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.

在理想的状态下,你能马上得到你想要的薪水。但是,如果你已经工作了一段日子或找了一段时间的工作,你可能会知道很少有人能一开始就得到一个很好的薪酬。大多数时候,你得去要求你想要的东西,还得证明自己的要求是合理的,并且期望你正在谈判的公司有能力给你想要的。

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.

无论你是想在现在的公司争取更多的工资或拥有特殊的待遇,还是想在其他新的公司努力争取合适的薪酬,以下是我们今年所听到最好的一些建议,你也将会在2018年收获你应得的了。

1. BE SURE YOUR PERFORMANCE MERITS A RAISE BEFORE YOU ASK FOR ONE
1.提出加薪前,确保你的工作表现与你的要求相匹配

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资进行谈判、要求加薪,请确保你可以表明这是合理的。很可能破坏薪资谈判的最大错误之一,就是没有“证据”证明你对公司而言是不可或缺的。日本商业自动化公司运营副总裁Joanna Buickians表示:“这些年来我从员工那里看到的最大的错误就是他们一方面要求加薪,另一方面工作却表现平平甚至低于平均标准。”,他补充道,“比如,有些销售人员要求加薪时,他们的业绩仍处亏损状态,而且还没有能力谈妥交易,或者更糟糕的是,有些人利用他们所有的病假经常休假,他们也要求加薪...... 这些人自认为拥有加薪的权力,而且还有着一种“我值得加薪,因为我就是很棒”的态度,要是这些员工能够表明他们真的很称职,按时上班,努力工作,行,我会给他们加薪的。”

2. TREAT IT AS A COLLABORATION, NOT A FIGHT
2. 将加薪视为沟通合作的结果而非一场斗争

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.

通过将谈判作为与招聘经理或人力资源部门合作的方式而不是与他们进行对抗,你更有可能成功。职业生涯指导师罗伊·科恩(Roy Cohen)建议说:“不要把谈判视为最后通牒,这不是非此即彼的关系,而是把它看作一种协作的过程,这是一个独特的机会来商讨一个令你们双方都满意的薪酬方案。“确定优先事项,对你来说最重要的是什么,你又愿意在什么地方做出让步。”然后,说出你的想法,并且说明你期望双方能“一起努力”达成这些要求——如果你想要成功,这是能使用的最佳的短语之一。“除非你确定自己是不可或缺的,但是事实上我们中很少一部分是这样的人,成功的谈判永远不应该让双方处于敌对的处境。这是一个坏的迹象,表明这个协商过程已经中断或将会中断,”科恩继续说。

3. DON’T FEEL LIKE YOU HAVE TO SHARE YOUR CURRENT SALARY
3.不要觉得你必须得分享现有薪资

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. ”

对于招聘人员来说,问及你现在的工资以及你对下一份工作的薪酬有什么样的要求,这是非常普遍的。《无畏薪酬谈判》的作者乔希·多迪(Josh Doody)认为,其实你不必直接回答这个问题,而且这实际上是薪酬谈判中你永远不应该说的一件事情。他说,“我将这个问题称为‘可怕的薪水问题’,这很棘手,因为这个问题通常会在面试过程中提前出现,大多数候选人并不认为这是薪酬谈判的一部分,尽管这真的是。”“用数字来回答这个问题可能会使之后的谈判很难变得有效,因为这可能会让候选人陷入困境。一旦候选人暴露了他们当前或期望的薪水,他们得到的薪酬就很可能会与这些数字相关联。”

4. WAIT AS LONG AS YOU CAN BEFORE DISCUSSING SALARY
4. 在讨论薪水之前,尽可能耐心等待

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,这一点尤其正确,但是这条也适用于所有的求职者。除了避免用数字明确指出你想要的薪水之外,“你也应该希望尽可能拖延这场关于薪水的对话,因为讨论的时间越长,你就有越多的时间在面试中给他们留下印象,并且说服他们你应该得到他们为这个岗位预算的最高薪酬。”Doody表示。把薪酬协商一直拖到求职过程的最后,你将更有可能拿到更高的工资。

5. THINK BEYOND DOLLARS AND CENTS
5.别只盯着钱,还要考虑其他的福利待遇

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.

把注意力盯在每个月或每年你能带回家的钱固然诱人,但是如果你的雇主不愿意在他们能提供给你的薪酬上松口,不要忘记对其他福利进行协商,实际上这些也是你预估工资的重要组成部分之一。考虑一下什么东西是值得互相交换协商的,无论是额外的假期,更好的医疗福利或牙科福利,或是健身房会员报销,甚至是佣金奖励。

6. LET THEM KNOW YOU WANT TO ACCEPT THE JOB
6.让对方知道你想接受这份工作

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.

在谈判的最后阶段,另一句有用的话是“如果你能做到x,我准备接受这份工作”。这让他们知道你想接受这份工作,但是你首先需要他们附加一些小小的条件。Doody说“当你进入谈判的这个阶段时,你最好向招聘人员或招聘经理表明,他们肯定的回应将会结束这场谈判,这样他们也会更加放心地默认你提出的条件。”例如,你可以说,“我知道6万美元对你们来说有些为难,但是如果在你们提议的55000美元的基础上,再增加一周的带薪休假将会非常好。如果你们能做到的话,我愿意加入贵公司”,他建议道。

7. DON’T USE YOUR PERSONAL CIRCUMSTANCES AS A NEGOTIATION TOOL
7.不要将私人问题作为谈判条件

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.”

尽管解释你个人的财务状况作为你需要挣更多钱的理由可能是合乎逻辑的,但是专家说这也可能会毁了你的薪酬谈判。NV媒体公司联合创始人洛里·比佐科科(Lori Bizzoco)说:“我的一位员工要求召开会议来谈判她的工资。”“她一进入会议室就马上开始谈论她在国内的个人经济状况:她就要结婚了,但是婚礼的开销比她和她的未婚夫所预想的要更多。于是她以婚礼作为讨价还价的借口来要求加薪。尽管这让我听起来似乎很没有人情味,我必须强调在要求加薪的时候把个人问题从谈话中排除出去的重要性。我对这些与经济状况作斗争的人表示同情,但是员工们完全可以提供自己辛勤工作的证据来给自己的加薪创造一个更有说服力的理由。”

8. KNOW YOUR WORTH
8.了解自己的市场价值

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.

在薪酬谈判中,你可以使用的最简单和最有效的工具之一就是其他人在和你相似岗位上的薪酬信息。这就是为什么当你正在寻找一份新的工作或尝试提高你现有工作的薪水时,我们的 Know Your Worth 小工具会如此有用。通过输入关于你自己和相关工作经验的一些基本信息,你可以更好地了解自己的市场价值。有了这些信息,你也就能够更加自信地谈判了。

9. USE YOUR NETWORK FOR RESEARCH
9.利用人脉进行调查研究

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.

另一个可以添加到你的调查库的工具是业务联系人表。记者吉利安·克雷默(Jillian Kramer)从一家杂志的低薪工作中恢复过来后确实这样做了:“我与接洽人还有一些同事交谈,直到我发现他们中的一个人和这家杂志的前员工有联系。经过快速的介绍,这位前雇员很高兴能和我聊聊他当时在我要应聘的岗位上获得的收入。”心里有了考量,克莱默也就能够与招聘经理在薪水上进行斡旋,最后她也获得了一个更满意的薪水。

10. NEVER APOLOGIZE
10.绝对不要道歉

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.”

根据Doody的说法,“抱歉”是另一件在薪水谈判中你应该永远避免的事情。为什么呢?“谈判本身就是不舒服的一个过程,我们自然的倾向就是试图在艰难的对话中消除矛盾,抹平棱角。‘对不起’这样的字眼,可能就是在暗示招聘人员或招聘经理,你可能愿意退让,而与之对应的代价则可能非常大。所以不要为谈判道歉。”