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加薪秘笈 |
★★★ |
| Ｇｅｔｔｉｎｇ Ｐａｙ Ｙｏｕ Ｗａｎt |
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作者：Ｊｏｈｎ… 文章来源：英语知识 点击数： 更新时间：2008-5-2 9:58:33  |
“加薪难，难于上青天！”果真如此吗？面对你的上司，你会一提起就薪水问题就手脚发软、心里发慌吗？如何鼓起勇气提出这个平时讳莫如深的要求呢？或者作为新人，你如何向用人单位要求获得不错的起薪呢？个文为你奉上很多实用的妙招与秘决，你不妨一试！
A fter three years at his job, systems analystDan Mayer decided to talk to his bossabout a pay rise. He felt that he deservedmore money for the work he was doing atDecima Research, a market research firm in the Canadiancapital, Ottawa. The subject made him nervous, however.“I was a little worried that, if all of a sudden I demandedmore money, I could be perceived as being greedier thanthe other employees,”the 27-year-old says.“I didn’t feellike I was being paid unfairly. It’s just that I thought Ishould be brought up to what the average salary for myposition was.”
Many of the most difficult conversations employeeshave during their careers involve the subject of money.Some people believe that their personal finances areprivate, and think that it is improper to discuss salariesat all. Others hope that increases in pay will comeautomatically. But what happens when you decide thatyou’ve earned a rise, or when you have to negotiate thestarting salary at a new job? In that case, you have to beable to talk about money. It may sound stressful but itdoesn’t need to be.
Do YOUR HOMEWORK做好“功课”
It’s normal to be a little nervous when askingfor more money, says Norman Lieberman, a salarynegotiation expert in Aliso Viejo, California. “Mostpeople are scared because their boss is an authorityfigure,”he says.“They’re scared that he or she will sayno, and they’re worried that their self-esteem is at stake.”But Lieberman, who is also known as “The Pay RaiseCoach,” says nervousness should not stop employeesfrom asking. He says they have a simple choice: eitherthey get over this fear or they stay underpaid.
Being well-prepared for the conversation can helpyou to relax. The first thing to do is find out what you’rereally worth. Dan Mayer says he stopped worrying somuch when he began doing his homework on pay. Hevisited websites that provide information on averagesalaries for various positions. These figures are based onthe education and experience required, as well as on thecompany’s location. He also looked at online postingsfor similar jobs and talked to friends who worked in thesame field. This research left Mayer certain that he wasbeing paid below the average, and he was able to showthis information to his boss.
While gathering general pay information is good,Lieberman suggests that employees should also look forspecific salary surveys from professional associations.attend industry meetings and consider getting the helpof a career counsellor.“These approaches might require abit of time and energy--and maybe even money--but theDay-offs can be huge,”he says.
TOOT YOUR 0WN HORN自吹自擂
An essential phase of the negotiation is provingthat you deserve a pay rise. This sounds stressful, but there are ways to make it easier. Remember that, asan employee, it is your job to remind your employerof your accomplishments and what you have broughtto the organization. Then you’ve got to toot your ownhorn.“The boss might have forgotten about all of thewonderful things an employee did last week or lastyear,”Lieberman says.“Bosses are human, and there’sno way that they can remember all of this.”
Simply doing your regular tasks is not enoughto earn yourself a pay increase, says Lieberman.You’ll need to look at what you consider to be yourachievements from the company’s point of view. Beas specific as possible, and show how each of yourcontributions helped the department or the company.Did it save money? Did it save time? Did it increaseprofits? Did it help to keep good customers? Make alist of this information and present it to the boss.
This is a step that many people fail to take, asit requires extra effort. Most employees do manydifferent kinds of work and often take on new tasksand responsibilities in the course of their jobs. It’s easyto lose sight of what you’ve done from year to year.
Lieberman recommends keeping a log to providean up-to-date list of your accomplishments andparticularly of any new responsibilities you takeon. If you add to the list regularly, it will provide theinformation you need to convince your boss that it’s timefor an increase in pay.“It’s hard to argue with facts,especially if they’re right in front of you,”hesays.
This is the key strategy that Dan Mayeremployed to make his boss take notice of hisaccomplishments. To strengthen his case, hecreated a list of what he had learned on his own,and wrote down how his work benefited thecompany.“I essentially created a resume for myown job,”says Mayer. The strategy worked: hegot his pay rise.
CHOOSE YOUR PARTNER选择合适的倾诉对象
When you have done your research and created your list of accomplishments,you need to choose the right person to talk to about a salary increase. In manycompanies, there may be more than one supervisor or manager at the head of thedepartment. Lieberman says that knowing the personality style of the decisionmaker is important. If the boss is the type who intimidates people, you may haveto find someone else who will support your case.
When Mayer was planning to discuss his pay increase, he first approached hissupervisor. In this way, the supervisor would either agree with him--and take hisrequest to the next level--or tell him if the amount of increase was completely outof the question.“I didn’t want to create any friction or bad feelings between meand my manager,”he says.
AIM HIGH，THEN BARGAIN目标高，好见意
Another essential skill when bargainingfor more pay is knowing how to talk aboutspecific amounts of money. Mahesh Desai,a lawyer in London who has advisedmany clients on salary negotiating andhiring, recommends offering a range.“But the range can’t be too big,”he warns,suggesting that it is better to ask for anamount within a higher, but narrowerrange. So a range of ￡8,000 to ￡10,000 isbetter than one of ￡5,000 to ￡10,000, headvises. After all, you are aiming for thehigher figure, while the lower end shouldbe your minimum.
Of course, employees who have donetheir research can ask for very specificamounts. Lieberman offers another tip:ask for increases in odd numbers.“Evennumbers are too easy to negotiate,”he says.For example, if you are making $100,000and you want to get to $120,000, he saysyou should ask for $121,500. An alternativeis to ask for an increase as a percentage ofyour salary, also including a bargaining range.“If you really think youdeserve 8 percent more, you’d better be asking for 12 percent more,”Lieberman says.
When employees actually sit down to talk with their bosses, Desaisays that confidence is essential:“They need to think of themselves asworthy of a pay increase.”He also emphasizes that employees shouldbe calm and diplomatic and especially careful to listen closely to theemployer. “Don’t be aggressive--you must never let the other party seewhat cards you are holding. Say very little, but make what you say count.There’s no need to complicate negotiations, either,” Desai adds.“Justkeep it simple.”
GET OFF TO A GOOD START好的起步
The same principles can help you when you are negotiating a startingsalary in a job interview. Candidates often fear that if their demands aretoo high, they won’t get the job. On the other hand, if they request toolittle, they may be successful in getting the job, but then they’ll be stuckwith a low salary.
Andrew Guman, a training specialist from Pittsburgh, Pennsylvania,found himself in such a situation. Shortly after starting a new job, herealized his salary was too low (see interview on page 14). He has hadnumerous salary negotiations in his career, but says the subject stillmakes him a bit nervous.“It is always a little difficult to talk aboutmoney with someone,”says Guman.“But I want to be compensatedfairly, so I get over it.”
Before each job interview, Gumanprepares by researching factors such asthe cost of living, the job market in thearea, the years of experience and skillsrequired for the job, and the benefitsgenerally offered for the position. Byfocusing on these main points, he’s beenable to get the pay he wanted most ofthe time.
Mahesh Desai, too, advises candidatesto do their research before an interview,but says they should not be the first tobring up the subject of money.“You cancertainly ask if there’s flexibility, but leave the salarytalk until you have an offer letter,” he recommends.
If you feel that the salary being offered is too low,one possibility is to make a counter-offer. In thiscase, the company may respond with a higher offer.If not, you have to decide whether to accept thestarting salary, perhaps with an option to renegotiatein several months’time. However, the expertswarn against accepting or turning down the offerimmediately.“It’s tough to think on your feet.” saysLieberman, who advises candidates to ask for time toconsider the offer. Desai, too, recommends taking 24to 48 hours to decide whether the pay that the firm isoffering is sufficient or if you should make a counter-offer.
REACH YOUR GOAL达到目标
Successfully bargaining for the pay you wantis satisfying in more ways than one. Not only willyou have more money at the end of the month; thehigher value placed on your work will increase yourself-esteem and motivation, too. And in spite of thebutterflies in your stomach, being able to talk aboutmoney is a key skill in the business world.“Negotiatingis like a board game.”says Lieberman.“If you want towin, you have to know the rules.”
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