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(duì)處在事業(yè)起步期的員工來講，協(xié)商薪資是一大挑戰(zhàn)：畢竟，你無(wú)法提供只有在職業(yè)生涯中才能建立的豐富經(jīng)驗(yàn)，或是專業(yè)能力和才能。而處在職業(yè)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(dǎo)，指導(dǎo)和培訓(xùn)等。
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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(huì)不愿去協(xié)商。Nerd Wallet和Looksharp公司的一項(xiàng)調(diào)查顯示，只有38％的受訪者與雇主進(jìn)行了協(xié)商。
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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(cuò)失了良機(jī)。其實(shí)，雇主是期望進(jìn)行薪資協(xié)商的，他們?cè)谔峁┢鹦綍r(shí)常會(huì)構(gòu)建可回旋的空間。繼續(xù)往下讀，你就能了解為什么薪資協(xié)商對(duì)于千禧一代來說是如此的重要——特別是在你職業(yè)生涯初期——制勝策略能幫你增加薪酬。
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Why Salary Negotiation Is So Important
為什么薪資協(xié)商如此重要
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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(xié)商的理由有很多，不僅僅是為了得到更多的薪酬——一方面。這表明雇主對(duì)你的價(jià)值充滿信心，并堅(jiān)信你是一位有價(jià)值的員工。另外，因?yàn)楣椭鹘?jīng)常期待協(xié)商，所以不這樣做得話你就會(huì)失去一些利益。
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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(jìn)行薪資協(xié)商可以讓你在整個(gè)職業(yè)生涯中獲得長(zhǎng)期的經(jīng)濟(jì)回報(bào)。例如，如果你的起薪高得多，那么基于百分比的獎(jiǎng)金和加薪數(shù)額就會(huì)更大。此外，在你換工作時(shí)，薪資也會(huì)如影隨形：面試過程中，面試官可能會(huì)詢問你當(dāng)前的薪資或是以往的薪資數(shù)額。
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6 Salary Negotiation Tips for Millennials
千禧一代的6種薪資協(xié)商技巧
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1. Do Your Homework
1．做好自身的功課
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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(yè)的相似角色中，往往在某些方面會(huì)有共同點(diǎn)：薪資范圍。注意，地理因素其實(shí)也發(fā)揮著重要作用——即使對(duì)于同一家公司而言，同一份工作，在生活成本高的沿海地區(qū)和在生活成本較低的地區(qū)，它的薪水是不同的。
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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(shù)額往往是不透明的。朋友，家人和同事之間都不大愿意分享工資的具體情況。但是，互聯(lián)網(wǎng)和匿名調(diào)查可以幫助你研究行業(yè)的薪資，甚至是某一特定公司的薪資范圍。你可以嘗試使用這樣的一些網(wǎng)站，來了解有關(guān)行業(yè)和公司的更多信息，像FairyGodBoss，Payscale和Glassdoor等等。然后通過免費(fèi)的薪水計(jì)算器來了解自己該期望的薪資是多少。
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2. Consider the Full Package — Not Just the Salary
2.全面考慮——不局限于薪水
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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(dòng)因。但是其他福利也會(huì)對(duì)你的生活造成巨大的財(cái)務(wù)影響。例如，你退休賬戶里的儲(chǔ)蓄基本上就等同于薪資（只是這些錢多年來你都無(wú)法觸及罷了）。如果薪資協(xié)商時(shí)沒有任何的回旋余地了，你可以看看能否爭(zhēng)取更好的福利和津貼：你可以要求更多的休假日，連續(xù)的在家工作時(shí)間，股票發(fā)行或是其他非工資津貼。這都是有關(guān)福利待遇的重要問題。
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3. Be Reasonable in Your Asks
3. 要求合理
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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(rèn)為：主張權(quán)利。拋開這是否是真的——我認(rèn)為這是一個(gè)不公平或者不準(zhǔn)確的評(píng)估——事實(shí)上，這只是千禧一代在工作申請(qǐng)過程中面臨的許多假設(shè)之一而已。
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Avoid feeding into it by being reasonable in your requests throughout negotiation.
協(xié)商期間可以通過合理的請(qǐng)求避免對(duì)方有類似想法。
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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(xié)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(diǎn)過分，這會(huì)讓公司懷疑你是否已經(jīng)打算好要工作。在協(xié)商之前，你要確保自己知道如何討價(jià)還價(jià)，以及知道什么要求是合理的。
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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
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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(gè)理由早已是陳詞濫調(diào)了——公司通常期望一定程度的協(xié)商。雖然你的討價(jià)還價(jià)可能會(huì)被直接拒絕，但也有可能你會(huì)得到更多的薪酬。所以，不要主動(dòng)放棄自己的利益！
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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(gè)女人，這個(gè)建議更是加倍適用：因?yàn)樽?016年起，男性每賺1美元女性才賺74美分。影響美國(guó)男女工資差距的因素有很多復(fù)雜因素，但其中之一就是女性很少進(jìn)行薪資協(xié)商。因此，女性可以使用這些策略來協(xié)商，從而得到一份更高的薪水。
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5. Take a Moment
5.花費(fèi)點(diǎn)時(shí)間
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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(guān)于薪資協(xié)商，重要的一件事情就是，你不是在玩紙牌游戲或是在《危險(xiǎn)邊緣》節(jié)目中下賭注。你雖然沒有無(wú)盡的時(shí)間來仔細(xì)考慮和研究，但你能臺(tái)下發(fā)揮，花費(fèi)幾個(gè)小時(shí)（甚至一天）的時(shí)間來計(jì)劃討價(jià)還價(jià)或思考如何協(xié)商?；c(diǎn)時(shí)間衡量下工作機(jī)會(huì)，以確保這是你合適的機(jī)會(huì)。你的耐心甚至可能促使公司在沒有你要求的情況下先進(jìn)行討價(jià)還價(jià)！
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6. Make a Good Argument
6. 有力的論證
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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(dāng)你以“我想要Y美元”時(shí)，公司有可能會(huì)同意。但是，更好的辦法是說好話，說明為什么你應(yīng)得更多。這時(shí)你的調(diào)查就起到了作用。你不要說“我想要Y美元”，而要說“在X行業(yè)，Y美元的薪水是比較普遍的”。
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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.
提醒雇主該行業(yè)的標(biāo)準(zhǔn)是一門成功的技術(shù)。但更穩(wěn)妥的是，根據(jù)你帶給公司的利益來進(jìn)行協(xié)商，提醒雇主當(dāng)初為什么他們?cè)敢饨o你工作，并希望你參與其中。

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