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/03 20 今天分享的是职场英文，主题是：运用洽谈策略，缩小薪资差距。作者是JEAN CHATZKY，英文据www.thebalance.com，中文为本公号创建人浦亮元翻译，全文2427字，觉得有用，请分享出去！（有建议，或者需要简历修改，或者需要商务合作，直接联系微信号puliangyuan）  运用洽谈策略，缩小薪资差距 Narrow Your Pay Gap  前言 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. 你听说过美国的男女性别之间的工资差距，而且可能会在睡眠中大声说出统计数字，特别是女性相对于男性少赚79美分。 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. 我们不会尝试去解决国内的工资差距，却可以告诉你如何去缩小个人的薪资差距。这是你需要知道的，你要赚更多的薪资。 你需要了解什么
你需要了解什么 “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. 求职专家艾莉森-多伊尔称，“首先，你得知道自己值多少钱，以及在同等职位上的男性值多少钱。” You can start by going to Glassdoor.com, Payscale.com, Indeed.com 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. 你可以从Glassdoor.com、PayScale.com、Indeed.com等薪酬网站去了解正在寻找的职位的薪资是怎么样的。你得知道，这些数字是以男性与女性的平均工资为基础的，有可能会低于平均工资。你要与男性的平均工资水平持平，所以，最好是把你在这些薪酬网站上发现的薪资数据的基础上再加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.” 人力资源和就业委员会也是很好的信息来源，多伊尔指出，“要问：这个职位的薪资是否有范围？一些职位的薪资在网站上是被准确列出来了。” 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. Optimum Associates副总裁本-苏伦森博士称，如果你在洽谈加薪，而不是一个新的工作，你也需要很好地去处理自己所做出的贡献。与其试图去创建一个能够回顾过去的文档，倒不如从今天开始继续前行。如果你收到老板赞扬你h获得重大胜利的邮件，那么，请把它放在文件夹内。 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. 你在在销售数字上扮演的角色也是一样，需要将销售上取得的成就放在文件夹内，尤其是可以显示今年的业绩比去年有所改善的。 你应该说什么？ What You Need to Say 你应该说什么 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. 收到工作邀请时，很想来一小段欢快的舞蹈。不过，仅仅去想想就好了，请不要让工作邀影响到自己的面部表情。记得说“谢谢”（多伊尔说：“友好而非争论”才是关键），然后说，自己需要再考虑一下。 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.” 在准备回应时，有一个方法可以要求更高薪资：“收到这样的工作邀请，我非常兴奋，不过，根据我的研究，这份工作邀请的薪资似乎很低。”同时，让公司知道他们不是你的不二选择：“我需要告诉其他的公司，我可以很有礼貌地告诉他们，我有工作邀请。我也会为你这样来告诉贵单位。” 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. 相反，如果你要求加薪，就需要不同的语言来表达。再说一遍，要回到自己的业绩上。（早期的一位老板说过了一段类似于约翰-肯尼迪说过的即兴段子，来劝我：“不要想你的公司为你做了什么，而要想一想，你为公司做了什么。”）请把加薪的要求放到台面上，然后问：“鉴于这样的业绩，是否可以得到加薪？”“如果答案是：不，请立即跟上这样一句话：“基于我的职位与业绩，对于提高我的工资水平，我想得到你的反馈，”索伦森建议道。 你不应该说什么？ What You Shouldn’t Say 你不应该说什么 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 equalpaynegotiations.com. 申请一份新工作时，询问薪资历史，或者询问你想要多少薪资是很常见的。equalpaynegotiations.com 创始人凯蒂-多诺万说：请不要回答这些问题。 “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. 多诺万称，“回答任何一个问题，都会让你的薪资遭受压价，”她补充说：如果在线申请，在历史薪资或者期望薪资上面不要去填内容。 (“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.”) （她说，“如果该项是必填的，请录入数字0，对于绝大多数的系统都是能够接受0的，这些系统仅仅是寻找一个数字而已”） 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. 如果有人问你现在工资多少？多诺万说，“如果你属于私营公司工作的那60%的美国人的话，那么，薪资实际上是保密的。”马萨诸塞州规定在求职面试中询问历史薪资是违法的，而这种趋势有可能在全国范围内展开。所以，很多情况下，你可以诚实地说你不会泄露薪资秘密。 Or you can find another way to dodge the question: 或者，你可以找到另一种回避这一问题的方法： “It’s not about me, it’s about the job. What is the job budgeted for?” “这不是关于我个人历史薪资问题，而是关于这份工作。请问，这份工作的预算是怎么样的？” “I’m moving from a city where the cost of living is less expensive.” “我要搬到一个生活成本相对便宜的城市去。” “I just got a graduate degree, so I’m not sure my past salary is relevant.” “我刚拿到研究生的学位，所以，我不确定我过去的薪水是否合适。” 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. 多伊尔称，如果以上回避的方法都不管用，你可以给对方一个范围，但需要附上为什么自己的期望薪资要在岗位的最高范围。 怎么说？ How to Say It 怎么说 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. 我一直赞同电影《艾琳·布洛科维奇》（中文译名是：永不妥协）中茱莉亚-罗伯特与《电子情书》”中的梅格-瑞恩说的：工作是属于个人的。由于这个原因，我们可能会很情绪化。在洽谈薪资时，你必须把感情抛在一边。这意味着公平的理念-事实上，公司的其他人可能会赚更多的薪资-不过，请不要讨论这个问题。 “You’re not negotiating for equal pay,” says Sorenson. “You’re negotiating for elevated pay.” 索伦森说，“你不是在洽谈同工同酬，而是在洽谈提高工资”。  |
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