Top 5 Salary Negotiation Mistakes


If you want to make adults squirm like kindergarteners, broach the subject of salary negotiation. Talking money makes most workers squeamish. And while they want such talks to succeed, they make plenty of blunders.


So what's the best way to avoid stumbling and also boost your confidence? Rebecca Warriner, a job search coach and owner of Woodland Recruiting, a Seattle-based recruitment and outplacement firm, suggests pursuing a win-win situation for you and the employer -- rather than starting out defensively, assuming you're going to get a low offer. Warriner notes, "Salary negotiation is a dialogue that the company and the candidate should be having throughout the hiring process. It should not be a one-time conversation at the end."

那么,在协商薪资的时候,避免出错、增加信心的方法是什么呢?Woodland Recruiting是一家总部在西雅图的招聘及职业介绍公司,Rebecca Warriner是该公司的持有人,也是一位求职教授,他建议你应该努力将情况转变为对你和雇主双方都有利的双赢局面,而不是一开始就认定自己得到的薪酬会很低,故而抱着自卫的态度谈判。Warriner指出:“薪资协商是公司和候选人在招聘过程中进行的一次对话,而非在面试邻近尾声时单方面的发言。”

Warriner, who's been on both sides of salary negotiation for over 15 years, offers a handy list of negotiation mistakes to avoid, noting they're more important than ever because, nowadays, employers have plenty of candidates to choose from.


1. Being unprepared. "I get pretty frustrated as a recruiter when I ask somebody, 'What are your expectations as far as pay goes?' [and they do not have an answer]," says Warriner. She suggests doing some homework, and then determining what you'd like to earn. Warriner recommends several methods, including using salary information Web sites, talking to recruiters, asking friends who work in human resources, or connecting with local professional organizations that have salary information.


Once you have a solid answer, practice it. Get in front of the mirror, look yourself in the eye and say, "I earned $55,000 at my last job and I am targeting the $60,000s in this job search." If you feel you were underpaid in your last gig but aren't sure about bringing it up, Warriner advises raising the topic in a positive light, underscoring that you'd like to increase your earnings as you make your next career move to better reflect your skills and experience.


2. Playing games. Telling a prospective employer what you think they want to hear is risky business. "Oftentimes, a candidate will say that they are very flexible; that they are willing to take a step back in pay. Don't say you're really flexible if you're not," Warriner says. She points out that this approach assumes the company will be more invested in and attached to you at the end of the interview process, and therefore willing to offer you more money than you first asked for -- but they won't be.

耍心机。对潜在雇主说出自认为是他们希望听到的答案是件冒险的事情。“候选人经常会说自己的薪资是可以商量的;他们愿意在薪资上让步。如果你并非真的愿意接受让步那就不要这样说。” Warriner说。她指出候选人之所以这样做是因为他们想当然地认为,如果这样说,公司一定会在面试结束后对他们投入更多,一定会聘请他们,并愿意给出比他们最初要求更多的薪酬,但实际上公司是不会这样做的。

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