Top 5 Salary Negotiation Mistakes
薪資協商最容易犯的五大錯誤
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，那就和他協商薪資吧。談錢會讓大部分職場人士拘謹。並且，他們越想談好這個話題，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."
那麼，在協商薪資的時候，避免出錯、增加信心的方法是什麼呢？Woodland Recruiting是一家總部在西雅圖的招聘及職業介紹公司，Rebecca Warriner是該公司的持有人，也是一位求職教授，他建議你應該努力將情況轉變爲對你和僱主雙方都有利的雙贏局面，而不是一開始就認定自己得到的薪酬會很低，故而抱着自衛的態度談判。Warriner指出：“薪資協商是公司和候選人在招聘過程中進行的一次對話，而非在面試鄰近尾聲時單方面的發言。”
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年薪資協商的經驗（他即代表過公司與員工協商工資，也幫助過員工與公司進行薪資協商），列出了一些在薪資協商過程中應該避免的錯誤，這些實用的資料比以往任何時候都重要，因爲如今僱主有大量員工可選擇：
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.
沒準備好。Warriner說：“當我在招聘的時候問別人期待薪資是多少，而他沒有答案時我會覺得很煩。”她建議求職者應該做一些準備，然後再決定應該要學些什麼。Warriner推薦了幾種方法，包括利用公佈了薪資資訊的網站，找招聘人員談談，向人力招聘的朋友諮詢或者與當地的專業協會聯繫看是否可提供相關資訊。
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.
一旦你得到了準確的資訊，那就多加練習。站在鏡子面前，看着你自己的眼睛說：“我上份工作的年薪是五萬五千美金，而現在我打算找一份年薪六萬美金的工作。”如果你覺得你上份工作薪酬過低，但是不確定是否應該在面試中提出來，Warriner建議你用一種積極的語調提出來，強調你想增加自己的薪資，因爲你找的下一份工作將能更好地體現你的技巧和經驗。
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。對潛在僱主說出自認爲是他們希望聽到的答案是件冒險的事情。“候選人經常會說自己的薪資是可以商量的；他們願意在薪資上讓步。如果你並非真的願意接受讓步那就不要這樣說。” Warriner說。她指出候選人之所以這樣做是因爲他們想當然地認爲，如果這樣說，公司一定會在面試結束後對他們投入更多，一定會聘請他們，並願意給出比他們最初要求更多的薪酬，但實際上公司是不會這樣做的。
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，關鍵是要確定自己想要的薪酬範圍，並且如果公司不能給你想要的報酬就馬上走人。
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出的薪資來威脅僱主，比如走到你當前僱主的面前說：“我想留在這裏，但是其他公司願意出更高的價錢聘請我”。她說：“公司，尤其是如今的公司對那些只關心錢的員工是沒興趣的。” Warriner認爲如果你這樣做的話最後會導致你失去這份工作，並且會使你失去面試過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.
將蘋果和橘子相比。如果你打算換工作或轉行，Warriner認爲你應該定製你的薪資期望。比如，一個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，那就要準備好會有更低的薪資報酬。她建議在這些情況下應該考慮薪資以外的.其他因素，比如考勤、福利、你即將加入的工作團隊以及工業背景等。
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候，你要準備好。Warriner認爲薪資問題應該是會在整個面試過程中都有談到的，所以你不會在某一個時刻突然遇到。如果你確實是第一次碰到公司給出這樣的薪酬，而你需要時間去評估下，你可以這樣說“我很高興有這樣的薪資，也很樂意爲貴公司效勞。只是我想確認下我是否已經瞭解了所有的事情，所以想要一個晚上的考慮時間。”
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.
聽從了不好的建議。Warriner.說：“有很多關於薪資協商的建議都已經過時了。這些建議的出發點都是玩戰略遊戲，並認爲公司都是不誠實的。”有些建議包括儘量拖延談薪資問題的時間、不要給出一個確切的薪資範圍或數字、將你的答覆時間拖延一個星期。這些玩戰略詭計的方法可能會讓公司拒絕你。
