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高薪是设计出来的:老板求着你加薪

2013-12-15来源:businessinsider
Keep Selling Yourself
要会销售自己

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:
在面试和协商时,要让雇主明白他们从你的技能和经验中能获得的好处。这么说吧,比如你的雇主想给你50K,但你觉得最起码也应该是57k。让他们知道这个涨薪能给他们带来什么利益,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.”
“我知道你担心的是预算的问题。然而,我相信自身可以给这个职位带来桌面印刷以及图样设计技能,我相信你也不希望让其他公司的人来帮忙创作顾客信以及其他出版物吧。单就这一方面每年能省下来的就不止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.
换句话来说,衡量每一块钱涨薪或者是你要求的福利。记住要关注雇主的需求而非你自己的。

Make Them Jealous
让他们大方点

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.
如果你还在面试其他的职位,也许就会想跟雇主谈谈offer了。这能加速面试的进程。如果他们知道你还有其他的offer,似乎对那个更感兴趣,这也能帮助你谈个好价钱哦。

Ask For a Fair Price
要一个合理的价钱

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.
要保证你的开价非常合理也符合现在的市场需求。几天之前,我跟一个应聘分析师的候选人聊天,他开价年薪55K-60K。而他这个级别的分析师(三年工作经验)薪资普遍在年薪35K-40K,这个人很明显把自己定位在了市场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:
然而如果你的薪资要求低于市场,你也许会想要(礼貌的)建议公司加薪:

“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.”
“关于这个职位的薪资市场价一直在上涨,现在大概是6K。我真的希望能有机会为你做事,也相信我能给这个职位带来很多的利益;然而,我不能拿一个低于市场价的薪资,我认为如果你再重新衡量一下这个职位,想想你这个底线的重要性,你会发现这值得去开出市场价来聘用能很快上手干事的人。”

Negotiate Extras and Be Creative
谈谈薪资之外的事,有点创意

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.
如果雇主不能给你满意的薪资,想想其他有价值且花钱不多的方法。你可以谈谈年假(比如新员工一般都需要工作半年到一年才能获得带薪年假,让他们把这个标准降一降呗。),要求有个年度的薪资总结或是谈一谈表现奖励什么的吧。

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.
记住要用自信的身体语言和说话方式。当你提出薪资要求的时候,不要一直不停的说啊说啊,不断地申明这是多么的合理。简明清晰的提出你的要求,以及为什么要这个价钱。

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,要求涨薪或者增加点福利真的需要一定的谈判技巧。然后你可以“妥协”同意接受工作,哪怕雇主没有给你加薪却满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.
最理想得状况是双方在协商过程中能感受到双赢的局面。这在谈薪资的时候真的尤为准确。你希望你的雇主对你的要求也感到很合理,这样你们的工作关系一开始就很和谐啦。