六大薪資協商技巧

Negotiating your Salary as an early-career employee is a challenge: After all, you can't offer a wealth of experience or specialized abilities and talents built up over the course of a career. And employees in the early stages of their career may require a lot from colleagues and managers: mentorship, direction， and training.

對處在事業起步期的員工來講，協商薪資是一大挑戰：畢竟，你無法提供只有在職業生涯中才能建立的豐富經驗，或是專業能力和才能。而處在職業生涯初期的員工卻需要同事和管理人員的許多幫助，如輔導，指導和培訓等。

 

No wonder many millennials may feel reticent to negotiate; a survey by Nerd Wallet and Looksharp revealed that only 38 percent of respondents negotiated with employers.

難怪許多千禧一代的人會不願去協商。Nerd Wallet和Looksharp公司的一項調查顯示，只有38％的受訪者與僱主進行了協商。

 

This is a real missed opportunity. Employers expect to engage in salary negotiations and often build in wiggle room while making their initial offers. Read on to find out why salary negotiation is so important for millennials — particularly in the early stages of your career — and winning strategies that can increase an offer.

這真的是錯失了良機。其實，僱主是期望進行薪資協商的，他們在提供起薪時常會構建可迴旋的空間。繼續往下讀，你就能瞭解爲什麼薪資協商對於千禧一代來說是如此的重要——特別是在你職業生涯初期——制勝策略能幫你增加薪酬。

 

Why Salary Negotiation Is So Important

爲什麼薪資協商如此重要

 

There are more reasons to negotiate your salary than just getting more money in your wallet — for one thing, it shows employers that you are confident in your worth, and asserts from the get-go that you are a valuable employee. Plus, since employers often expect to negotiate, failing to do so leaves money on the table.

薪資協商的理由有很多，不僅僅是爲了得到更多的薪酬——一方面。這表明僱主對你的價值充滿信心，並堅信你是一位有價值的員工。另外，因爲僱主經常期待協商，所以不這樣做得話你就會失去一些利益。

 

Negotiating those early offers reaps long-term financial rewards over the course of your career. Percentage-based bonuses and raises will be bigger, for instance, if your starting salary is that much higher. Plus, salaries tend to follow you from job to job: During interviews, you may be asked about your current salary or your salary history.

早期進行薪資協商可以讓你在整個職業生涯中獲得長期的經濟回報。例如，如果你的起薪高得多，那麼基於百分比的獎金和加薪數額就會更大。此外，在你換工作時，薪資也會如影隨形：面試過程中，面試官可能會詢問你當前的薪資或是以往的薪資數額。

 

6 Salary Negotiation Tips for Millennials

千禧一代的6種薪資協商技巧

 

1. Do Your Homework

1．做好自身的功課

 

Similar roles in similar industries tend to have something else in common: the salary range. Note that geography can play a big role as well — the same job, even for the same company, may have a different salary on the coasts, where the cost of living is high, compared to areas with a lower cost-of-living.

相似行業的相似角色中，往往在某些方面會有共同點：薪資範圍。注意，地理因素其實也發揮着重要作用——即使對於同一家公司而言，同一份工作，在生活成本高的沿海地區和在生活成本較低的地區，它的薪水是不同的。

 

Salary numbers are often opaque. Friends, family, and co-workers can be reluctant to share details. The internet, however, and anonymous surveys, can help you research industry salaries, or even salary ranges at a specific company. Try sites like FairyGodBoss, Payscale, and Glassdoor to learn more about industries and companies. And use free salary calculators to help know what offers to expect.

薪資數額往往是不透明的。朋友，家人和同事之間都不大願意分享工資的具體情況。但是，互聯網和匿名調查可以幫助你研究行業的薪資，甚至是某一特定公司的薪資範圍。你可以嘗試使用這樣的一些網站，來了解有關行業和公司的更多信息，像FairyGodBoss，Payscale和Glassdoor等等。然後通過免費的薪水計算器來了解自己該期望的薪資是多少。

 

2. Consider the Full Package — Not Just the Salary

2.全面考慮——不侷限於薪水

 

Before a job offer, the salary can feel like the biggest question mark, and also the biggest motivating factor. But other benefits make a big financial difference to your life, too: A match in your retirement account, for instance, is basically the same as salary (it's just money that you won't be able to touch for years and years). If there isn't much room for you to negotiate for the salary, see if there is any wiggle room for better benefits and perks: You can ask for more vacation days, a consistent work-from-home day, stock offerings, or other non-salary perks. Here are important questions to ask about the benefits package.

在得到工作之前，薪水算是最大的問題所在，也是最大的動因。但是其他福利也會對你的生活造成巨大的財務影響。例如，你退休賬戶裏的儲蓄基本上就等同於薪資（只是這些錢多年來你都無法觸及罷了）。如果薪資協商時沒有任何的迴旋餘地了，你可以看看能否爭取更好的福利和津貼：你可以要求更多的休假日，連續的在家工作時間，股票發行或是其他非工資津貼。這都是有關福利待遇的重要問題。

 

3. Be Reasonable in Your Asks

3. 要求合理

 

The millennial generation is often summed up with one word: entitled. Setting aside whether that's true or not — I'd argue it's not a fair or accurate assessment — the reality is it's one of the many assumptions millennials face during the job application process.

千禧一代的人常被認爲：主張權利。拋開這是否是真的——我認爲這是一個不公平或者不準確的評估——事實上，這只是千禧一代在工作申請過程中面臨的許多假設之一而已。

 

Avoid feeding into it by being reasonable in your requests throughout negotiation.

協商期間可以通過合理的請求避免對方有類似想法。

 

Ask for one or two things — negotiating for a higher salary, more vacation days, and a change to the leave policy is perhaps too many requests, and might make the company wonder if you are even planning on working. Before you negotiate, make sure you know how to make a counter offer, and what's reasonable to ask for.

你可以要求一兩件事情——協商更高的薪資，更多的假期等等。要求更改休假政策則可能有點過分，這會讓公司懷疑你是否已經打算好要工作。在協商之前，你要確保自己知道如何討價還價，以及知道什麼要求是合理的。

 

4. But Do Always Ask — Especially If You're a Woman

4.一定要問——尤其是你是女人的話

 

Here's the flipside, though, to being reasonable in your salary request: If you don't ask, you don't get. It's a cliché for a reason — companies do typically expect a certain level of negotiation. While it's possible your counter offer will be turned down flat, it's also possible that you will get a bit more money. Don't leave money on that table!

雖然薪資要求要合理，但是另一方面：如果你不問，你就得不到。這個理由早已是陳詞濫調了——公司通常期望一定程度的協商。雖然你的討價還價可能會被直接拒絕，但也有可能你會得到更多的薪酬。所以，不要主動放棄自己的利益！

 

And if you're a woman, this advice goes double: That's because as of 2016, women make 74 cents for every dollar earned by men. There are many complicated factors influencing the discrepancy between male and female wages in the United States, but one of them is that women are less likely to negotiate a job offer. Here are strategies women can use to negotiate a higher salary.

如果你是一個女人，這個建議更是加倍適用：因爲自2016年起，男性每賺1美元女性才賺74美分。影響美國男女工資差距的因素有很多複雜因素，但其中之一就是女性很少進行薪資協商。因此，女性可以使用這些策略來協商，從而得到一份更高的薪水。

 

5. Take a Moment

5.花費點時間

 

An important thing to remember about salary negotiations is that you're not playing a card game or making a wager on Jeopardy. You don't have endless time to deliberate and research, but you're going to get played off the stage for spending a few hours — or even a day — planning a counter offer or thinking about how to negotiate. Take the time to evaluate the job offer to make sure it's the right opportunity to you. Your patience may even encourage the company to make a counter offer without you requesting it!

關於薪資協商，重要的一件事情就是，你不是在玩紙牌遊戲或是在《危險邊緣》節目中下賭注。你雖然沒有無盡的時間來仔細考慮和研究，但你能臺下發揮，花費幾個小時（甚至一天）的時間來計劃討價還價或思考如何協商。花點時間衡量下工作機會，以確保這是你合適的機會。你的耐心甚至可能促使公司在沒有你要求的情況下先進行討價還價！

 

6. Make a Good Argument

6. 有力的論證

 

It's possible that a company may offer X dollars, and when you counter with "I'd like Y dollars," the company will agree. But it's a better plan to make a pitch for why you deserve more. Your research can help. Instead of saying "I'd like Y dollars," you can say, "In industry X, a salary of Y dollars is more common."

公司可能想提供X美元，而當你以“我想要Y美元”時，公司有可能會同意。但是，更好的辦法是說好話，說明爲什麼你應得更多。這時你的調查就起到了作用。你不要說“我想要Y美元”，而要說“在X行業，Y美元的薪水是比較普遍的”。

 

Reminding an employer of industry standards is a successful technique. But even better is to frame your negotiation in terms of the benefits you'd bring the company — remind the employer of why they offered you the job, and want you on their team.

提醒僱主該行業的標準是一門成功的技術。但更穩妥的是，根據你帶給公司的利益來進行協商，提醒僱主當初爲什麼他們願意給你工作，並希望你參與其中。

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