双语职场：掌握技巧，你也可以加薪！

 　　5 Tips for Salary Negotiations² in a Down Economy

　　在经济低迷时期协商薪资的5大方法

　　Even in a down economy, you can negotiate your salary -- whether for a new job, a promotion³, or a raise in your current position. The key to a successful negotiationis to be prepared -- and the more you know about yourself and your worth, the better your potential outcome.

　　即使是在经济低迷时期，不管是新工作、职位晋升还是你当前的工作，你都可以和雇主协商你的薪资。成功协商的关键是要做好充分准备，对自身的价值了解得越多，结果就会越好。

　　Promoter types, such as Donald Trump⁴, are naturally skilled in all types of negotiation¹. The rest of us can use a few tips that promoters seem to know instinctively⁵:

　　像Donald Trump这样的推销员天生擅长各种协商。而我们其他人则可以学习一些推销员都耳熟能详的方法：

　　1) Timing⁶ is everything. In salary negotiations, the one who mentions money first loses. For a new job, never negotiate salary or other benefits until you have an offer of employment. For new employment, a new position or for a raise, talk about your future contributions to the company before money discussions start.

　　时间就是一切。在薪资协商中，第一个提到钱的人就是输家。找新工作时，除非雇主给你开出了一份工作，否则绝对不要先提出薪资或其他福利问题。在找新工作，工作调动或晋升中，谈钱之前，先谈谈你在将来对公司能做出哪些贡献。

　　2) Know what you are worth. Many hard-working contributors tend to look to others to praise and reward them for their worth and may not do the homework to get real facts. They tend to give their power away to the employer. It is best to research salary ranges before you start the negotiation. Know the average salary for candidates with your education and skills in that type of position, in that type of industry, and in that geographicallocation. Search the Internet for salary information and also consult professional organizations.

　　明白你的价值。很多勤劳工作者总是依赖别人对他们的价值做出表扬或嘉奖，而不是自己去做功课，明白自己的真实价值所在。他们总是将自己的权利交给雇主。在你开始薪资谈判之前，最好先调查一下大概的薪资范围。调查清楚在你所在地，那些和你有相同学历、相同能力水平的同行的薪资范围是多少。在网络上搜索薪资信息，并向专业协会咨询相关信息。

　　3)Know what you can contribute. Analytic⁷ people, in particular, love to solve systems problems, but they may get too technical in telling about their ideas so they need to learn to quantifythe benefits to their audience. Many customer service people are great in emergencies and need to focus on how they have solved past crises. Operations people cut risks and ensure that operations go smoothly⁸. Catalysts⁹ help people work effectively in teams to create a better future. If you can't state what you have done to help the company and what you intend to do, you'll lose in negotiations.

　　知道你能够做出哪些贡献。分析专家特别喜欢解决系统问题，但是他们在传达自己思想的时候所使用的语言却过于技术性，所以他们需要学习怎么样才能将观众的利益量化。很多客户服务人员都非常擅长处理紧急事件，而他们需要学习的就是怎样处理过去的危机。操作人员减少风险，并确保一切运转正常。协调人员帮助团队中的人员更有效的工作，创造一个更美好的未来。如果你不能说明你的所作所为给公司带来了什么样的帮助，以及打算接下来怎么做的话，你就失去了谈判的资格。

　　Think in terms of money or time saved, resources preserved, problems solved, and opportunities or new products created. If you can assign value in terms of numbers, you'll enhance your negotiating stance. Learn more about yourself to help communicate your personal value by taking a personality assessment¹⁰.

　　想一想你是否曾经为公司节省金钱(时间)、保护资源、解决问题、创造机会或新产品。如果你能够将你的价值量化出来，那么就提高了你的谈判立场。通过进行自我评估来判定你的个人价值，从而帮助你更好地进行谈判。

　　4) Work toward a win/win situation. Focus on mutual¹¹ goals. Negotiations that are open dialogues rather than adversarialpositions get the most for everyone. Avoid commitment words like "always," "must," "never," and "won't consider." If you don't get all you want, don't take it personally or become angry. Before you enter the negotiation, see if you can state the company's side in terms of present conditions. Those who can understand the issues on both sides of the table are the most successful.

　　努力使情况变成双赢的局面。将重点放在共同的利益上。协商更多的是开放性的对话，而不是站在敌对的立场上为每个人争取最大的利益。避免说“总是”“必须”“绝不”以及“不会考虑”等这样的口头性承诺。如果你没有得到你想要的，不要太介意，也不要生气。在你协商之前，站在公司的立场看看你是否能够接受目前的条件。那些能够理解两边情况的人才是最大的赢家。

　　5) Seek creative alternatives. Often times in negotiations, a person does not achieve everything they would like, especially in the area of salary. What other things might be important to you? A bonus, cell phone or PDA, childcare services, association membership, commuting¹² and parking costs, company car, computer equipment, flexiblework schedule, telecommuting, profit sharing and savings¹³ plans, etc. Decide what options are the most important to you and put them on the table.

　　找到有创意的替代性方法。在很多协商中，人往往都不能得到他们所想要的全部，特别是在薪资协商的时候。还有没有其他事情对你来说也是很重要的呢?比如红利、电话或PDA、儿童看护服务、协会会员、交通费、停车费、公司汽车使用或电脑设备等的使用权、灵活的工作制度、远程办公、分红或储蓄计划等。看看哪个对你最有利，然后提出来。

　　Finally, celebrate. No matter if you got all you wanted, got some of what you wanted, or even didn't get anything you wanted, it is time to celebrate that you participated in a negotiation. Each time you participate, you learn something new. The negotiations concern a strictly¹⁴ economic issue -- not a statement of your personal worth.

　　最后，庆祝一下吧。不管是否得到了你全部想要的，或是得到了你想要的一部分，甚至是一点收获都没有，你都要庆祝下你进行了协商。每次你都可以从协商中学会一些新东西。另外，协商和经济状况密切相关，而不是仅由你个人价值的陈述来决定的。

1 negotiation   

n.谈判，协商

参考例句：

• They closed the deal in sugar after a week of negotiation.经过一星期的谈判，他们的食糖生意成交了。
• The negotiation dragged on until July.谈判一直拖到7月份。

2 negotiations   

协商( negotiation的名词复数 )； 谈判； 完成（难事）； 通过

参考例句：

• negotiations for a durable peace 为持久和平而进行的谈判
• Negotiations have failed to establish any middle ground. 谈判未能达成任何妥协。

3 promotion   

n.提升，晋级；促销，宣传

参考例句：

• The teacher conferred with the principal about Dick's promotion.教师与校长商谈了迪克的升级问题。
• The clerk was given a promotion and an increase in salary.那个职员升了级，加了薪。

4 trump   

n.王牌，法宝；v.打出王牌，吹喇叭

参考例句：

• He was never able to trump up the courage to have a showdown.他始终鼓不起勇气摊牌。
• The coach saved his star player for a trump card.教练保留他的明星选手，作为他的王牌。

5 instinctively   

adv.本能地

参考例句：

• As he leaned towards her she instinctively recoiled. 他向她靠近，她本能地往后缩。 来自《简明英汉词典》
• He knew instinctively where he would find her. 他本能地知道在哪儿能找到她。 来自《简明英汉词典》

6 timing   

n.时间安排，时间选择

参考例句：

• The timing of the meeting is not convenient.会议的时间安排不合适。
• The timing of our statement is very opportune.我们发表声明选择的时机很恰当。

7 analytic   

adj.分析的，用分析方法的

参考例句：

• The boy has an analytic mind. 这男孩有分析的头脑。
• Latin is a synthetic language,while English is analytic.拉丁文是一种综合性语言，而英语是一种分析性语言。

8 smoothly   

adv.平滑地，顺利地，流利地，流畅地

参考例句：

• The workmen are very cooperative,so the work goes on smoothly.工人们十分合作，所以工作进展顺利。
• Just change one or two words and the sentence will read smoothly.这句话只要动一两个字就顺了。

9 catalysts   

n.催化剂( catalyst的名词复数 )；触媒；促进因素；有感染力的人

参考例句：

• The first catalytic converters were called conventional oxidation catalysts. 最初的转化器叫做常规氧化催化器。 来自辞典例句
• Many processes that are essential to the chemical industry use heterogeneous catalysts. 很多重要的化学工业过程就是使用多相催化剂的。 来自辞典例句

10 assessment   

n.评价；评估；对财产的估价，被估定的金额

参考例句：

• This is a very perceptive assessment of the situation.这是一个对该情况的极富洞察力的评价。
• What is your assessment of the situation?你对时局的看法如何？

11 mutual   

adj.相互的，彼此的；共同的，共有的

参考例句：

• We must pull together for mutual interest.我们必须为相互的利益而通力合作。
• Mutual interests tied us together.相互的利害关系把我们联系在一起。

12 commuting   

交换（的）

参考例句：

• I used the commuting time to read and answer my mail. 我利用上下班在汽车中的时间来阅读和答复给我的函电。
• Noncommuting objects are as real to the mathematicians as commuting objects. 对于数学家来说，不可交换的对象与可交换的对象是一样真实的。

13 savings   

n.存款，储蓄

参考例句：

• I can't afford the vacation,for it would eat up my savings.我度不起假，那样会把我的积蓄用光的。
• By this time he had used up all his savings.到这时，他的存款已全部用完。

14 strictly   

adv.严厉地，严格地；严密地

参考例句：

• His doctor is dieting him strictly.他的医生严格规定他的饮食。
• The guests were seated strictly in order of precedence.客人严格按照地位高低就座。