哈佛商学院教给学生的加薪谈判技巧

Nearly half of workers (49%) don't negotiate their first job offers.
几乎有一半的人（49%）在得到第一个工作机会时没有进行谈判。

Oftentimes, it comes down to a lack of experience in negotiating, which can be a tricky step for most.
通常情况下，这样做是由于缺乏谈判经验，这对大部分人来说都是棘手的一步。

A new survey published at CareerBuilder found that the more work experience candidates gain, the more likely they are to negotiate that first offer.
发表在凯业必达网站一项新的调查发现，用户的工作经验越多，他们在工作录用机会前更有可能进行谈判。

Participants in the study who were at least 35 were 55% likely to negotiate the first offer compared to 45% of workers between the ages 18 to 34. Furthermore, men (54%) tend to negotiate for higher salaries than women (49%).
在参与研究的受试者中，35岁以上的有55%的人在工作录用机会前进行谈判，而18岁到34岁的人中这个概率是45%。另外，男性（54%）比女性（49%）更容易就薪水进行谈判。

But whether you have negotiating experience or not, pushing for what you want at the beginning of your career will have payoffs later on in your professional life.
无论你有没有谈判经验，在职业生涯一开始就奋力争取会为你以后的职业生涯带来回报。

Below, Deepak Malhotra, a professor at Harvard Business School, provides negotiation tips for his business students.
下面是哈佛商学院的教授迪帕克-马尔霍特拉为他的学生所提供的谈判技巧。

1. Make the other side believe that you deserve it.
1.让别人相信这是你应得的。

"It's not enough that you believe that you deserve it," says Malhotra. "It has to be believable and justifiable to them." Essentially, don't ever ask for something without giving a good explanation of why you deserve it and why it's a legitimate thing to ask for.
“光你自己认为这是你应得的这还不够，”马尔霍特拉说。“对别人来说，必须是可信的、合理的。”从本质上讲，在没有给出合理的理由说明为什么这是你应得的以及为什么你所要求的是合理的之前，不要去要求。

While it's important to fight for what you deserve, Malhotra also says to keep in mind that you still need them to like you at the end of the day. "They need to be able to want to do it for you," he says. Learn to walk the thin line between promoting your successes and coming off as arrogant.
虽然争取你应得的非常重要，马尔霍特拉也说过，要记住，你仍然要让他们在考虑过后仍然喜欢你。“你需要让他们想为你这样做，”他说。学会在促进成功和去除傲慢之间保持平衡。

2. Help them justify it to their bosses.
2.告诉别人如何帮助自己向老板证明。

No matter how much someone wants to do something for you, they may not be able to due to internal constraints. Before the negotiation process, "you want to spend a lot of time figuring out where they're flexible, where they're not flexible," he tells Harvard business students.
无论有人多么想为你做些事情，但由于内部的约束，可能都无法实现。在谈判过程之前，“你得花大量的时间弄清他们哪些地方比较灵活，哪些地方不够灵活，”马尔霍特拉告诉哈佛商学院的学生。

Basically, you need to understand what they can give. Keep in mind that they still need to sell the deal to their higher ups, so if the company is hiring 20 other people from your school, it might be difficult for them to explain why you deserve a higher salary.
其实，你需要理解他们能给予什么。记住，他们仍然需要高卖，所以，如果公司从你的学校雇了20人，那对他们来说就很难解释为什么你的薪水要高一些。

3. Let them believe that they can get you.
3.让别人相信他们能够得到你。

It might make them push harder and faster for you if they think someone else might scoop you up, but they also need to believe that they have a real chance at hiring you.
如果他们认为别人可能挖走你，那他们可能会更努力、更迅速地说服你，但他们也需要相信他们真有机会能让你成为他们的员工。

Says Malhotra: "Nobody is going to go fight for you, go to bat for you, expend political or social capital internally for you if they think at the end of the day you're going to say, 'Thanks, but no thanks.’"
马尔霍特拉说：“如果他们认为考虑过后，你会说，‘谢了，但我不感兴趣。’那就没人愿意去争取你、去帮你、为你在内部花费政治或社交资本。”