2018年想要加薪的你必須知道的10件事

In an ideal world, you’d get offered the salary you want right off the bat. But if you’ve been working or job hunting for a while, you probably know that very few people receive their perfect offer right out of the gate. Most of the time, you have to ask for what you want, make your case, and hope that the company you’re negotiating with has the bandwidth to give you what you’re looking for.

在理想的狀態下，你能馬上得到你想要的薪水。但是，如果你已經工作了一段日子或找了一段時間的工作，你可能會知道很少有人能一開始就得到一個很好的薪酬。大多數時候，你得去要求你想要的東西，還得證明自己的要求是合理的，並且期望你正在談判的公司有能力給你想要的。

 

Whether you’re negotiating for more money or perks at your current company or trying to secure the right offer somewhere new, here’s the best advice we heard this year for getting what you deserve in 2018.

無論你是想在現在的公司爭取更多的工資或擁有特殊的待遇，還是想在其他新的公司努力爭取合適的薪酬，以下是我們今年所聽到最好的一些建議，你也將會在2018年收穫你應得的了。

 1. BE SURE YOUR PERFORMANCE MERITS A RAISE BEFORE YOU ASK FOR ONE
1.提出加薪前，確保你的工作表現與你的要求相匹配

If you’re going to try to negotiate for a bump in your current salary, be sure you can show that it’s warranted. One of the biggest mistakes that can ruin a salary negotiation is not having proof that you’re indispensable to your organization. “The biggest mistake I’ve seen from employees over the years is asking for a raise when their performance is average or sub-par,” says Joanna Buickians, vice president of operations for JBA. “For example, I’ve had sales people asking for raises when they are in the red and not able to close–or worse, people who take frequent vacations, use all their sick days . . . who have a general sense of entitlement and an attitude of, ‘I deserve a raise because I’m just awesome.’ If these employees had shown they’re really worth their salt, by showing up to work on time and working as hard as they could, I would have given a them a raise.”

如果你要就目前的工資進行談判、要求加薪，請確保你可以表明這是合理的。很可能破壞薪資談判的最大錯誤之一，就是沒有“證據”證明你對公司而言是不可或缺的。日本商業自動化公司運營副總裁Joanna Buickians表示：“這些年來我從員工那裏看到的最大的錯誤就是他們一方面要求加薪，另一方面工作卻表現平平甚至低於平均標準。”，他補充道，“比如，有些銷售人員要求加薪時，他們的業績仍處虧損狀態，而且還沒有能力談妥交易，或者更糟糕的是，有些人利用他們所有的病假經常休假，他們也要求加薪...... 這些人自認爲擁有加薪的權力，而且還有着一種“我值得加薪，因爲我就是很棒”的態度，要是這些員工能夠表明他們真的很稱職，按時上班，努力工作，行，我會給他們加薪的。”

 2. TREAT IT AS A COLLABORATION, NOT A FIGHT
2. 將加薪視爲溝通合作的結果而非一場鬥爭

By approaching a negotiation as a way to work with your hiring manager or HR department rather than against them, you’re more likely to be successful. “Never engage in negotiation as an ultimatum–an either/or–but rather as a collaborative process and a unique opportunity to create a compensation package that makes sense for both you and for them,” advises career coach Roy Cohen. “Establish priorities as to what is most important to you and what items you are willing to trade off.” Then, make your case and say that you’re looking forward to “working together” on this–one of the best phrases to use in a salary negotiation if you want to succeed. “Unless you know for sure that you are indispensable, and few of us ever are, successful negotiation should never become adversarial. That is a bad sign that the process has broken down or will,” Cohen continues.

通過將談判作爲與招聘經理或人力資源部門合作的方式而不是與他們進行對抗，你更有可能成功。職業生涯指導師羅伊·科恩（Roy Cohen）建議說：“不要把談判視爲最後通牒，這不是非此即彼的關係，而是把它看作一種協作的過程，這是一個獨特的機會來商討一個令你們雙方都滿意的薪酬方案。“確定優先事項，對你來說最重要的是什麼，你又願意在什麼地方做出讓步。”然後，說出你的想法，並且說明你期望雙方能“一起努力”達成這些要求——如果你想要成功，這是能使用的最佳的短語之一。“除非你確定自己是不可或缺的，但是事實上我們中很少一部分是這樣的人，成功的談判永遠不應該讓雙方處於敵對的處境。這是一個壞的跡象，表明這個協商過程已經中斷或將會中斷，”科恩繼續說。

 3. DON’T FEEL LIKE YOU HAVE TO SHARE YOUR CURRENT SALARY
3.不要覺得你必須得分享現有薪資 

It’s super common for recruiters to ask what you’re making at the moment and what you’re looking for in terms of compensation in your next job. You do not have to answer this directly, and it’s actually one of the things you should never say during a salary negotiation, according to Josh Doody, author of Fearless Salary Negotiation. “I call this The Dreaded Salary Question, and it’s tricky because it usually comes up early in the interview process, and most candidates don’t think of it as part of a salary negotiation, even though it is,” he says. “Answering this question by disclosing numbers can make it very difficult to negotiate effectively later on, because it can box the candidate in. Once they disclose current or desired salary, the offers they get are very likely to be tied to those numbers. ”

對於招聘人員來說，問及你現在的工資以及你對下一份工作的薪酬有什麼樣的要求，這是非常普遍的。《無畏薪酬談判》的作者喬希·多迪（Josh Doody）認爲，其實你不必直接回答這個問題，而且這實際上是薪酬談判中你永遠不應該說的一件事情。他說，“我將這個問題稱爲‘可怕的薪水問題’，這很棘手，因爲這個問題通常會在面試過程中提前出現，大多數候選人並不認爲這是薪酬談判的一部分，儘管這真的是。”“用數字來回答這個問題可能會使之後的談判很難變得有效，因爲這可能會讓候選人陷入困境。一旦候選人暴露了他們當前或期望的薪水，他們得到的薪酬就很可能會與這些數字相關聯。”

 4. WAIT AS LONG AS YOU CAN BEFORE DISCUSSING SALARY
4. 在討論薪水之前，儘可能耐心等待

This one is especially true if you’re trying to score a great salary at your first job, but it’s applicable to all job seekers. In addition to avoiding naming a number that you’re looking for in terms of salary, “you also want to defer the salary conversation as long as possible, because the longer you can defer that discussion, the more time you have to impress them in your interviews and convince them that you should be paid at the higher end of the range they have budgeted for the role,” Doody says. By leaving the money talk until the end of the job application process, you’re more likely to nab a higher paycheck.

如果你想在第一份工作中得到很高的薪水，這一點尤其正確，但是這條也適用於所有的求職者。除了避免用數字明確指出你想要的薪水之外，“你也應該希望儘可能拖延這場關於薪水的對話，因爲討論的時間越長，你就有越多的時間在面試中給他們留下印象，並且說服他們你應該得到他們爲這個崗位預算的最高薪酬。”Doody表示。把薪酬協商一直拖到求職過程的最後，你將更有可能拿到更高的工資。

 5. THINK BEYOND DOLLARS AND CENTS
5.別隻盯着錢，還要考慮其他的福利待遇

It can be tempting to focus on the dollar amount you’ll be taking home each month or year, but if your prospective employer isn’t open to changing how much money they’re offering you, don’t forget about benefits negotiation, which can actually be one of the most important parts of figuring out your salary. Consider what might be worth bartering for, whether it’s extra vacation days, better medical or dental benefits, a gym membership reimbursement, or even commissions.

把注意力盯在每個月或每年你能帶回家的錢固然誘人，但是如果你的僱主不願意在他們能提供給你的薪酬上鬆口，不要忘記對其他福利進行協商，實際上這些也是你預估工資的重要組成部分之一。考慮一下什麼東西是值得互相交換協商的，無論是額外的假期，更好的醫療福利或牙科福利，或是健身房會員報銷，甚至是佣金獎勵。

 6. LET THEM KNOW YOU WANT TO ACCEPT THE JOB
6.讓對方知道你想接受這份工作
 

In the final stages of negotiation, another helpful phrase is something along the lines of, “If you can do x, I’m ready to accept your offer.” This lets them know you want to accept the job, but you need a little something more first. “When you get to this phase of the negotiation, you want to make it clear to the recruiter or hiring manager that saying ‘Yes’ will end the negotiation so they’re more comfortable acquiescing,” Doody says. For example, you may want to say, “I understand you can’t come all the way up to $60,000. It would be great to add an additional week of paid vacation along with the $55,000 you suggested. If you can do that, I’m on board,” he suggests.

在談判的最後階段，另一句有用的話是“如果你能做到x，我準備接受這份工作”。這讓他們知道你想接受這份工作，但是你首先需要他們附加一些小小的條件。Doody說“當你進入談判的這個階段時，你最好向招聘人員或招聘經理表明，他們肯定的迴應將會結束這場談判，這樣他們也會更加放心地默認你提出的條件。”例如，你可以說，“我知道6萬美元對你們來說有些爲難，但是如果在你們提議的55000美元的基礎上，再增加一週的帶薪休假將會非常好。如果你們能做到的話，我願意加入貴公司”，他建議道。

7. DON’T USE YOUR PERSONAL CIRCUMSTANCES AS A NEGOTIATION TOOL
7.不要將私人問題作爲談判條件
 

While it might feel logical to explain your personal financial situation as your reasoning for needing to earn more money, experts say this can also ruin your salary negotiation. “One of my employees requested a meeting to negotiate her salary,” says Lori Bizzoco, cofounder of NV Media, Inc. “She came into the meeting and right off the bat started to discuss her personal financial situation at home: She was getting married and the wedding was costing more than she and her fiancé had anticipated. She used the wedding as a bargaining tool to ask for a raise. At the risk of sounding less compassionate than I really am, I must express the importance of leaving personal issues out of the conversation when asking for a raise. As much as I empathize with financial struggles, an employee can create a more compelling argument for a raise by providing evidence of his or her hard work.”

儘管解釋你個人的財務狀況作爲你需要掙更多錢的理由可能是合乎邏輯的，但是專家說這也可能會毀了你的薪酬談判。NV媒體公司聯合創始人洛裏·比佐科科（Lori Bizzoco）說：“我的一位員工要求召開會議來談判她的工資。”“她一進入會議室就馬上開始談論她在國內的個人經濟狀況：她就要結婚了，但是婚禮的開銷比她和她的未婚夫所預想的要更多。於是她以婚禮作爲討價還價的藉口來要求加薪。儘管這讓我聽起來似乎很沒有人情味，我必須強調在要求加薪的時候把個人問題從談話中排除出去的重要性。我對這些與經濟狀況作鬥爭的人表示同情，但是員工們完全可以提供自己辛勤工作的證據來給自己的加薪創造一個更有說服力的理由。”

 8. KNOW YOUR WORTH
8.瞭解自己的市場價值
 

One of the simplest and most effective tools you can use in a salary negotiation is information about what others in your position make. That’s why our Know Your Worth tool is so useful when you’re looking for a new job or trying to up your pay at an existing job. By inputting some basic information about yourself and your job history, you can get a better understanding of your market worth. Armed with this knowledge, you can negotiate confidently.

在薪酬談判中，你可以使用的最簡單和最有效的工具之一就是其他人在和你相似崗位上的薪酬信息。這就是爲什麼當你正在尋找一份新的工作或嘗試提高你現有工作的薪水時，我們的 Know Your Worth 小工具會如此有用。通過輸入關於你自己和相關工作經驗的一些基本信息，你可以更好地瞭解自己的市場價值。有了這些信息，你也就能夠更加自信地談判了。

 9. USE YOUR NETWORK FOR RESEARCH
9.利用人脈進行調查研究
 

Another tool you can add to your research arsenal is your business contacts. Journalist Jillian Kramer did exactly that when recovering from a lowball salary offer at a magazine: “I spoke with contacts and coworkers until I found a connection between one of them and a former employee at the magazine. And after a quick introduction, that former employee was happy to dish on what he’d earned when he’d worked in the exact position I was going to fill.” With this in mind, Kramer was able to make a more informed counter offer to the hiring manager, and ended up with a salary that she was much happier with.

另一個可以添加到你的調查庫的工具是業務聯繫人表。記者吉利安·克雷默（Jillian Kramer）從一家雜誌的低薪工作中恢復過來後確實這樣做了：“我與接洽人還有一些同事交談，直到我發現他們中的一個人和這家雜誌的前員工有聯繫。經過快速的介紹，這位前僱員很高興能和我聊聊他當時在我要應聘的崗位上獲得的收入。”心裏有了考量，克萊默也就能夠與招聘經理在薪水上進行斡旋，最後她也獲得了一個更滿意的薪水。

 10. NEVER APOLOGIZE
10.絕對不要道歉
 

According to Doody, “sorry” is another thing you should never say in a salary negotiation. Why? “Negotiating is uncomfortable, and our natural tendency is to try to smooth the edges on a difficult conversation. Saying sorry could signal to the recruiter or hiring manager that you might be willing to back down, and that could be expensive. Don’t apologize for negotiating.”

根據Doody的說法，“抱歉”是另一件在薪水談判中你應該永遠避免的事情。爲什麼呢？“談判本身就是不舒服的一個過程，我們自然的傾向就是試圖在艱難的對話中消除矛盾，抹平棱角。‘對不起’這樣的字眼，可能就是在暗示招聘人員或招聘經理，你可能願意退讓，而與之對應的代價則可能非常大。所以不要爲談判道歉。”

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