(xié)商的，無論是額外的假期，更好的醫(yī)療福利或牙科福利，或是健身房會(huì)員報(bào)銷，甚至是傭金獎(jiǎng)勵(lì)。
6. LET THEM KNOW YOU WANT TO ACCEPT THE JOB
6.讓對(duì)方知道你想接受這份工作
In the final stages of negotiation, another helpful phrase is something along the lines of, “If you can do x, I’m ready to accept your offer.” This lets them know you want to accept the job, but you need a little something more first. “When you get to this phase of the negotiation, you want to make it clear to the recruiter or hiring manager that saying ‘Yes’ will end the negotiation so they’re more comfortable acquiescing,” Doody says. For example, you may want to say, “I understand you can’t come all the way up to ,000. It would be great to add an additional week of paid vacation along with the ,000 you suggested. If you can do that, I’m on board,” he suggests.
在談判的最后階段，另一句有用的話是“如果你能做到x，我準(zhǔn)備接受這份工作”。這讓他們知道你想接受這份工作，但是你首先需要他們附加一些小小的條件。Doody說“當(dāng)你進(jìn)入談判的這個(gè)階段時(shí)，你最好向招聘人員或招聘經(jīng)理表明，他們肯定的回應(yīng)將會(huì)結(jié)束這場談判，這樣他們也會(huì)更加放心地默認(rèn)你提出的條件?！崩?，你可以說，“我知道6萬美元對(duì)你們來說有些為難，但是如果在你們提議的55000美元的基礎(chǔ)上，再增加一周的帶薪休假將會(huì)非常好。如果你們能做到的話，我愿意加入貴公司”，他建議道。
7. DON’T USE YOUR PERSONAL CIRCUMSTANCES AS A NEGOTIATION TOOL
7.不要將私人問題作為談判條件
While it might feel logical to explain your personal financial situation as your reasoning for needing to earn more money, experts say this can also ruin your salary negotiation. “One of my employees requested a meeting to negotiate her salary,” says Lori Bizzoco, cofounder of NV Media, Inc. “She came into the meeting and right off the bat started to discuss her personal financial situation at home: She was getting married and the wedding was costing more than she and her fiancé had anticipated. She used the wedding as a bargaining tool to ask for a raise. At the risk of sounding less compassionate than I really am, I must express the importance of leaving personal issues out of the conversation when asking for a raise. As much as I empathize with financial struggles, an employee can create a more compelling argument for a raise by providing evidence of his or her hard work.”
盡管解釋你個(gè)人的財(cái)務(wù)狀況作為你需要掙更多錢的理由可能是合乎邏輯的，但是專家說這也可能會(huì)毀了你的薪酬談判。NV媒體公司聯(lián)合創(chuàng)始人洛里·比佐科科(Lori Bizzoco)說：“我的一位員工要求召開會(huì)議來談判她的工資?！薄八贿M(jìn)入會(huì)議室就馬上開始談?wù)撍趪鴥?nèi)的個(gè)人經(jīng)濟(jì)狀況：她就要結(jié)婚了，但是婚禮的開銷比她和她的未婚夫所預(yù)想的要更多。于是她以婚禮作為討價(jià)還價(jià)的借口來要求加薪。盡管這讓我聽起來似乎很沒有人情味，我必須強(qiáng)調(diào)在要求加薪的時(shí)候把個(gè)人問題從談話中排除出去的重要性。我對(duì)這些與經(jīng)濟(jì)狀況作斗爭的人表示同情，但是員工們完全可以提供自己辛勤工作的證據(jù)來給自己的加薪創(chuàng)造一個(gè)更有說服力的理由。”
8. KNOW YOUR WORTH
8.了解自己的市場價(jià)值
One of the simplest and most effective tools you can use in a salary negotiation is information about what others in your position make. That’s why our Know Your Worth tool is so useful when you’re looking for a new job or trying to up your pay at an existing job. By inputting some basic information about yourself and your job history, you can get a better understanding of your market worth. Armed with this knowledge, you can negotiate confidently.
在薪酬談判中，你可以使用的最簡單和最有效的工具之一就是其他人在和你相似崗位上的薪酬信息。這就是為什么當(dāng)你正在尋找一份新的工作或嘗試提高你現(xiàn)有工作的薪水時(shí)，我們的 Know Your Worth 小工具會(huì)如此有用。通過輸入關(guān)于你自己和相關(guān)工作經(jīng)驗(yàn)的一些基本信息，你可以更好地了解自己的市場價(jià)值。有了這些信息，你也就能夠更加自信地談判了。
9. USE YOUR NETWORK FOR RESEARCH
9.利用人脈進(jìn)行調(diào)查研究
Another tool you can add to your research arsenal is your business contacts. Journalist Jillian Kramer did exactly that when recovering from a lowball salary offer at a magazine: “I spoke with contacts and coworkers until I found a connection between one of them and a former employee at the magazine. And after a quick introduction, that former employee was happy to dish on what he’d earned when he’d worked in the exact position I was going to fill.” With this in mind, Kramer was able to make a more informed counter offer to the hiring manager, and ended up with a salary that she was much happier with.
另一個(gè)可以添加到你的調(diào)查庫的工具是業(yè)務(wù)聯(lián)系人表。記者吉利安·克雷默(Jillian Kramer)從一家雜志的低薪工作中恢復(fù)過來后確實(shí)這樣做了：“我與接洽人還有一些同事交談，直到我發(fā)現(xiàn)他們中的一個(gè)人和這家雜志的前員工有聯(lián)系。經(jīng)過快速的介紹，這位前雇員很高興能和我聊聊他當(dāng)時(shí)在我要應(yīng)聘的崗位上獲得的收入。”心里有了考量，克萊默也就能夠與招聘經(jīng)理在薪水上進(jìn)行斡旋，最后她也獲得了一個(gè)更滿意的薪水。
10. NEVER APOLOGIZE
10.絕對(duì)不要道歉
According to Doody, “sorry” is another thing you should never say in a salary negotiation. Why? “Negotiating is uncomfortable, and our natural tendency is to try to smooth the edges on a difficult conversation. Saying sorry could signal to the recruiter or hiring manager that you might be willing to back down, and that could be expensive. Don’t apologize for negotiating.”
根據(jù)Doody的說法，“抱歉”是另一件在薪水談判中你應(yīng)該永遠(yuǎn)避免的事情。為什么呢?“談判本身就是不舒服的一個(gè)過程，我們自然的傾向就是試圖在艱難的對(duì)話中消除矛盾，抹平棱角。‘對(duì)不起’這樣的字眼，可能就是在暗示招聘人員或招聘經(jīng)理，你可能愿意退讓，而與之對(duì)應(yīng)的代價(jià)則可能非常大。所以不要為談判道歉?！?br/> 相關(guān)文章：
想要加薪的你,必須知道的事
