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薪資協(xié)商最容易犯的五大錯(cuò)誤
Top 5 Salary Negotiation Mistakes
薪資協(xié)商最容易犯的五大錯(cuò)誤
If you want to make adults squirm like kindergarteners, broach the subject of salary negotiation. Talking money makes most workers squeamish. And while they want such talks to succeed, they make plenty of blunders.
如果你想要成年人像幼兒園小朋友那樣拘謹(jǐn)，那就和他協(xié)商薪資吧，
薪資協(xié)商最容易犯的五大錯(cuò)誤
。談錢(qián)會(huì)讓大部分職場(chǎng)人士拘謹(jǐn)。并且，他們?cè)较胝労眠@個(gè)話題，失誤就越多。So what's the best way to avoid stumbling and also boost your confidence? Rebecca Warriner, a job search coach and owner of Woodland Recruiting, a Seattle-based recruitmentand outplacement firm, suggests pursuing a win-win situation for you and the employer -- rather than starting out defensively, assuming you're going to get a low offer. Warriner notes, "Salary negotiation is a dialogue that the company and the candidate should be having throughout the hiring process. It should not be a one-time conversation at the end."
那么，在協(xié)商薪資的時(shí)候，避免出錯(cuò)、增加信心的方法是什么呢？Woodland Recruiting是一家總部在西雅圖的招聘及職業(yè)介紹公司，Rebecca Warriner是該公司的持有人，也是一位求職教授，他建議你應(yīng)該努力將情況轉(zhuǎn)變?yōu)閷?duì)你和雇主雙方都有利的雙贏局面，而不是一開(kāi)始就認(rèn)定自己得到的薪酬會(huì)很低，故而抱著自衛(wèi)的態(tài)度談判。Warriner指出：“薪資協(xié)商是公司和候選人在招聘過(guò)程中進(jìn)行的一次對(duì)話，而非在面試鄰近尾聲時(shí)單方面的發(fā)言。”
Warriner, who's been on both sides of salary negotiation for over 15 years, offers a handy list of negotiation mistakes to avoid, noting they're more important than ever because, nowadays, employers have plenty of candidates to choose from.
Warriner有15年薪資協(xié)商的經(jīng)驗(yàn)（他即代表過(guò)公司與員工協(xié)商工資，也幫助過(guò)員工與公司進(jìn)行薪資協(xié)商），列出了一些在薪資協(xié)商過(guò)程中應(yīng)該避免的錯(cuò)誤，這些實(shí)用的資料比以往任何時(shí)候都重要，因?yàn)槿缃窆椭饔写罅繂T工可選擇：
1. Being unprepared. "I get pretty frustratedas a recruiter when I ask somebody, 'What are your expectations as far as pay goes?' [and they do not have an answer]," says Warriner. She suggests doing some homework, and then determining what you'd like to earn. Warriner recommends several methods, including using salary information Web sites, talking to recruiters, asking friends who work in human resources, or connecting with local professional organizations that have salary information.
沒(méi)準(zhǔn)備好。Warriner說(shuō)：“當(dāng)我在招聘的時(shí)候問(wèn)別人期待薪資是多少，而他沒(méi)有答案時(shí)我會(huì)覺(jué)得很煩。”她建議求職者應(yīng)該做一些準(zhǔn)備，然后再?zèng)Q定應(yīng)該要學(xué)些什么。Warriner推薦了幾種方法，包括利用公布了薪資信息的網(wǎng)站，找招聘人員談?wù)�，向人力招聘的朋友咨詢或者與當(dāng)?shù)氐膶I(yè)協(xié)會(huì)聯(lián)系看是否可提供相關(guān)信息。
Once you have a solid answer, practice it. Get in front of the mirror, look yourself in the eye and say, "I earned $55,000 at my last job and I am targeting the $60,000s in this job search." If you feel you were underpaid in your last gig but aren't sure about bringing it up, Warriner advises raising the topic in a positive light, underscoring that you'd like to increase your earnings as you make your next career move to better reflect your skills and experience.
一旦你得到了準(zhǔn)確的信息，那就多加練習(xí)。站在鏡子面前，看著你自己的眼睛說(shuō)：“我上份工作的年薪是五萬(wàn)五千美金，而現(xiàn)在我打算找一份年薪六萬(wàn)美金的工作。”如果你覺(jué)得你上份工作薪酬過(guò)低，但是不確定是否應(yīng)該在面試中提出來(lái)，Warriner建議你用一種積極的語(yǔ)調(diào)提出來(lái)，強(qiáng)調(diào)你想增加自己的薪資，因?yàn)槟阏业南乱环莨ぷ鲗⒛芨玫伢w現(xiàn)你的技巧和經(jīng)驗(yàn)。
2. Playing games. Telling a prospective employer what you think they want to hear is risky business. "Oftentimes, a candidate will say that they are very flexible; that they are willing to take a step back in pay. Don't say you're really flexible if you're not," Warriner says. She points out that this approach assumes the company will be more invested in and attached to you at the end of the interview process, and therefore willing to offer you more money than you first asked for -- but they won't be.
耍心機(jī)，
資料共享平臺(tái)
《薪資協(xié)商最容易犯的五大錯(cuò)誤》(http://www.dameics.com)。對(duì)潛在雇主說(shuō)出自認(rèn)為是他們希望聽(tīng)到的答案是件冒險(xiǎn)的事情。“候選人經(jīng)常會(huì)說(shuō)自己的薪資是可以商量的；他們?cè)敢庠谛劫Y上讓步。如果你并非真的愿意接受讓步那就不要這樣說(shuō)。” Warriner說(shuō)。她指出候選人之所以這樣做是因?yàn)樗麄兿氘?dāng)然地認(rèn)為，如果這樣說(shuō)，公司一定會(huì)在面試結(jié)束后對(duì)他們投入更多，一定會(huì)聘請(qǐng)他們，并愿意給出比他們最初要求更多的薪酬，但實(shí)際上公司是不會(huì)這樣做的。The key, she says, is to be confident in the salary range you want, and walk away from jobs that aren't offering it.
她說(shuō)，關(guān)鍵是要確定自己想要的薪酬范圍，并且如果公司不能給你想要的報(bào)酬就馬上走人。
Warriner also discourages pitting offers against each other, such as going to your current employer and saying, "I'd like to stay here, but this other company is offering me more." She says, "Companies, especially these days, are not interested in candidates that are only interested in pay." Warriner believes this will likely result in a lost job offer, and lost respect for you from all companies involved in the process.
Warriner也不贊成用其他公司開(kāi)出的薪資來(lái)威脅雇主，比如走到你當(dāng)前雇主的面前說(shuō)：“我想留在這里，但是其他公司愿意出更高的價(jià)錢(qián)聘請(qǐng)我”。她說(shuō)：“公司，尤其是如今的公司對(duì)那些只關(guān)心錢(qián)的員工是沒(méi)興趣的。” Warriner認(rèn)為如果你這樣做的話最后會(huì)導(dǎo)致你失去這份工作，并且會(huì)使你失去面試過(guò)程中所有公司的尊敬。
3. Comparing apples to oranges. If you're changing careers or moving into a different industry, Warriner says you should tailor your salary expectations. For example, a person moving from a larger company to a smaller organization, or from a corporate outfit to a nonprofit, should expect lower pay. She suggests looking at factors beyond salary in these cases, such as the commute, benefits, the team you'll work with and industry experience you'll gain.
將蘋(píng)果和橘子相比。如果你打算換工作或轉(zhuǎn)行，Warriner認(rèn)為你應(yīng)該定制你的薪資期望。比如，一個(gè)人如果從大公司到小公司，或者從一家盈利公司換到非盈利的公司，那就要準(zhǔn)備好會(huì)有更低的薪資報(bào)酬。她建議在這些情況下應(yīng)該考慮薪資以外的其他因素，比如考勤、福利、你即將加入的工作團(tuán)隊(duì)以及工業(yè)背景等。
4. Stringing a company along. When the time comes to say yes or no, you need to be ready. Warriner believes that "the comp package is something that should have been talked about during the entire process," so you shouldn't encounterany big surprises. If it really is the first time you're seeing the offer and you need time to review it, say something positive, such as, "I'm really happy to receive this offer. I am happy to work for this company. I just want to make sure I am seeing everything and would like tonight to think about it."
完全被公司左右。到了回答是還是否的時(shí)候，你要準(zhǔn)備好。Warriner認(rèn)為薪資問(wèn)題應(yīng)該是會(huì)在整個(gè)面試過(guò)程中都有談到的，所以你不會(huì)在某一個(gè)時(shí)刻突然遇到。如果你確實(shí)是第一次碰到公司給出這樣的薪酬，而你需要時(shí)間去評(píng)估下，你可以這樣說(shuō)“我很高興有這樣的薪資，也很樂(lè)意為貴公司效勞。只是我想確認(rèn)下我是否已經(jīng)了解了所有的事情，所以想要一個(gè)晚上的考慮時(shí)間。”
5. Following bad advice. "A lot of advice on salary negotiation is really old-fashioned," says Warriner. "It is based on power plays and assumes that the company is being dishonest." Some examples include delaying the salary conversation as long as possible, not giving a salary range/figure, or delaying your response to an offer for a week. Taking this power-play approach may cause the company to be turned off by you.
聽(tīng)從了不好的建議。Warriner.說(shuō)：“有很多關(guān)于薪資協(xié)商的建議都已經(jīng)過(guò)時(shí)了。這些建議的出發(fā)點(diǎn)都是玩戰(zhàn)略游戲，并認(rèn)為公司都是不誠(chéng)實(shí)的。”有些建議包括盡量拖延談薪資問(wèn)題的時(shí)間、不要給出一個(gè)確切的薪資范圍或數(shù)字、將你的答復(fù)時(shí)間拖延一個(gè)星期。這些玩戰(zhàn)略詭計(jì)的方法可能會(huì)讓公司拒絕你。
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