You’ve heard all about the gender pay gap in the US, and can probably recite the statistics in your sleep—particularly the 79 cents on the dollar that women earn compared to their male peers.
你一定聽(tīng)過(guò)美國(guó)的性別收入差別，可能在閉著眼都能列舉出來(lái)，尤其是女性比男性同事少掙79美分的事。

We’re not about to try and solve the national pay gap. But what we can show you is how to narrow your personal pay gap. Here’s what you need to know, say, and do to earn more money.
我們不是想要解決國(guó)家的收入薪酬差距，但我們能告訴你如何縮小你個(gè)人的收入差距。為了多掙一些錢(qián)，以下是你應(yīng)該知道的，以及怎樣說(shuō)和怎樣做。

What You Need to Know
你應(yīng)該知道的

“The very first thing you need to know is how much you’re worth and how much a man in an equivalent position is worth,” says Alison Doyle, Job Search expert for The Balance.
“你應(yīng)該知道的第一件事是你的價(jià)值以及和你處于相同崗位的男性的價(jià)值，”Alison Doyle說(shuō)，她是The Balance的求職專(zhuān)家。

You can start by going to , , and other salary sites to get a sense of what salaries are like for jobs you are looking at. But know that those numbers—because they’re based on the average salaries of both men and women—are going to be low. You want to aim for the average of men, so take the numbers you find and increase them by a good 25 percent.
你可以從、、以及其他薪資網(wǎng)站了解你想找的工作是什么樣的薪資標(biāo)準(zhǔn)。但要知道這些數(shù)字會(huì)偏低一些，因?yàn)檫@是男性和女性的平均水平。你想要知道男性的平均工資，就把你找到的數(shù)字提高25%。

Human resources and job boards may also be a good source of information, Doyle notes. “Ask: Is there a salary range for this position? Some of them list it right on the website.”
人事和工作板塊也是獲取信息的來(lái)源，Doyle提示道?！皢?wèn)：這個(gè)職位有薪酬范圍嗎？一些職位會(huì)在網(wǎng)站上列出來(lái)?！?/div>

If you’re negotiating for a raise rather than a new job, you also need to have a good handle on what you’ve contributed, says Dr. Ben Sorenson, Vice President for Optimum Associates. Rather than try to create a document that charts this looking back, start today and do it going forward. If you receive an email from your boss that pats you on the back for a big win, put it in the folder.
如果你更想提升薪資而不是找一份新工作，你同樣需要處理好自己奉獻(xiàn)的一切，最佳伙伴的副主席Ben Sorenson博士如是說(shuō)。與其不斷回頭看過(guò)去，不如從現(xiàn)在開(kāi)始向未來(lái)前進(jìn)。如果你接到了一封老板的郵件鼓勵(lì)你取得了成功，把它收在文件夾里吧。

The same goes for the sales numbers in which you’ve played a role—particularly ones that show how your performance this year improved over last.
對(duì)于你的銷(xiāo)售業(yè)績(jī)也是同樣的道理，尤其是展示了你在今年有提升表現(xiàn)的方面。

What You Need to Say
你需要說(shuō)的

When an offer hits the table, you’re tempted to do a little dance of joy. Do it in your head—but don’t let it hit your face. Say ‘thank you,’ of course (Doyle says being nice rather than contentious is key), then ask for time to consider.
當(dāng)收到一份工作邀請(qǐng)，你很容易感到快樂(lè)。在腦中想想就行了，千萬(wàn)別表現(xiàn)在臉上。當(dāng)然要說(shuō)“謝謝”（Doyle說(shuō)表現(xiàn)的友善是關(guān)鍵），然后申請(qǐng)一些時(shí)間來(lái)考慮。

When you’re ready to respond, here’s one way to ask for more: “I’m really excited about the offer, but based on my research, it seems low.” Also, let the company know they’re not the only game in town: “I need to give the other companies I’m talking to the courtesy of telling them I have an offer. I would do the same for you.”
當(dāng)你準(zhǔn)備好回復(fù)時(shí)，有一個(gè)方法可以讓你得到更多收入：“我很高興收到這份工作邀請(qǐng)，但基于我的研究，待遇有點(diǎn)低?！蓖瑫r(shí)，讓公司知道他們不是你唯一的選擇?！俺鲇诙Y貌，我需要回復(fù)其他公司我收到了工作邀請(qǐng)。當(dāng)然如果我收到了其他公司的邀請(qǐng)，也會(huì)同樣告知你們?！?/div>

If instead, you’re asking for a raise, you need a different language. Again, it comes back to your performance. (“Think not of what your company does for you,” one of my early bosses advised me, riffing on JFK, “but of what you do for your company.”) Lay it on the table, then ask: “As a result of this performance, would it be possible to get a raise or increase in pay?” If the answer is no, follow up immediately with: “I’d like to get your feedback on increasing my pay to this level, based on where I stand in the organization and on my performance,” Sorenson advises.
如果你想要漲薪，則需要另一番說(shuō)辭。又回到了你的表現(xiàn)。（“不是考慮公司能為你做什么，”我之前的一個(gè)老板建議我，他就職于JFK，“而是你能為公司做什么?！保┌堰@項(xiàng)考慮在內(nèi)，然后問(wèn)：“如果我能為公司這樣做，有可能得到薪資提升嗎？”如果答案是否定的，立刻再追問(wèn)一句，“綜合考慮我所在的組織以及我的表現(xiàn)，希望你可以把我的收入提升到這個(gè)等級(jí)，”Sorenson建議道。

What You Shouldn’t Say
你不應(yīng)該說(shuō)的

When applying to a new job, it’s common to be asked your salary history, or how much money you want to make. Don’t answer these questions, says Katie Donovan, founder of .
當(dāng)你找工作時(shí)，被問(wèn)到工資歷史，或者你想要多少薪水都是很常見(jiàn)的。別回答這些問(wèn)題，網(wǎng)站的創(chuàng)始人Katie Donovan說(shuō)。

“Answering either one of these questions is going to keep you underpaid,” she says, adding that if you’re filling out an online application, you should leave it blank.
“回答任何一個(gè)問(wèn)題都會(huì)讓你得到低報(bào)酬，”她說(shuō)。并且補(bǔ)充道，如果你在填寫(xiě)一份線(xiàn)上申請(qǐng)，你應(yīng)該跳過(guò)不填。

(“If it’s a required field put in 0.00,” she says. “For most systems that’ll be accepted; they’re just looking for a digit.”)
（“如果是必填項(xiàng)就寫(xiě)0.00，”她說(shuō)?！按蠖鄶?shù)系統(tǒng)都能接受，他們只是要一個(gè)數(shù)字而已?！保?/div>

And if you’re asked what you are currently making? “If you’re among the 60 percent of Americans working in the private sector, it’s actually confidential,” Donovan says. And Massachusetts just made it illegal to ask about salary history in a job interview, a trend that could go nationwide. So in many cases, you can honestly say you’re not allowed to reveal it.
如果你被問(wèn)到目前是做什么的？“如果你屬于60%從事個(gè)體工作的美國(guó)人之一，這是很機(jī)密的問(wèn)題，”Donovan說(shuō)。馬薩諸塞州剛剛把在面試中詢(xún)問(wèn)工資歷史列為違法，這種趨勢(shì)很可能全國(guó)普及。所以在大多數(shù)情況下，你可以誠(chéng)實(shí)地說(shuō)你不能透露。

Or you can find another way to dodge the question:
或者你可以找其他方式來(lái)推脫問(wèn)題：

? ● “It’s not about me, it’s about the job. What is the job budgeted for?”
“不是針對(duì)我，而是針對(duì)這份工作。這份工作的的薪資預(yù)算是多少？”

? ● “I’m moving from a city where the cost of living is less expensive.”
“我剛從另一座城市來(lái)，那里的生活成本沒(méi)有這么高?！?/div>

? ● “I just got a graduate degree, so I’m not sure my past salary is relevant.”
“我剛獲得碩士學(xué)位，所以我過(guò)去的薪資可能不能作為參考?！?/div>

If all else fails, Doyle says, you can throw out a range, but do it with a codicil about why you expect to be at the high end of that.
如果這些都失敗了，Doyle說(shuō)，你可以扔出一個(gè)范圍，但要清晰闡述為什么你期望獲取最高的薪資。

How to Say It
如何說(shuō)

I’ve always agreed with Julia Roberts in “Erin Brockovitch” and Meg Ryan in “You’ve Got Mail”: Work is personal. And for that reason, it can be emotional. But when you’re negotiating, you’ve got to leave that emotion at the door. That means the idea of fairness—and the fact that others at the company may earn more—should not enter the discussion.
我總是同意Julia Roberts關(guān)于“Erin Brockovitch”以及Meg Ryan關(guān)于“你收到了郵件”的看法：工作是個(gè)人的。出于這個(gè)原因，它可以很情緒化。但當(dāng)你商議的時(shí)候，不要帶著情緒。這就是說(shuō)可能會(huì)失敗的想法，以及公司里其他人可能掙得更多的事實(shí)，不應(yīng)該進(jìn)入到討論中。

“You’re not negotiating for equal pay,” says Sorenson. “You’re negotiating for elevated pay.”
“你不是在商議平等工資，”Sorenson說(shuō)?！澳闶窃谏套h提高工資?！?/div>

聲明：本雙語(yǔ)文章的中文翻譯系滬江英語(yǔ)原創(chuàng)內(nèi)容，轉(zhuǎn)載請(qǐng)注明出處。中文翻譯僅代表譯者個(gè)人觀點(diǎn)，僅供參考。如有不妥之處，歡迎指正。

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