想涨工资? 学学谈判的技巧吧

As you set career goals for 2012, a raise might be on your list. After all, the economy is slowly recovering, unemployment is ticking down and your employer is likely in a better financial position than in the last year or three.

说到2012年的职业目标，你也许会想到加薪。毕竟，经济正在缓慢复苏，失业率逐渐开始下降，而且雇主的经济状况也可能比过去一两年都要好。

But before you go into your boss's office demanding more money, take the time to lay the groundwork for a successful conversation. This means researching the typical compensation and salary path for your industry, company, and job position. Most important, understand exactly what results your boss expects of you, so you can demonstrate that you've exceeded them.

但是，在走进老板的办公室要求加薪之前，请先花点时间，为成功的谈话做好准备。也就是说，要研究一下自己所处的行业、企业和职位的一般薪酬水平和发展趋势。最重要的是，要确切地了解老板期望你取得怎样的业绩，从而可以向老板证明，自己已经超额完成了任务。

"The framework of the conversation shouldn't be, 'this is what I want; I want a raise,' it should be, 'I know what the company wants of me: x, y and z, and I've done it,' " says Peter Handal, chairman and chief executive officer of Dale Carnegie Training.

卡耐基培训（Dale Carnegie Training）的董事长兼首席执行官彼得·韩铎称：“谈话的架势不应像这样：‘这就是我的要求，我要加薪’；而应该说，‘我知道公司希望我做到如下一二三点，我已经做到了。’”

If you and your manager haven't already set specific performance goals that you can compare your work against, have a conversation to come up with goals for the coming year. Be explicit about the financial rewards associated with achieving those goals, whether it's a bonus for successful sales or a salary increase for a certain level of performance. Then, follow up at an agreed-upon time — perhaps three months — with a broader discussion about your career that includes the question of compensation.

如果还没有和上司设定具体的绩效目标，无法比对自己的工作成果，可以同上司谈谈，为来年制定目标。明确达到目标之后，相应地能够获得哪些物质奖励，无论是成功销售的奖金也好，还是绩效达到某个水平就能加薪也好，都要明白无误地说清楚。然后，按照商定的时间，比如三个月，宽泛地讨论一下自己的职业发展，讨论要涵盖薪酬问题。