【中英双语】要想拿到高薪水，这十个误区要避开

你刚刚获得你的第一份工作。这是个让人兴奋也让人充满负担的时刻。协商第一份薪水的预景更使你格外地气馁，你不想惹毛任何人，因此你在考虑完全跳过谈判。但是协商你的薪水非常重要，尤其是在你的第一份工作中。你的第一份薪水将会是你整个职业生涯的锚点，升职、分红，甚至是退休储蓄都会被你的第一份收入所影响。起点太低可能会是一个昂贵的错误。 You just got your first job offer. It’s an exciting and stressful time. The prospect of negotiating your salary feels especially daunting — you don’t want to ruffle any feathers. So you’re thinking about skipping the negotiation altogether. But negotiating your salary is extremely important, especially in your first job. Your starting salary serves as an anchor throughout your career, with raises, bonuses, and even retirement savings influenced by that initial amount. Starting too low could be a costly mistake. 根据我们数十年来在研究协商的经验，我们指导本科生、研究生和高管们如何去协商，同时也为各个年龄层和世界各地的参与者提供谈判研讨会。我们想要拆穿许多阻止人回到谈判桌的大众误区。 Based on our decades of experience with researching negotiation; teaching negotiation to undergraduate students, graduate students, and executives; and giving negotiation workshops to participants of all ages and all over the world, we would like to debunk many of the common myths that hold people back at the negotiation table.

误区1：我没有什么工作经验，所以我不具备任何议价能力

许多初次求职者都不明白，站在招聘的角度，招聘的过程也是充满压力的。雇主们需要筛选数十份，通常来说是上百份简历，花费了大量的时间选择哪个申请者去面试，同时也付出了大量的时间在现场面试和选择聘请上。从这点可以看，雇主在选择候选人上付出了极大的投入。所以即使刚工作的新人也有一定的协商薪水的能力。

Myth #1: This is my first job — I don’t have experience, so I don’t have any bargaining power. 

Many first-time job seekers fail to understand that the hiring process is also very stressful on the hiring side. Employers screen dozens 

— 

often hundreds 

—

 of résumés, spend countless hours choosing applicants to interview, devote a considerable amount of time to on-site interviews, and then select an applicant to hire. By this point employers are extremely invested in the chosen candidate. So even entry-level candidates have some bargaining power.

误区2：我没有另一份offer，所以我不能谈判 

虽然没有另一份工作给你更多的谈判权力，但是你肯定可以去协商薪水，即使你连一份都没有。请求（而不是要求）雇主能不能提高工资。如果不能，你仍然可以优雅地接受。

Myth #2: I don’t have another offer, so I can’t negotiate.

Although having an alternative offer gives you more bargaining power, of course, you can negotiate even without one. Ask (rather than demand) whether the employer can increase the offer. If the answer is no, you can still gracefully accept.

误区3：这份工作的薪资已经超过我的期待，所以没有必要再谈判了 

如果一份工作薪资超过你的期待，它可能意味着你没有很好地校准自我。不要企图通过不谈判来避免你的失误。你不希望开始一份工作的薪水比其他做同样工作的人要少。

Myth #3: The offer is more than what I was expecting, so there’s no need to negotiate.

If the offer is more than you expected, it probably means that you aren’t well calibrated. Don’t compound your mistake by not negotiating. You don’t want to start a job getting paid less than others doing the same work.

误区4：如果我是女性，我不应该谈判，人们会因此而不喜欢我

这种假设往往阻碍女性去议价。然而这并不是正确的。当然，无论男女用咄咄逼人和傲慢的姿态去谈判不值得建议。积极的、合作的以及解决问题的策略有利于达成一个好的交易，还能与你的同事建立一个有利的关系。

Myth #4: I shouldn’t negotiate if I’m a woman — people won’t like me.

This presumption often holds women back from negotiating, and it isn’t necessarily true. Of course, negotiating in an aggressive and overbearing manner is not advisable — that is true for both men and women. However, positive, cooperative, and problem-solving strategies are effective for getting a good deal and for building a positive relationship with your counterpart.

误区5：经济不景气，这不是协商薪水的好时机 

抛开过去十年间的经济挑战，有天赋的人仍然很难找并且值得聘请。此外，大多数雇主故意在他们提供的薪水中留下一些空缺，期待着与被聘任的人进行谈判。如果不这样做，就丧失了本来可以获取很大利益的机会。再者，薪水不是唯一需要谈判的主题：学费报销，工作日程，购房补助以及工作分配等，这些都是需要谈判的。找出对你事业最重要的因素，然后针对这些主题与雇主进行协商。

Myth #5: The economy isn’t great, so it’s a bad time to negotiate.

Despite the challenging economy during the past decade, good talent is still hard to find and valued by employers. Furthermore, most employers purposely leave some slack in the salary that they offer, anticipating a negotiation. Failing to do so leaves that extra money on the table. Plus, salary isn’t the only negotiable item: Tuition reimbursement, work schedule, relocation reimbursement, and initial job assignment are some examples of additional negotiable items. Consider what matters most for your career and negotiate those issues.

误区6：我可以从网上搜索到所有在谈判前需要的薪水数据 

尽管目前网络上充满了一些很棒的网站所提供的大量关于薪水的数据，这些信息通常都非常普遍。你还应该利用你的教育和职业网络去做一些详细调查。从你的教育机构、朋友和同事那里收集有关薪资的信息。问问他们，“这个职位的合理薪酬是多少？”，而不是问他们赚多少。同时，不要忘了薪酬中的地域因素。

Myth #6: An online search will provide the salary data I need before the negotiation. 

While the internet is replete with great websites containing plenty of salary data, that information is often very general. You should also do some legwork using your educational and professional networks. Collect information about salaries from your educational institution and from friends and colleagues. Ask them, “What is a reasonable salary offer for this position?” rather than asking them how much they earn. And don’t forget to factor in regional differences in salaries.

误区7：准备并不重要——薪酬的高低完全由我在谈判现场的表现所决定 

你在谈判之前所作的准备比你所想象的重要得多，会戏剧化地影响你的谈判表现。做好必要的准备工作，找出什么是合理的，并与朋友演习谈判的情景，直到你得到正确的答案。同时，在谈判之前，一定要让自己充满自信：在我们的调查中，我们发现，它会帮助你回想起过去你充满自信的状态，让你想象自己正在为朋友谈判。

Myth #7: Preparation doesn’t really matter — it all boils down to how I present myself during the negotiation.

What you do 

prior 

to the negotiation matters more than you think and dramatically affects your negotiation performance. Do your homework to find out what is reasonable to negotiate for, and practice the negotiation with a friend until you get it right. Also, get yourself in a confident mindset before negotiating: In our research we found that it helps to recall when you’ve been assertive in the past and to imagine that you are negotiating for a friend.

误区8：想要多少就提出多少

不！一定要求比你想要的多。谈判涉及到一些反复，而不是简单地是或否。留给你自己一些回旋的空间去达到你真正想要的。

Myth #8: Ask for what you want.

No! Ask for 

more

 than you want. Negotiations involve some back-and-forth, not simply a yes or no. Leave yourself some wiggle room to “concede” to what you really want.

误区9：如果新老板很快地答应了，就去庆祝吧 

就求婚来说，能够立马得到肯定的回复是一件很棒的事，但是，对于薪酬谈判而言，立即的肯定可能意味着你没有要求更多。调查显示，设置一个高但符合实际的目标会提高谈判结果。提前收集足够的信息，确保你没有“贱卖”自己。

Myth #9: If your new boss says yes immediately, go celebrate.

Although getting an immediate yes is great for a marriage proposal, in a salary negotiation an immediate yes probably means you didn’t ask for enough. Research indicates that setting a high but realistic target improves negotiation outcomes. Collect enough information ahead of time to know you aren’t selling yourself short.

误区10：被告知没有意义的谈判是个错误

借助谈判，你在你的雇主面前展示了你将会变得坚定自信和你懂得如何去谈判—这是非常有价值的技巧。在协商的过程中，你同样也会学到一些东西，它有利于你未来的谈判。把这次谈判当作一次了解薪酬是如何决定的和你的新公司是如何做出决策的机会。

Myth #10: Being told no means negotiating was a mistake.

By negotiating, you’ve shown your employer that you are willing to be assertive and that you know how to negotiate — a valuable skill. You may also learn a few things during the negotiation that will be helpful for future negotiations. Use it as an opportunity to understand more about how salaries are determined and how decisions are made in your new organization. 谈判技巧对于你事业的成功非常重要，所以不要为这些误区买单。如果你做好功课，为你所需进行谈判，在未来的岁月里，你将收获巨大的利益。 Negotiation skills are crucial for your career success, so don’t buy into these myths. If you do your homework and negotiate for what you want, you will reap significant benefits for years to come. 琳达·巴布科克是詹姆斯沃顿商学院经济学教授，还是卡内基梅隆大学社会与决策科学专业系主任。她曾在经济学、心理学以及法学等方面的高级期刊上发表过文章，2003年，她出版的《

Women Don’t Ask

》一书被财富杂志评为“75本有史以来最聪明的商业书籍”。 茱莉亚·贝尔是纽约州立大学石溪分校商业学院的助理教授。她获得了卡内基梅隆大学的博士学位。她研究性别在谈判和组织中的作用，在顶级心理学和管理学期刊上发表过成果。