入职薪酬谈判技巧
This article is based on a talk by Alexandra Dickinson, CEO of Ask For It, at South by Southwest (SXSW) 2018. Her negotiation framework was originally made available to Platinum and Interactive Badge holders for an admission price of $1,395 per person. After the talk, the notes were shared widely among women in tech with the goal of closing the wage gap through salary negotiations. At Google, I used some of these tips to successfully re-negotiate my own pay and indirectly increased the salaries of several of my fellow long-tenured peers as well.
本文基于Ask for It首席执行官Alexandra Dickinson在South by Southwest(SXSW)2018上的讲话。她的谈判框架最初是为铂金和互动徽章持有人提供的，入场价为每人1,395美元。 会谈后，这些笔记在高科技领域的女性中广泛分享，目的是通过工资谈判来缩小工资差距。 在Google，我使用了一些技巧来成功地重新协商自己的薪水，并间接提高了我一些长期合同的同行的薪水。
This has been updated in 2020 for Better Programming. If you’re about to enter salary negotiations this year, here are some tips to consider using to get the best offer possible. Hope this helps!
为了更好的编程在2020年更新。 如果您今年将要进入薪资谈判，这里有一些技巧可以考虑使用以获得最佳报价。 希望这可以帮助！
谈判框架 (The Negotiation Framework)
(For new starting salaries, raises, salary adjustments, and beyond.)
(对于新的起始薪水，加薪，薪金调整，以及其他。)
Alexandra Dickinson, the CEO of Ask For It, says to always go into salary negotiations looking for a win-win situation for both parties “with a creative problem-solving mindset.” Because the employer has spent time and money to find you, they’ll be feeling out your expectations, too. Like any other professional situation, it pays to be prepared.
Ask For It的首席执行官亚历山德拉·狄金森(Alexandra Dickinson)表示，始终要进行薪资谈判，以“具有创造性的解决问题的思维方式，寻求双方的双赢局面。” 因为雇主花费时间和金钱来找到您，所以他们也会感到您的期望。 像任何其他专业情况一样，需要付出准备。
Do not wait to see what they offer you. Always enter a salary negotiation with these three numbers: your wish, your want, and your walk. Being the first person to put a number on the table anchors the conversation around that number. It also moves decision-making forward so everyone feels progress is being made.
不要等到他们为您提供什么。 请始终使用以下三个数字进行薪资谈判：您的愿望，您的需求和您的步行。 作为第一个在桌子上放一个数字的人，可以围绕该数字进行对话。 它还可以推动决策制定，因此每个人都感觉正在取得进展。
运作方式-请牢记以下三个数字： (How this works — have these three numbers in mind:)
Wish: Higher than your want, “just left of crazy, but not unheard of.” [Ex: $150K]
希望：高于您的期望，“只是疯狂而已，但并非闻所未闻”。 [例如：15万美元]
Want: Your target salary [Ex: $120K]. This is what you’re ultimately hoping to get out of this negotiation.
想要：您的目标薪水[例如：$ 120K]。 这就是您最终希望摆脱此协商的原因。
Walk: The minimum you’re willing to take here. Anything below it makes this a deal you’d walk away from.
步行：您愿意在这里走的最低限度。 它下面的任何内容都使您无法达成协议。
积木 (The Building Blocks)
你的愿望 (Your wish)
Always start with your wish and state it confidently. It’s normal to worry that the company will walk away if the number is too high, but from the perspective of the company, many people haven’t gotten to the stage you’re at. More often than not, you’ll get a counteroffer saying, “We probably can’t match that… but what about this?”
始终从您的愿望开始，并自信地陈述它。 通常担心的是，如果人数太高，公司会走开，但是从公司的角度来看，很多人还没有进入您所处的阶段。 通常情况下，你会得到一个还价说，“我们可能不能匹配......可是你知道吗？”
Consider bringing supporting data to back up your wish as well. (More on this later.) For now, just remember to make your wish number a little higher than initially planned and to only ask for it: “I would like X.”
也可以考虑携带支持数据来支持您的愿望。 (有关更多信息，请稍后。)现在，请记住要使您的愿望号码比最初计划的要高一些，只要求它 ：“我想要X。”
你想要的 (Your want)
For women: Consider setting your want number up to 20% higher than what you had initially planned. This will match what men will typically ask for.
对于女性：考虑将您的需求数量设置为比最初计划高出20％。 这将符合男性通常的要求。
你走 (Your walk)
Keep firm on this. If you take the lowball offer, you’ll be resentful and back on the job hunt in no time.
坚持这一点。 如果您接受低价报价，您会感到不满，并且会立即找工作。
谈判前要知道 (To Know Before You Negotiate)
为什么要锚点？ (Why anchor?)
Again, your wish should be the first number thrown out; typically, negotiations are built around this, and there have been many psychological studies around its effectiveness. Some companies will try to anchor you very early in the process (via the application) or make it seem impossible to get a counteroffer. Do not fall for this. If it’s in the application form, enter $0, $1,000,000, or “negotiable.”
再次， 您的愿望应该是第一个抛出的数字； 通常情况下，谈判是围绕此展开的，围绕其有效性进行了许多心理学研究。 一些公司会在过程的早期(通过应用程序)尝试锚定您，或者使您似乎无法获得还价。 不要为此而倒下。 如果在申请表中，则输入$ 0，$ 1,000,000或“可协商”。
不要分享您的薪水历史 (Don’t share your salary history)
Since people’s salary history can be influenced by bias before we’ve gained more experience, it usually is not wise to share this. It’s also illegal to ask about salary history in some states, including California and New York. If a recruiter asks for this, you can offer to discuss it in person or say, “I’m not comfortable discussing that, but I’m happy to provide a pay stub to verify my salary if we get to that” (after an offer is made/accepted).
由于在我们获得更多经验之前，人们的薪资历史可能会受到偏见的影响，因此通常不明智地分享这一点。 在某些州，包括加利福尼亚州和纽约州，询问工资历史记录也是违法的。 如果招聘人员要求这样做，您可以提出亲自讨论，或者说：“我不愿意讨论这个问题，但是很高兴提供薪水单，以核实我的工资”(提供/接受)。
一笔交易符合以下接受标准： (A good deal meets the following acceptance criteria:)
- It meets your “want.” 它符合您的“需求”。
- It’s better than the alternatives you have in mind. 它比您想到的替代方案要好。
- It exceeds your walk score. 它超出了您的步行分数。
知道你的价值 (Know your worth)
As a human being, you’re priceless, but don’t ignore the essential first step of due diligence. Know the value of your skills in the marketplace.
作为人类，您是无价之宝，但请不要忽略尽职调查的第一步。 了解您在市场上的技能的价值。
阅读职位描述，以了解公司的需求 (Read the job description to get a sense of what the company needs)
Consider which of your strengths or “superpowers” apply to the job. Successfully highlighting your qualifications is one of the best ways to differentiate yourself from your peers who are using generic resumes. Think about the value you bring — either the value you created at your last job or elsewhere. Also, if you know what stage the company is in, using metrics thoughtfully can be helpful if you have any to share.
考虑一下您的哪项优势或“超级能力”适合您的工作。 成功地彰显您的资格是使自己与使用普通简历的同龄人区分开来的最佳方法之一。 考虑一下您带来的价值-您在上一份工作或其他工作中创造的价值。 另外，如果您知道公司所处的阶段 ，请谨慎使用指标，如果您有什么需要分享的话。
收集证据，并保持方便： (Gather evidence, and keep it handy:)
需要多少钱和工具 (How Much to Ask for & Tools)
步骤1：开始线上 (Step 1: Start online)
A lot more people have volunteered their salary data to online databases now compared to 2018. Start your research on the usual suspects: salary.com, payscale.com, glassdoor.com, comparably.com, and more recently, teamblind.com
与2018年相比，现在有更多人将薪水数据自愿提供到在线数据库中。开始研究常见的犯罪嫌疑人： salal.com ， payscale.com ， glassdoor.com ， comparably.com ，以及最近的teamblind.com。
Blind App is particularly useful to read play-by-play descriptions of the interview process. Because of companies that use “cool off” periods, learning from others’ experiences can be invaluable to help reduce your anxiety and be prepared with what could happen next.
Blind App对于阅读面试过程的逐场描述特别有用。 由于公司使用的是“冷静期”，因此，从他人的经验中吸取教训对于减少您的焦虑感并为接下来发生的事情做好准备非常宝贵。
步骤2：与其他人交谈 (Step 2: Talk with other humans)
Doing so will help you get an understanding of the going rate.
这样做将帮助您了解运行速度。
Dickinson recommends talking to six people at least (and half of them must be men). She says:
狄金森建议至少与六个人交谈(其中一半必须是男人)。 她说：
This can be an uncomfortable exercise… try wording it [this way]:
这可能是一个不舒服的练习……尝试用这种方式措词：
“I’m doing research because _____, and I think you have some information that could help me. Would you be able to share your ballpark salary with me?” … “and I’d be happy to follow up and let you know how it went.”
“我正在进行研究是因为_____，我认为您掌握了一些可以帮助我的信息。 您能和我分享您的基本工资吗？” ……“我很乐意跟进，并告诉您进展如何。”
[Asking for a ballpark salary may make people a little more comfortable with sharing. More often than not, they’ll want to help you out.]
[寻求标准工资可能会使人们更愿意分享。 通常，他们会想要帮助您。]
步骤3：不要忘记这些荣誉奖 (Step 3: Don’t forget these honorable mentions)
While not typically the focus of negotiations, consider thinking about the following two things:
虽然通常不是谈判的重点，但请考虑以下两点：
- 401K company match percentage: I’ve seen anywhere between 0% to 50%. 401K公司匹配百分比：我看过0％到50％之间的任何地方。
Number of vacation days: I’ve seen anywhere between three to six weeks.
休假天数： 我见过三到六个星期之间的任何地方。
An extra week of vacation means you get back 40 additional hours of your time, and a company 401K match means more money in your pocket once you retire, plus compound interest. These considerations can be significant in the long-term.
延长一周的假期意味着您将获得40个小时的额外时间，而公司401K比赛意味着您退休后口袋里的钱会增加，再加上复利。 从长远来看，这些考虑可能很重要。
何时谈判 (When to Negotiate)
Don’t negotiate until you know they’re interested in hiring you. Bringing numbers up too early or midway puts you at a disadvantage because it allows them to anchor you to a pre-determined salary range even when there’s always wiggle room. If you read the interview experiences from the sites above, then you’ll know: There’s still some wiggle room even at the end.
在您知道他们有兴趣雇用您之前，请不要进行谈判。 提早或中途调高数字会使您处于不利地位，因为即使在总是有空间的情况下，它也可以使您将工资固定在预定的薪水范围内。 如果您从上面的站点阅读了采访经历，那么您将知道： 甚至到最后，仍有一些回旋余地。
However, they first must want to have you before you can put your wish number on the table. You have the most leverage when everyone wants the deal to happen.
但是，在将您的愿望号码放在桌子上之前，他们首先必须要有您。 当每个人都希望达成交易时，您拥有最大的杠杆作用。
更多提示，由 Ask for It提供 ： (More tips, courtesy of Ask For It:)
- Be precise instead of using round numbers ($82K instead of $80K). 要精确一些，而不要使用整数($ 82K而不是$ 80K)。
- Silence is golden. Put your number out there and then just zip it. Don’t yammer on — wait at least five seconds and force the other party to be the one yammering. Ask yourself: “How much are you willing to pay to avoid this awkward silence?” 沉默是金。 将您的号码放在那儿，然后将其压缩。 不要继续发短信-至少等待五秒钟，然后迫使另一方继续发短信。 问问自己：“您愿意为避免尴尬的沉默付出多少？”
- Pay attention to your instincts. If they’re jerks, you don’t want to be working there anyway. 注意您的直觉。 如果他们是混蛋，那么您无论如何都不想在那里工作。
- Lean on your research and refer to it. “According to my research...” “And I didn’t take what I read online as gospel; I spoke to six people with this role, and this is the market rate.” “I did some benchmarking; I didn’t just pick this number out of a hat.” 依靠您的研究并参考它。 “根据我的研究...”“而且我没有把我在网上读到的东西当作福音； 我和担任这个角色的六个人进行了交谈，这就是市场价格。” “我做了一些基准测试； 我不只是从帽子里挑出这个数字。”
- Don’t just think about the salary you want. Think about professional development opportunities, leadership opportunities, vacation, work from home time, or other benefits you would like. 不要只考虑您想要的薪水。 考虑专业发展机会，领导机会，假期，在家工作或其他您想要的福利。
- Don’t lose fans or friends: Go back and forth maybe one to two times throughout the negotiation; not more. 不要失去粉丝或朋友：在整个谈判过程中，可能要来回一两次。 不多。
索要 (Asking for It)
Learning to ask for what you want is hard because we’re taught at an early age that being self-interested is immortal or selfish. However, this way of thinking puts job seekers at a disadvantage because the hiring process is designed to be flexible to negotiation.
学习问问自己想要什么很难，因为我们从小就被教导说，自私自利是不朽或自私的。 但是，这种思维方式使求职者处于不利地位，因为招聘过程旨在灵活地进行谈判。
If you need to, practice using these magic words at home: “I would like…”
如果需要，在家练习使用这些神奇的词： “我想要……”
“I would like… a raise this year,”
“我想……今年加薪，”
“I would like… a salary of X.”
“我想要……薪水X。”
“I would like… you to take the dog for a walk and take out the trash.”
“我想……你带狗去散步，拿出垃圾。”
Yup, it even works for household tasks!
是的，它甚至可以执行家务！
放在一起 (Putting It All Together)
If you did all of these steps, then the process of putting it all together should feel pretty linear.
如果您完成了所有这些步骤，则将它们放在一起的过程应该感觉很线性。
First, state your evidence:+ Value you’ve created+ Value you’ve saved+ Your superpowers
首先，说明您的证据：+您创造的价值+您保存的价值+您的超能力
Then, summarize your research: “According to my research…” And then, ask for it: “I would like…”
然后，总结您的研究：“根据我的研究……”，然后要求它：“我想要……”
你觉得呢？ (What Did You Think?)
I hope this was helpful or educational! Not just me, but women whom I care about in my life have used these negotiation best practices to improve their lives, ask for pay raises, and more.
希望这对您有所帮助或有益！ 不只是我，还有我一生中关心的女性都使用了这些谈判最佳实践来改善自己的生活，要求加薪等等。
If this was interesting to you, you can check out the original links to the SXSW Session and Google Slides from Alexandra Dickinson. Also, a big shoutout to Janine Kahn from Airbnb who shared the accompanying notes publicly afterward, which is how it got to me and my wife when we were looking for tools like these in our own careers.
如果您对此感兴趣，则可以查看Alexandra Dickinson的SXSW会话和Google幻灯片的原始链接。 此外，来自Airbnb的Janine Kahn大喊大叫，随后公开分享了随附的笔记 ，这就是当我们在自己的职业中寻找类似工具时，这对我和我的妻子的影响。
If you have any questions, feel free to leave them as responses. Thanks!
如果您有任何疑问，请随时将其保留为答复。 谢谢！
入职薪酬谈判技巧
