你剛剛獲得你的第一份工作。這是個讓人興奮也讓人充滿負擔(dān)的時刻。協(xié)商第一份薪水的預(yù)景更使你格外地氣餒，你不想惹毛任何人，因此你在考慮完全跳過談判。但是協(xié)商你的薪水非常重要，尤其是在你的第一份工作中。你的第一份薪水將會是你整個職業(yè)生涯的錨點，升職、分紅，甚至是退休儲蓄都會被你的第一份收入所影響。起點太低可能會是一個昂貴的錯誤。 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. 根據(jù)我們數(shù)十年來在研究協(xié)商的經(jīng)驗，我們指導(dǎo)本科生、研究生和高管們?nèi)绾稳f(xié)商，同時也為各個年齡層和世界各地的參與者提供談判研討會。我們想要拆穿許多阻止人回到談判桌的大眾誤區(qū)。 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.

誤區(qū)1：我沒有什么工作經(jīng)驗，所以我不具備任何議價能力

許多初次求職者都不明白，站在招聘的角度，招聘的過程也是充滿壓力的。雇主們需要篩選數(shù)十份，通常來說是上百份簡歷，花費了大量的時間選擇哪個申請者去面試，同時也付出了大量的時間在現(xiàn)場面試和選擇聘請上。從這點可以看，雇主在選擇候選人上付出了極大的投入。所以即使剛工作的新人也有一定的協(xié)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.

誤區(qū)2：我沒有另一份offer，所以我不能談判?

雖然沒有另一份工作給你更多的談判權(quán)力，但是你肯定可以去協(xié)商薪水，即使你連一份都沒有。請求（而不是要求）雇主能不能提高工資。如果不能，你仍然可以優(yōu)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.

誤區(qū)3：這份工作的薪資已經(jīng)超過我的期待，所以沒有必要再談判了?

如果一份工作薪資超過你的期待，它可能意味著你沒有很好地校準(zhǔn)自我。不要企圖通過不談判來避免你的失誤。你不希望開始一份工作的薪水比其他做同樣工作的人要少。

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.

誤區(qū)4：如果我是女性，我不應(yīng)該談判，人們會因此而不喜歡我

這種假設(shè)往往阻礙女性去議價。然而這并不是正確的。當(dāng)然，無論男女用咄咄逼人和傲慢的姿態(tài)去談判不值得建議。積極的、合作的以及解決問題的策略有利于達成一個好的交易，還能與你的同事建立一個有利的關(guān)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.

誤區(qū)5：經(jīng)濟不景氣，這不是協(xié)商薪水的好時機?

拋開過去十年間的經(jīng)濟挑戰(zhàn)，有天賦的人仍然很難找并且值得聘請。此外，大多數(shù)雇主故意在他們提供的薪水中留下一些空缺，期待著與被聘任的人進行談判。如果不這樣做，就喪失了本來可以獲取很大利益的機會。再者，薪水不是唯一需要談判的主題：學(xué)費報銷，工作日程，購房補助以及工作分配等，這些都是需要談判的。找出對你事業(yè)最重要的因素，然后針對這些主題與雇主進行協(xié)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.

誤區(qū)6：我可以從網(wǎng)上搜索到所有在談判前需要的薪水?dāng)?shù)據(jù)?

盡管目前網(wǎng)絡(luò)上充滿了一些很棒的網(wǎng)站所提供的大量關(guān)于薪水的數(shù)據(jù)，這些信息通常都非常普遍。你還應(yīng)該利用你的教育和職業(yè)網(wǎng)絡(luò)去做一些詳細調(diào)查。從你的教育機構(gòu)、朋友和同事那里收集有關(guān)薪資的信息。問問他們，“這個職位的合理薪酬是多少？”，而不是問他們賺多少。同時，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.

誤區(qū)7：準(zhǔn)備并不重要——薪酬的高低完全由我在談判現(xiàn)場的表現(xiàn)所決定?

你在談判之前所作的準(zhǔn)備比你所想象的重要得多，會戲劇化地影響你的談判表現(xiàn)。做好必要的準(zhǔn)備工作，找出什么是合理的，并與朋友演習(xí)談判的情景，直到你得到正確的答案。同時，在談判之前，一定要讓自己充滿自信：在我們的調(diào)查中，我們發(fā)現(xiàn)，它會幫助你回想起過去你充滿自信的狀態(tài)，讓你想象自己正在為朋友談判。

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.

誤區(qū)8：想要多少就提出多少

?

不！一定要求比你想要的多。談判涉及到一些反復(fù)，而不是簡單地是或否。留給你自己一些回旋的空間去達到你真正想要的。

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.

誤區(qū)9：如果新老板很快地答應(yīng)了，就去慶祝吧?

就求婚來說，能夠立馬得到肯定的回復(fù)是一件很棒的事，但是，對于薪酬談判而言，立即的肯定可能意味著你沒有要求更多。調(diào)查顯示，設(shè)置一個高但符合實際的目標(biāo)會提高談判結(jié)果。提前收集足夠的信息，確保你沒有“賤賣”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.

誤區(qū)10：被告知沒有意義的談判是個錯誤

借助談判，你在你的雇主面前展示了你將會變得堅定自信和你懂得如何去談判—這是非常有價值的技巧。在協(xié)商的過程中，你同樣也會學(xué)到一些東西，它有利于你未來的談判。把這次談判當(dāng)作一次了解薪酬是如何決定的和你的新公司是如何做出決策的機會。

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. 談判技巧對于你事業(yè)的成功非常重要，所以不要為這些誤區(qū)買單。如果你做好功課，為你所需進行談判，在未來的歲月里，你將收獲巨大的利益。 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. 琳達·巴布科克是詹姆斯沃頓商學(xué)院經(jīng)濟學(xué)教授，還是卡內(nèi)基梅隆大學(xué)社會與決策科學(xué)專業(yè)系主任。她曾在經(jīng)濟學(xué)、心理學(xué)以及法學(xué)等方面的高級期刊上發(fā)表過文章，2003年，她出版的《

Women Don’t Ask

》一書被財富雜志評為“75本有史以來最聰明的商業(yè)書籍”。 茱莉亞·貝爾是紐約州立大學(xué)石溪分校商業(yè)學(xué)院的助理教授。她獲得了卡內(nèi)基梅隆大學(xué)的博士學(xué)位。她研究性別在談判和組織中的作用，在頂級心理學(xué)和管理學(xué)期刊上發(fā)表過成果。