What can you do if you get a job offer from a company where you really want to work, but the salary they have in mind is less than you think it should be?
假如有一家你一直非常期待的公司給你發(fā)來了工作邀請，但他們給的工資達(dá)不到你所期望的水平，你該怎么辦?
The job is a terrific opportunity, but you believe you're worth more than what they're offering, which is barely more than what you're already making. How do you say this without seeming greedy, and without blowing your chances?
工作真真是極好的，但對方給出的條件僅比你目前的收入略有提高，你相信自己應(yīng)該值得擁有更多。你該如何提出加薪要求，又能避免讓自己給人貪婪的印象，進(jìn)而毀掉這次機(jī)會呢?
I'm assuming you researched what those other jobs pay by looking at sites like Salary.com, PayScale.com, and JobNob.com, right? There's nothing wrong with that -- except that "the websites don't tell you what benefits come with the position," notes Christine Mackey-Ross. As managing partner of the St. Louis office of executive recruiters Witt/Kieffer, she's a veteran of hundreds of starting pay discussions. "It's not just about salary。
我猜你一定是通過Salary.com、PayScale.com和JobNob.com這些網(wǎng)站調(diào)查了其他公司的工資水平，對吧?這么做自然沒什么問題——只是“網(wǎng)站并不會告訴你一個職位享有的那些福利，”克里斯汀-麥基-羅斯說。麥基-羅斯是獵頭公司W(wǎng)itt/Kieffer圣路易斯辦事處的主理合伙人，曾參加過數(shù)百次起薪談判。“不要只盯著工資。”
"The benefits piece of the package can be complicated," she adds, "if you look at various kinds of insurance, including life and disability, plus bonuses and stock options, all the way down to things like car allowances and health club memberships. Very few candidates really take into account the value of all those things." With that in mind, she suggests taking a second look at the whole offer, rather than just salary. It might be worth more than you think。
她補(bǔ)充道：“薪酬的福利部分非常復(fù)雜�？纯茨切└鞣N各樣的保險，比如人壽保險和傷殘保險，再加上獎金和股票期權(quán)，還有汽車補(bǔ)貼和健身俱樂部會員資格等等。求職者們很少會將這些福利的價值考慮在內(nèi)。”因此，她建議看看全部薪酬內(nèi)容，而不要僅僅關(guān)注工資本身。全部薪酬內(nèi)容的價值可能遠(yuǎn)遠(yuǎn)高于你的預(yù)期。
But let's suppose you've already done that, and the pay they're offering still looks too low. "You certainly can ask why," says Mackey-Ross. "Just be careful. Going in with the data you've collected and saying, 'According to this, my market value is X' sets the wrong tone. It's too adversarial, especially if you're negotiating with someone you'll be reporting to in the new job."
不過，我們假設(shè)你已經(jīng)做過這樣的調(diào)查，結(jié)果他們給出的薪酬依然很低。“你當(dāng)然可以問問原因，”麥基-羅斯說。“但一定要小心。拿著你搜集的那些數(shù)據(jù)，然后對他們說：‘從這些數(shù)據(jù)來看，我的市場價值應(yīng)該是X’，這種做法的基調(diào)顯然并不正確，對抗性太強(qiáng)。如果你正在與之談判的那個人是你在新工作中的直接上司，這種做法更不可行。
Instead, she suggests, "Say something like, 'From the market research I've done, the figure I was expecting was closer to X. Would you mind walking me through how you arrived at Y?' You want this to be a real negotiation, not a confrontation." Four other tips for boosting the odds that you'll get the pay you want:
相反，她建議：“你可以這樣說：‘根據(jù)我所做的市場調(diào)查，我預(yù)期的數(shù)字更接近X。您能不能告訴我您是如何決定提供Y的呢?’你希望進(jìn)行真正的談判，而不是對質(zhì)。”以下是其他四條建議，將幫助你增加獲得理想薪酬的機(jī)會：
1. Know your priorities1.
明確自己的優(yōu)先目標(biāo)
Mackey-Ross asks candidates to make a three-column list: What they feel they must have in order to take the offer; what is optional; and what they care least about and would be willing to give up in order to get something else. "The items on this list, and which category they fall into, can vary quite a lot from one person to another," she notes. "But you need to go into the negotiation knowing exactly what you really want, or need, and at what point you're willing to walk away."
麥基-羅斯要求求職者們做一個列表，包括3個部分：要接受邀請必須獲得的條件;哪些是可選的條件;以及哪些是他們最不關(guān)注的，并且為了得到其他東西而愿意放棄的條件。她發(fā)現(xiàn)：“列表中的項(xiàng)目，以及各個項(xiàng)目所屬的類別，均因人而異。但在談判之前，你必須得知道自己到底想要什么，需要什么，以及在什么情況下你會放棄。”
2. Consider requesting a later increase
2.考慮推遲加薪要求
If the salary figure the company has in mind is set in stone, ask whether they'd be willing to commit to a raise or a performance bonus in six months or a year, when you've had a chance to prove yourself in the new job. This is most likely to work if you also stress how much you want the job. "Saying how excited you are about this opportunity might seem to give you less leverage, not more," Mackey-Ross notes. "But it doesn't, because employers really want motivated employees."
如果公司打算提供的薪酬已經(jīng)板上釘釘，那么你可以問他們，如果在未來六個月或一年內(nèi)，你有機(jī)會在新工作中證明自己，他們能不能提供加薪或績效獎金。這種策略通常都會有效，因?yàn)檫@同時也證明了你對這份工作是多么的渴望。麥基-羅斯建議：“說出自己對這個機(jī)會的重視，看起來可能會減少你談判的砝碼，而不是增加。但實(shí)際上并非如此，因?yàn)楣椭鞫枷Ｍ麚碛蟹e極上進(jìn)的員工。”
3. Rehearse beforehand
3.提前彩排
"Lots of people have little or no negotiating experience, so the whole idea makes them nervous," Mackey-Ross says. If that applies to you (and the way you signed your question suggests it does)， get all your facts and priorities together and find a friend to practice with: "Have them shoot responses at you, like, 'Sorry, this is what we pay people at your level, take it or leave it,' and practice what you would say in the real discussion. The more you prepare ahead of time, the calmer you'll be when you get there."
麥基-羅斯說：“許多人只有很少、甚至完全沒有任何談判經(jīng)驗(yàn)，所以談判會讓他們深深地陷入緊張狀態(tài)。”如果你也是這樣(你問題后面的署名說明你確實(shí)有些緊張)，搜集所有事實(shí)和優(yōu)先目標(biāo)，找一位朋友進(jìn)行練習(xí)：“讓他們回答你的問題，比如‘抱歉，對于你這個級別的員工，我們只能給這么多。你要么接受，要么放棄吧。’然后練習(xí)你自己在真實(shí)的談判中會怎么應(yīng)對。提前準(zhǔn)備越充分，在真正談判的時候你就會越冷靜。”
4. Take the long view
4.從長計(jì)議
"Think about how this job will affect your whole career," Mackey-Ross advises. "There are often intangibles -- like how great this company and this position will look on your resume, and how it could qualify you for a bigger job later -- that might be worth an 'opportunity cost' of a lower salary than you'd like in the short term."
麥基-羅斯建議：“思考一下這份工作會給你的整個職業(yè)生涯帶來什么影響。一份工作通常都包括許多無形資產(chǎn)，比如：把這家公司和這個職位添加到你的簡歷中，能否提高你簡歷的檔次?它能否讓你有資格獲得一個更高的職位?這些無形資產(chǎn)或許值得你接受短期內(nèi)低于預(yù)期的工資，也就是付出一些‘機(jī)會成本’。”
Starting pay is just that, she adds: "Once you've proven what you can do for the company, your salary will almost certainly go up. You'll get other opportunities to negotiate for more money as time goes on. This isn't your last chance."
她補(bǔ)充道，起薪并不是那么重要。“只要你能證明自己為公司帶來的價值，幾乎可以肯定，你的工資定會上漲。而且，以后你還會有要求加薪的其他機(jī)會。這并不是你最后的機(jī)會。”
